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

 

Related Post

Small Business Branding and Search Engine Optimization Techniques What Do Small Business Branding and Search Engine Optimization Techniques Have To Do With Each Other? Look at the question one way and the answer is ...
Generating Content for (and Leads from) Inbound Marketing Will Help Yo... Is "Finding Your Voice" Keeping You From Getting Started? I had a conversion with someone this morning who has an interest in generating leads for a ...
Local SEO Marketing Overview | Lead Generation for Small Business The fundamentals of local SEO marketing are easy to understand, and in principal easy to do (there is one exception to this I'll discuss later). This...
What Inbound Marketing Is and Isn’t | What Generates Leads In a prior post I explained the defining characteristics of both outbound and inbound marketing. Because there is so much confusion, I thought it wor...
Effective Social Media Marketing means Business Blogging Do you want your social media marketing to actually generate leads, or you just want to feel like you're doing something? Dan Zarella, a Social Media...

2 Comments

Leave A Response

* Denotes Required Field

CommentLuv badge