Key Characteristics of the Perfect Inbound Website
There are six key drivers that make a great inbound website. By implementing these drivers, you will see an improvement in your marketing results.
Sales Driven
Your website is not a marketing tool, it is a sales tool. You need to think of it as such in order to be successful.
Your website is the best salesperson because it is available 24/7 and it never asks for a raise. Also, it is always collecting data on your most qualified customers.
If you consider your website an investment, you need to ask yourself how much you’ve invested.
To ensure that your website converts well, consider making it the most valuable resource for your sales team and equipping it with features that make it easy for visitors to self-identify as prospects.
To make your website a valuable sales tool, you can answer the questions that your representatives typically answer during the sales process directly on the site. Doing so will make it easier for salespeople to sell your product or service.
Liz Moorehead, our Editor-in-Chief, keeps an updated Sales Content Directory for our sales team every week. The Directory provides a single location for the sales team to search for helpful resources to send to prospects.
If your sales team isn’t using your website regularly, you have not succeeded in creating an inbound website.
Customer Driven
There are many things you can do to make your website more customer-friendly that you may not be doing currently, but you should be focusing on how to make your website more user-friendly every day.
Most of the purchase process is out of your direct control.
Even though it may be difficult, there are ways to guide the first 70% of the conversation.
Successfully selling to someone requires building trust during the majority of the buying process that happens before any communication with the potential customer. Salespeople must understand how to make their prospects feel comfortable and safe so they are more likely to do business with them.
Search Driven
If you want to succeed in ecommerce, you need to be friendly with search engines. They help bring customers to your website. Fortunately, it’s easy to be friends with them because they want the same thing as you: giving value to your customers.
You’ll do that by publishing well researched and well written articles on topics your audience is searching for. To increase the amount of visitors to your website from Google and other search engines, focus on providing value. This can be done by publishing articles on topics your audience is searching for that are well researched and well written.
Structure the value you provide in a way that will help Google more easily understand who to send your way.
You are doing a great job writing valuable and educational content for your audience. Now you need to use the right keywords and organize your content into clusters grouped by topic to help Google understand your expertise.
Experience Driven
This characteristic is closely related to being customer friendly, but it is important enough to be its own category. When users come to your website, treat them like you would customers in a store.
When I go to a store with my toddler, I want to find what I need quickly and with little effort.
Your website visitors want the same thing.
Make it easy for customers to find what they want with the least amount of effort on their part.
The website you design should be appealing to the people that will be using it, not just to you. This means that it should be designed to match their taste and preferences.
To keep your website simple and uncluttered, provide only the necessary options and make sure they are familiar to your visitors. Inject uniqueness where it makes sense.
The goal is to design your website so that the user has to click as few times as possible to get to their goal. Then, design your menus and individual pages accordingly.
Conversion Driven
If you want your website to generate revenue, it needs to have a high conversion rate of anonymous visitors to known contacts.
It is better when customers tell us they want to buy than when we have to try to convince them. This is the best possible outcome. So how do we achieve this goal?
A self-selection tool is the best way to create a customized experience for your website visitors, who can then do all the work for you.
Tools that users can customize to fit their needs or select features that fit their needs without the help of a sales person are the best way to do this. If done correctly, both the customer and sales team will be satisfied. The customer will be happy because they got exactly what they wanted and the sales team won’t have to do any work to close the deal.
Marketer Driven
We are finally ready to talk about you and not your customer.
Assuming that you are clear on that and you are making decisions accordingly, the next thing to think about is how your website reflects you and your brand. Even though your website is for your customers and not for you, there is one small thing to keep in mind. You need to make sure that your website reflects you and your brand. as long as you keep that in mind, you should be fine.
If your website is difficult to update, maintain, or change, how often are you going to do it?
Probably rarely, right?
In order for your website to achieve the goals we discussed above, it should be easy to use and maintain so that you will actually keep up with it.
In other words, your website’s backend should be easy to use so you can easily add and change content. A content management system (CMS) is the best way to do this.
The Best Lead Generation Companies
There are a lot of lead generation companies, but all of the successful have these 7 qualities: ____.
Underpromising and Overdelivering on Results
The lead generation industry is having a big problem with people promising things they can’t deliver, and making grandiose claims.
The best lead generation companies know how to set realistic expectations for their clients and aim to overdeliver on results. Their marketing strategy is designed to provide the best return on investment for their clients through their managed services.
There are a few things you should consider when looking for a lead generation company. Make sure the company offers a good lead management system, is able to generate leads in multiple ways and has a good reputation. When you’re considering different lead generation companies, keep these things in mind to help you find the best one for you. A good lead management system, the ability to generate leads in multiple ways, and a good reputation are all important factors.
Thriving companies that are confident in themselves and their abilities communicate the value they offer as clearly and transparently as possible through all their marketing and sales materials.
The success of a company can be seen by their use of data and case studies from past clients instead of making empty promises or using difficult to prove statistics.
They are not making promises or guarantees that they may not be able to keep, but instead focusing on providing a realistic plan that has been tested in the marketplace. In most cases, they will be able to exceed expectations!
Service-orientated With Prompt Communication
A good business is one that provides a good service. This is especially important in lead generation.
Successful lead generation companies prioritize providing good service. This includes maintaining communication with the client and keeping them updated about their campaign’s progress – not just when something goes wrong.
What Level of Communication Should You Expect?
Clients need to feel like they can contact their providers at any time and know that they will receive a prompt response.
This agency makes sure that their clients are always informed about the progress of their campaigns to avoid any surprises or confusion.
Consistent and Thorough in Their Process of Generating Leads
Lead generation companies that don’t keep their processes, tools, and strategies updated will have a hard time being successful.
The best lead generation companies consistently generate leads by continually testing new ways to find quality prospects that could become sales opportunities. If something stops working, they quickly adapt without having to change everything.
Larger Companies vs Smaller Companies
Some companies have software development teams that build tools and internal systems to make their processes more efficient. Small businesses usually pay for software, such as CRM solutions.
What’s important is that companies continuously innovate and adapt to changing times while remaining consistent in their foundational processes.
The Ability to Provide Progress and Feedback in Meetings
This is a service we provide to give our clients feedback on their market, industry, and email marketing efforts. This includes making sure follow-ups are being kept on top of, etc. This is vital in both b2c and b2b lead generation.
A lead generation company that is always innovating and providing you with valuable insights will always be one step ahead.
It is necessary to have regular meetings to provide clients with the information they need to make decisions that will lead to more sales.
Lead generation companies that can retain their clients will always provide progress reports and feedback in their meetings, whether it be via Zoom, Google Meet, Skype, or even a phone call.
Large Scale Lead Generation…No Problem for Good Lead Generation Companies!
B2B lead generation companies that want to stay competitive and attract the right customers need to have the resources and processes in place to generate a high volume of sales leads.
It is easier to generate leads on a small scale, but this will not be enough in the long run.
Lead generation companies are always looking for new opportunities to bring in more business. They generate large-scale leads and test out different strategies.
The businesses that will be most successful are those that invest in the processes and resources needed for generating quality sales leads on a larger scale.
You need to find a lead generation company that can handle an increase in demand so you don’t miss any potential customers.
Easy to Work With and a Personal Investment in Your Company
When you’re looking for a lead generation agency or company to work with, you don’t want to have to waste your time taking care of the small details that should be handled by them.
If a company has difficulty communicating or seems more interested in themselves than their clients, it’s a cause for concern.
Instead of an agency that makes grandiose promises but is only interested in themselves, you want a company with a great sales team.
A lead generation company that is invested in their clients will always take the time to understand their business and their target audience. This ensures that the leads they generate are of higher quality.
It’s important to remember that it’s okay if you and another person are not a good fit. Don’t invest too much into a relationship before looking for signs that the other person understands you and your goals.
We’ve found that the best b2b lead generation companies are those that are easy to work with and that have a personal investment in your company. Having a good working relationship is important because it allows you to see the company as more of a partner rather than just another supplier.
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