lead generation via inbound marketing conversion

Internet Marketing Strategy | Converting Website Visitors into Leads

This post is part of a series about the Internet marketing strategy I call Inbound Marketing. To access the lead post please click the link in the prior sentence.

In the context of sales, conversion means walking a prospective customer into being a customer. This is accomplished by walking people through your sales funnel, one step at a time.

In the context of your website, conversion is implementing the first few steps of your sales funnel in your website.

Selling a $5 novelty item is different from selling a $2,000 a month consulting engagement. Although the decision making process may be similar in some ways, they’re quite different in others.

Buying a $5 novelty item

In deciding to buy this, you may ask yourself:

  • Is it cool?
  • Do I want it?
  • Do I have $5?
  • Let’s do it!

In this sales funnel, you website implement every step of your sales funnel, from initial product presentation to completing the sale.

Buying a $2,000 a month consulting engagement

  • Awareness: I have problem X… Where can I learn about solving problem X?
  • Research: How well do the various options help solve my problem? How do I make sure?
  • Cost/Benefit: What is the cost of not solving this problem?
  • Budget: Can I commit $2,000 a month?
  • Timing: When do I need it?
  • Selection of option: I have some specific questions…… How do the various options measure up?
  • Go/No Go: Let’s do it.

In this sales funnel, your website can provide awareness, research, and the ability of someone to contact you for more information. It is highly unlikely anyone will commit to a $2,000 consulting engagement simply on the content of a website.

What is Your Sales Funnel?

The specific topics being covered in this set of posts are:

To Learn More…

Download the eBook: The 7 Fundamentals of Being Found Online

 

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