Can’t Ya Hear Me Knocking

February 8, 2012 at 8:45 am | Posted in social media | 1 Comment
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Can’t Ya Hear Me Knocking?

Well of course you can. You can hear me knocking but you don’t know how to let me in.

Okay, pathetic analogy right. Perhaps, but it fits the bill I think.

You see SEO and SEM can get them knocking and  (may) provide you with the visibility that you crave. Yes, it can bring eyeballs to your site, callers to your phone and emails to your in-box, BUT—do you know what to do when they are at your door?

Do you:

  • Know how to communicate your value proposition in a compelling manner?
  • Effectively probe for wants and needs and exploit both
  • Uncover and overcome their hesitancies and stalls
  • Have the ability to stay on the grid during a lengthy sales cycle
  • Do you know how to close?

The best SEO/SEM in the world won’t bring you new customers if you can’t do the above.  Want a free valuable ebook that can help you with these things? Email me!

Do Ya Think I’m Sexy?

February 7, 2012 at 8:44 am | Posted in Uncategorized | 8 Comments
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Got your attention, huh? Do ya think I’m sexy?

Well, what’s sexy right now is SEM and SEO and all manner of social media involvement.

I’m not a luddite; I use and love them all. But folks…really…remember that PEOPLE execute and close business and with all this attention (and budget) being thrown at “getting to the top of Google” there isn’t anyone left with basic and fundamental sales competencies. (Don’t get me started on getting to the top of Google—that’s another story entirely.)

But back to the point that I am trying to make here.  All of this search engine and content marketing stuff is awesome. Please don’t get me wrong. I’m not discounting the critical importance of paying attention to this seemingly ephemeral world of SEO but what I am saying is that you also better be paying strict attention to what happens in the “real” world.

People buy from people and unless you run an internet-based,  click only business you need to get your arms around:

  • Presentation effectiveness
  • Sales processes and procedures
  • Great hires in the sales arena
  • Sales competencies (fundamental to your success!!!)
  • Touch point management

And the list goes on.

We’re all working with tighter budgets these days so be smart. Before you buy into a SEO/SEM program that will pretty much wipe out the rest of your business development and marketing budget consider how and if you will be able to capitalize and monetize the visibility and potential leads that (might) be coming your way.  Apportion your budget wisely and you will get an even greater ROI from a totally integrated sales and marketing program

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