When it comes to sales, too many companies are acting like it's the 20th century, while behaving like it's the 19th century. They forget that the Internet is now a fundamental part of the modern economy. They forget that their competition is likely employing sites like Google, Bing, YouTube, and Yahoo to take their business to the next level. "My CEO just doesn't get it," one potential client confided in us. "He thinks you need a huge sales team to find customers and that there's no connection between Google and landing clients." There are a lot of companies who say, "Google isn't for us." The vast majority of these businesses are dead wrong. Convincing the decision makers in these organizations isn't always easy, but it is definitely worth the effort.
Marketing Has EvolvedFor other agencies who find themselves in the same position, remind these prospective clients that many people running businesses in the 1990s didn't believe that it was "worth it" to have a website. As the past few decades have shown us, those businesses ended up learning a painful lesson. Take us as an example: Blue Fountain Media has enjoyed explosive growth relying heavily on clients that have found us through search engines and online marketing. In the digital age, the easiest way for companies to find a service, is to search for it. We use this definitive knowledge about our clients towards our advantage: when they are looking for digital marketing, we make it as easy as possible for them to navigate to our service pages. Having this smooth avenue for brands to reach out to us, allows our sales team to focus on handling incoming leads rather than pursuing potential clients that may not be the right fit for our service offerings. In other words, people who come to us via Google and other search engines are people who we know are already interested. When people are looking for a website design company they simply type "website design company" into their favorite search engine. What do they find when they do that search? THIS How many salespeople would it take to drive that kind of interest to our company? Our top-level placement in search not only brings us qualified traffic and leads, it also initializes us as a company that understands the importance, and potential, of online marketing.
Before the advent of the Internet, the selling process was heavily labor intensive. Your sales team would:
- Identify leads
- Contacts leads
- Follow-up with leads
- And, (hopefully) close the sale.
Today, Google and other key search engines streamline the sales process - making it cheaper, immediate, and self-targeting:
- Clients are looking for you - not the other way around
- Clients are looking for your specific products and services NOW
- Clients will get in contact with the companies that jump out at them - the ones that show up high on the first page of search results