Contact Us:

Top 10 Best Practices for Guiding Website Leads Through Complex Sales

August 31, 2009

The secret for increasing profits for any companies in markets with complex sales cycles (e.g. B2B), or high-value sales like Real Estate, is how well we nurture our website leads who are earlier in their sales decision. This is a compilation of best practices from our successful Internet Marketing clients AND some sage advice from recent training sessions including:

Lead Management is hard work – Often more difficult and more important than lead generation

“Lead management” is a top challenge for anyone involved in online lead generation with a complex sale. Some of the key problems include:

The Magic Formula – “Know You…….Like You……Trust You”

Even when your new online lead is ready to buy, the sequence to being ready to buy from you is always the same; know you, then like you, then finally TRUST you. Speed and methods of getting to TRUST change with people, circumstances, and product or service; but the basic sequence never changes. People buy from people and they always have to TRUST you first.

Know You – Like You – Trust You –

These Top 10 Best Practices turn LEADS TO SALES

1. SPEED OF INITIAL RESPONSE is THE NUMBER ONE FACTOR in your ability to close an online lead 2. Personalize your initial response 3. Nurture first – But do it quickly 4. Qualification and Readiness to Buy are TWO different things 5. Distinct Marketing and Sales Processes 6. Track sales results rigorously – feedback into lead generation 7. Provide REAL Value & Generosity in your Lead Nurturing Being generous during your lead nurturing process puts you on your way to being a remarkable business and eventually closing the sale 8. Perseverance and Focus Pays Off 9. Have an ONLINE LEAD MANAGEMENT PROCESS 10. Use an Integrated Strategy for Initial Contact on hard-to-reach leads It’s easy to see why online lead management is so tough. Tough choices are forced for how to manage your marketing and sales staff, requires perseverance in the face of rejection, and the discipline of a tough drill sergeant.  Follow these Top 10 Best Practices for Online Lead Management and you will be well on your way! Please contact us if you would like an appraisal of your current lead nurturing processes or call contact Hubert Hopkins at (866) 731-2271.

Partners with Industry Leading Tools

Google Analytics
Google AdWords
Google Analytics
WSI Corp
Guide To A Top Performing Marketing Program

The Guide To A Top Performing Marketing Program for Your Business

  • A process only 20% of companies use, but you literally can't succeed without it.
  • Little-known "switch" which flips campaigns from "unprofitable" to "profitable".
  • Multiply your ROI 4x with this automatic, repeatable process.
Download This Must-Have Resource
25 Must Haves for Internet Success

25 Website ‘Must Haves’ For Increasing Your Traffic, Leads & Sales

Whether you’re looking to build your first website, or if your existing site just isn’t getting the traffic or leads you were hoping for, you may wonder what it really takes to have a great website.

Follow these guidelines and you will soon have a great website that generates traffic, leads and sales.

Download Increasing Sales Guide

Latest News

Get the latest from our blog.

Frequently Asked Questions

B2B search engine optimization (SEO) is a specific type of online marketing tactic/service that can help a website of a B2B business gain more traction in order to increase their search engine rankings on Google, Bing, etc. What differentiates B2B SEO from B2C, is that for B2B SEO keywords focus on specific words and phrases that business/vendors search. A B2B SEO agency like WSI B2B Marketing can provide you with leading B2B SEO solutions.

Yes, with the right SEO strategy your B2B business will not only improve its search engine rankings, but it will also expand its online reach, and build trust for your brand. There is no better way to show potential B2B vendors that your company is knowledgeable and can deliver the services needed, than having a website and online marketing content that is easy to find and trustworthy. WSI B2B Marketing is a leading B2B SEO agency that can help B2B companies. Contact their team for services.

The cost of SEO services depends on the B2B SEO agency and the services and payment model they offer. The average monthly cost can range from around $750 to $2,000, while hourly rates can go from $85 to around $200. For entire projects, prices range from $5,000 to $25,000 and up. Reach out to B2B SEO agency WSI B2B Marketing for more information and services.

A B2B SEO agency can increase your brand’s online presence and help attract potential leads to your company’s website. By increasing your search rankings and visibility, businesses will get more clicks and users to their site and can increase sales opportunities. An SEO agency like WSI B2B Marketing provides a range of online marketing solutions. Contact them to learn more and improve your online presence today.

Basically, B2B lead generation services will locate customers looking for the specific services/products that you provide and lead them to your website or e-commerce platform. Lead generation is vital not only for marketing teams but for B2B sales as well. B2B SEO agency, WSI B2B Marketing, provides lead generation and other SEO services designed specifically for B2B operations. Contact their team today to get started.