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Generate Sales Online
Sales leads coming from your website should be a very frequent occurrence. If it is not, you probably have not invested in your website, or designed it as, a sales tool. Many companies unfortunately only consider it a graphical representation of 'who they are' or as a business card on the Internet. A website today can and should produce qualified sales leads that generate new business revenue.
Website Development: What is an Inbound Lead?
Your website should produce as many or more sales than a salesperson. In fact, your website should be held accountable to the same standards as a salesperson.
| Successful Salesperson | Successful Sales Focused Website | |
| Generate Substantial New Leads | X | X |
| Establish Rapport | X | X |
| Uncover/Develop Need | X | X |
| Identify your value and abilities | X | X |
| Qualify | X | X |
| Drive to next steps | X | X |
| Overcome objections | X | X |
| Validate and provide references | X | X |
| Close business! | X | X |
Generate Substantial New Leads
People talk about how many clicks they have on their website. The reality is; who cares. Having the wrong people find your site is the equivalent of putting up a billboard to sell a highly specialized product. The first goal of a website and search engine optimization (SEO) is to allow qualified prospects to find you. For a salesperson, this is the equivalent of cold calling a qualified decision maker or warm referral.
Establish Rapport
In the past, the design of the website was the only criteria on which it was evaluated. Today design is just as important, it must catch the attention of your prospect. But does the design also serve the function of establishing rapport? Do your prospects relate to your company immediately and believe your company can help them?
Uncover/Develop Need
Once you establish rapport do prospects want to enter further into the site and disclose specific information that can be used to qualify or disqualify them as a prospect? The equivalent of a salesperson is finding commonalities, researching the prospect in advance of the appointment, and utilizing an appropriate set of questions in discovery to understand a prospects needs should be done through their site.
Identify your company's value and abilities
The next step in both a sales appointment and a good website is being able to accurately depict what it is you do, how it will help your prospect, and why your solution is different from your competitors. Once again, a good salesperson has a strong mission statement, a good "elevator pitch", can clearly define the benefits of their company and products, and articulate the differences between them and their competitors. So must their website.
Qualify and Drive to Next Steps
Most successful businesses cannot do everything for everyone. Large companies have separate departments or divisions that focus on specific product sets. A good sales person knows how to qualify a prospect, and direct them to the appropriate next steps. A well designed website can do the same providing both a triage mechanism to separate out customer service from inbound sales leads, appropriate routing of traffic based on unique qualifiers, and validation that a lead is in fact a prospect before it is passed on to the sales team.
Call to Action and overcome initial objections
Once you know you are dealing with a prospect, how do you get that person to engage and start committing to using your product or service? How do you know what objections they would have to doing business with you? A great salesperson knows the questions to ask to get the prospect further down the path or finding out why they are concerned about engaging. A well designed website with proper copy does the same thing.
3rd Party Validation through Social Media
Many sales are only completed after a reference check. In the world of web based sales, this is often accomplished by online research. Often the use of social media is misunderstood. While a strong social media campaign can generate substantial new leads, it can also provide reviews of a business, and an online source of third party validation.
Close New Business
A good salesperson knows how to ask for a sale, a website should facilitate closing the sale as well. Many businesses today are facing the challenge of having to find a way to generate revenue at a lower cost of sale. A good website can serve this function by providing a much lower cost lead; provide a means for research and validation of your company, and in some cases, a mechanism to place an order immediately.
"The odds of contacting a lead if called within 5 minutes versus 30 minutes are 100 times greater."
Why Use Reier Group for your Inbound Lead Program
Investing in an inbound lead generation program can produce significant sales ROI if done correctly. Inbound leads are warmer –more qualified typically close faster.
We help our clients engage in a complex online sales process with a main objective to persuade the prospects that you want to contact you. Your sales team or ours can then further educate, nurture, and convert the leads into new business.
Our Web Services are Different:
- We provide website development for clients that don’t have an effective web presence or enable those that do.
- We manage websites on an ongoing basis; a good website is never done.
- Our marketing department manages social media channels, such as FaceBook and Twitter, which create more company exposure.
- We have the unique ability to immediately respond to inquiries from your website with a live sales person if required.
