Guest editorial by John Fox of Venture Marketing
Can Google be your next, new Sales Rep?
…not if you knew Google can connect you to your next opportunity… No charge.
Over the last 6 months, I’ve given a number of B2B Lead-Generation workshops. Typical questions I get are on prospecting, getting the word out and referral selling. All very good questions to tackle.
The #1 question?
“What marketing activity has the lowest-cost and highest return?”
Answering that is a no-brainer… Your Website.
Why? Because your Customers and Prospects are starting their search for solutions and suppliers with a Google search. They’re not picking up the phone and calling you. And they certainly aren’t waiting for your Sales Reps to call them.
Nope. Google stands between you and your next new piece of business. And optimizing your B2B website so Google can easily index the content is crucial!
What’s surprising is that so many small businesses have entrusted their website to marketing staff and creative agencies who think a website is just an online brochure of pretty pictures, maps to your office and plain-vanilla “About Us” pages.
Not only can Google NOT read pictures, so many of the sites I’ve evaluated were so poorly constructed, you’d almost think companies were purposely trying to be invisible to Google.
If Google Optimization is as important to your revenue generation as I believe it should be, start by listening to the Free audio (mp3) of a recent B2B Lead-Generation workshop during your drive-time today.
- Discover the major criteria that Google uses to judge your website
- Connect the dots between physical sales people and online marketing
- Take my search engine awareness quiz
workshop audio/mp3: www.GoogleOptimized.com/lead-gen
Another tool I developed is the Google Website Scorecard. Give the Scorecard to your web or IT staff and make sure ALL the checkboxes get checked for every web page on your site. It’s a one-pager for making sure Google can find all your content.
Having Google on your Sales Team is a very good thing. But like any new Sales Rep, you have to “train” Google. If it’s impossible for Google to “read” your website, you’re ignoring one of your best and *most cost-effective* lead-gen strategies.
John Fox, President
Share This Post