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Customers find you 1rst

Thursday, December 12, 2019

New prospects & customers know about your company and services before you even know who they are. IF someone is going to do business with you, chances are, they already did their research. In today's mobile world it only takes a minute to scan the world's largest phone book, the Internet.

The key today is to CAPTURE that search and the individual. Take a look at the Sales Flow Chart. The new methods being used today are a combination of placing 'hints' in your daily communications which eventually drives a prospect to want more information. The COST for that information is their contact information.

Most newer websites have a method to capture that information. Sign up for a trial, a newsletter, a white paper, or some other information that has value to the prospect. You have seen the 'floaters' on many recent websites. These are the tools the website uses to capture that contact information and get it to your sales team.

The capture point is called a landing page. This page asks for just enough information so that your sales team can go to work. Company name, contact name, email address and/or phone number. With this information, your sales team can do some research of its own.

This is where social media & marketing come in. Add value to the relationship and give the prospect a reason to engage. Understand that communications in the last 15 years has changed. Younger adults have been texting and pondering "how they want engage" since they were old enough to hold a smart phone. They are not comfortable with banter and quick response. Be mindful of this and try to develop the relationship!

There is much more information I can provide when you request the document type you are interested in.