Selling Helps

You may be great at SEO, or social media, or citations or any of the other aspects that go into internet marketing and ranking and lead generation. But you need to do it for yourself as well as for other people or you won’t have any customers to do it for.

Social Media

One way is to have a presence on social media, particularly on Facebook and Twitter. You can use programs like Hootsuite to post on a regular basis. You can create many posts and schedule the out into the future when you want them to post. That will help. You also want to take advantage of Edge Rank in Facebook. It looks at how many likes and comments a post is getting and if it is popular then it will put it out to a wider audience still. So if you can get a group of friends to like and comment on a post about your business, you can get a broader viewership than you normally would. It helps if there is something compelling in the post.

Emails

You can also choose a target sector and send out emails and just play the percentages. If the email is well written and eye catching, you will get some responses. It is a numbers game and you just need to have large enough numbers.

Videos

Another way you can get the word out to people is to create videos. Screencastomatic has a good service for creating videos. You can look for people with websites that need help and do a free evaluation, explaining that their site is not mobile friendly or they don’t have enough citations or back links, or their content isn’t robust enough or their phone number isn’t prominent enough or they make it too hard to find a form to fill out. Any or all of these. Create the video and send it to them in an email. Some will call back and others you will have to follow up with a phone call.

Cold Calling

Ultimately you want most of your business to come from referrals because those are warm leads and much easier to close. But before you get to that point, will probably need to get on the phone and do some cold calling. Or drive to businesses and speak with owners one on one.

Salesperson

Another possibility is to hire a sales person on a straight commission basis. You don’t want just any salesperson, you want a superstar. Don’t put in an average salary target, put the top end in the ad. Putting an average income in an ad will attract an average salesperson. Putting a high income will attract a superstar. To find out a lot more about this, get the book The Ultimate Sales Machine by Chet Holmes. He goes into detail about how to attract the person you need.

SEO

Have your own site to attract business and do all the things that you would do for anyone else to get your website ranking and business coming in.

Consistent Action

Whatever you choose, whether it is videos, emails, cold calling, the key is to be consistent and do it at a high enough level to get results. Also, the more you do it, the better you will get at it and your closing ratio will improve. Don’t be afraid to be pushy (in a nice way).

When SEO Doesn’t Make Sense

For many companies, spending money on Search Engine Optimization (SEO) makes a lot of sense. That is because almost no one uses a phone book anymore. The first place they go to look for something is the internet. If you don’t show up in their search, you don’t get the business.

A Website Is Not Enough

Creating a website is not enough. If you don’t do things to cause people to find your website, no one will ever see it. And a business that doesn’t do any marketing usually isn’t going to survive. Search Engine Optimization helps raise your website in the rankings so that people will find it when they search and you aren’t buried on page 22 when they do a search.

What if People Don’t Know They Need Your Product?

But, what if people aren’t searching for what you offer? You can have your website at the top of page one for your keywords, but if people aren’t searching for those keywords, you have wasted money on the search engine optimization.

For instance, you have a company that sells a range of goods from mugs to travel accessories to shower amenities such as items to hold shampoo and other items. You aren’t set up to sell to individuals. You sell to stores nationwide and you sell chain stores and also through buyers. They may find you by an internet search, but you will probably need to be more proactive in going to them instead of hoping that they might do an online search that finds you.

Another example would be a company that does cyber security for small to mid-size companies. If the companies don’t think they have a problem in that area, they won’t be searching for your services and therefore will not find you. Here again, you need other strategies besides just search engine optimization.

How to Appeal to More than 3%

Chet Holmes in The Ultimate Sales Machine points out that at any one time there are only 3% of the people who are actively looking for what your provide. Another 6 to 7% are open to what you provide, 30% are not thinking about it, 30% don’t think they need it and 30% know they have no interest in it.

So, how do you appeal to more than the 3%? By pitching information instead of your product or service. You could do this by advertising online to places where your target audience will be looking but not necessarily for your product. For instance you could offer a report on the 5 ways companies are vulnerable to cyber attacks that they aren’t aware of, or something of this nature. Make it educational, give suggestions on how to remedy and then put in some information about what you do.

You could also organize a meeting or even a conference¬†around that same concept. It can’t be a sales pitch for your product. You need to provide information that is of value to them that leads them naturally to what you do or make. Similar information should be on the website to complement your other marketing efforts.