Amongst Australian SME’s, there are 2 sides to the ”generating leads from your website” camp:
- Those that do
- Those that don’t.
For those that do of course, this is a dumb question…
For those that don’t, we find that the reason is often:
- Lack of understanding about the purpose of a website
- Fear and confusion about the web
- Bad experience, let down and failure.
Let’s get this straight, if you currently:
- Want to grow your business
- Have sales reps
- Generate leads by advertising in any medium (that’s most SME’s) . . .
then the chances are you could be generating leads through your website.
For SME’s a website must be more than just an exercise in branding, design and information. It needs to be about lead generation.
Now, if you think that websites don’t generate quality leads, then consider this: In the last 6 months our own websites have generated leads from organisations such as:
- Coles group
- Microsoft
- Simplot
- Department of Education and Training NSW
- Dubbo Shire Council
- Westpac Bank
- Department of Sustainability and Environment Victoria
- Victoria Police
- The South Australian Government.
Our clients’ experiences are very similar. You see, the keys to generating quality leads are:
- Your understanding of your prospects (WIIFM)
- The quality and relevance of the information that you publish
- Your unique selling points
- The techniques that you use to ensure a conversion.
If your website is not generating quality leads, then your company is experiencing something akin to forgetting to place your ad in the yellow pages… Not happy Jan!
About Brett Gilbertson