Redefining Lead Generation With SEO Marketing

Having a hard time generating qualified sales leads? That is to be expected. With the world economy still feeling the after-effects of the financial meltdown in the United States and Europe (and there is no denying that everyone still feels it), finding prospects can be pretty difficult at this point. Still, that is no reason to just sulk around, mope about your fate, or perhaps do a dozen other unproductive things in your office. Rather, this should be an opportunity for new lead generation tactics. That is where interest in search engine optimization (SEO)  marketing take off. And believe me, there are a lot of interested people here.

This form of marketing works by improving the standing a website, or group of websites, in internet search pages. This is a rather subtle operation, and results will definitely take longer than telemarketing, but it does present some interesting possibilities. Think of SEO as a form of support in the general marketing campaign. You have to admit that generating B2B leads using old channels is hard. Right now, sales is slow. But your priority is to keep your business visible in the internet. As long as you are there, it would be easy to promote your business to potential buyers. So how will you start on this?

  1. Remember to research your market well. Analyze what keywords they are most likely to use and incorporate that in your over-all SEO marketing campaign.
  2. In SEO marketing, your aim is to provide information, not to sell. The selling part can be done later. What is important is that you engage the interest of prospects, prove that you are an industry authority, and that you and your company can be relied on in the future.
  3. Social networking sites like Facebook and Twitter are great mediums to engage prospects and customers in conversation. This will help increase your presence in the online community. Just keep in mind that your aim here is simply to have a conversation at this point.
  4. Try hosting a webinar or a video conference with interested prospects and attendees. This will help cement your reputation as an industry expert, as well as put an edge over your competitors. You will need the help of appointment setting specialists on this.
  5. Be active blogging and article contributions. In this way, you can promote your own business through other online channels. It would be a good boost to your reputation as well.

Once you have established your presence in the Internet, and search engine results appear to be favorable, then it is the time for you to engage in a more aggressive sales campaign. Seek your from your network interested prospects in the United Kingdom. Once they express willingness to talk business with you, now is the time for you to give them a telemarketing call. And it will be an easier job, since it will no longer be a cold call anymore.

Of course, if you have a hard time negotiating and doing business with prospects on the phone, it would be a good idea to work with a professional lead generation agency, then.

This post originally appeared at CallBoxInc

Comments: 3

  • It’s kind of amazing how far SEO has come over the years, and moving forward. A lot of businesses now seek SEO for their own sites, however, we also have a lot of people who are offering these services but don’t really know where the heck they’re going with it, eventually running their clients’ websites into the ground!

    Still, SEO brings about a lot of potential when used properly. When you’ve attracted a large audience of potential buyers, being aggressive can become much easier when they found you of their own accord and are genuinely interested in your company.

  • Becca says:

    Every business needs a steady stream of leads in order to generate sales.Although this local SEO marketing was time consume and need effort,Anyone can do it if they simply roll up their sleeves and do it,

  • Edward says:

    If you have a hard time negotiating and doing business with prospects on the phone maybe you shouldn’t be in the business of generating leads for your company.

    I know a lot of people are moving towards a completely digital business footprint, but if your job is to make connections with people, you need to be able to connect with them. Pick up the phone! I get frustrated when people trying to sell me something won’t just call me.

    My best clients are the ones with whom I have connected, with whom I have spoken to. If you don’t have someone’s phone number, go to Hoovers or LeadFerret and get it. It’s not difficult, nor expensive. Don’t be afraid of the phone!

    Sorry for the rant, but man, people seem so unwilling to *talk* to each other these days.

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