Five Key Strategies for Lasting Small Business Marketing Success Online

By: Brian Horn on: December 30th, 2009 4 Comments

Every small business owner wants their web site to be wildly successful. If your small business has a web site, you know that you can ramp up traffic to your site with pay-per-click ads or by improving your search engine positioning, but then what?

Getting prospects to your site is only the first step in web marketing.

What happens next?

If you answered, “Getting site visitors to buy”, you’re both right and wrong.

Most small business owners are so focused on trying to ‘get the sale’ that they forget to include the key elements in their site that motivate prospects to buy. Without these, you could be attracting a flood of traffic without seeing the results in actual sales.

Are you making this mistake?

Try out this small business marketing strategy…

Once you’ve built traffic to your site, your goal is to convert visitors to buyers. But in most cases, you’ll have to do that step by step.

Prospects need to get to know and trust you. Lead them in this direction by getting a commitment from them, even if it is a small one. Then help them see the value of your products and services so they want to buy from you, again and again.

Want to make your web site the one that your prospects rely on and buy from?

What’s the key to selling more with your web site?

It’s as true on the web as in any other small business marketing or sales; it’s all about building a strong relationship with your prospects so they see your site as the place to go for the products and services they need.

How?

Do the same things you do to keep any offline relationship strong.

How can you use your business’ web site to build relationships with prospects and clients?

Start by rethinking your site content. Here’s how:

  1. Keep site content focused on the overlap of your prospects’ interests and the benefits of your products and services. Grab your prospects’ attention by talking about their biggest problem or concern.
  2. Give prospects something they want for free or almost free to get an initial commitment. It’s like asking someone to go out with you for a first date.
  3. Continue to share information they can use to demonstrate the value of your products and services. Testimonials are a great way to build credibility, but actually demonstrating your expertise in articles, free tele-seminars and online videos is even more convincing.
  4. Stay in touch. Assuming that “first date” went well, how often do you contact your prospect? My son spends at least an hour a night talking to his girlfriend. Now that might be more than any prospect wants, but without contact at least twice a month, your prospects and past clients may forget about you and end up buying from the competition.
  5. Keep it fresh. Keep prospects and clients coming back by regularly updating your site with fresh content. I recently added two new sections on my web site to give visitors ideas on how to create winning radio ads and use video to promote their businesses. These two pages have attracted thousands of page views in the few weeks they’ve been up.

If you’re serious about using your web site to grow your business, don’t waste time making the mistakes most people make.

Find out what works so you can ramp up sales right away.

Be Sociable, Share!
    ABOUT THE AUTHOR:

    Brian Horn, of HornDog Search Marketing, is recognized by many as the "Glazer-Kennedy Secret Weapon", because of his role in helping not only Dan Kennedy and Bill Glazer with search engine optimization and social media, but also many of the top Information Marketers in the world. Brian shares SEO tips for small businesses over at at his blog, BeOnPage1Blog.com.

    4 Responses

    1. Content is king.

    2. Charles says:

      it’s all about building a strong relationship with your prospects so they see your site as the place to go for the products and services they need.
      1.Keep site content focused on the overlap of your prospects’ interests and the benefits
      2.Give prospects something they want for free
      3.demonstrating your expertise in articles, free tele-seminars and online videos is even more convincing
      4.how often do you contact your prospect
      5.Keep prospects and clients coming back by regularly updating your site with fresh content.
      great tips n lot of work to do on this. I will write a plan to work on this Brian.
      thank you much

      Happy New Year!

    3. Jim Rowe says:

      Hey great news I’m giving away FREE wing sauce on my website right now! http://www.theroadhousegrill.net if you would like a bottle. Thanks Brian and I’ll keep in touch.

    4. Dave:

      I 100% agree. It is interesting how people are so different on their website copy. They would never meet someone at a party and say, “Dave, great to meet you; want to buy my product?”

      But yet they do time and time again in social media and on their website.

      Thanks for an informative article.

    Leave a Comment