27 August 2015

For busy owners of small businesses, having a steady stream of inbound enquiries is gold dust. Invest some time in a well thought out inbound marketing strategy to generate qualified leads that really do convert.

1. SEO

Optimising your website is key to your inbound marketing strategy. Think about which words or phrases your potential clients would use to find your business when searching on the internet. Develop a broad list of target keywords and phrases that can be used when writing unique title tags and meta descriptions for each website page. And don’t forget to include these terms in the body copy of the each page.

2. Blogs

Blogs are great for helping your business get found on the internet. If you are stuck for something to write about think about what information will be useful to your clients to help grow their businesses. You probably can think of twelve topics that relate to aspects of your service – and there is your plan for your monthly blog for 2013! Don’t forget to add a call to action – such as inviting visitors to sign up to your newsletter or download a free guide so that you can capture their names and email addresses.

3. E-books, whitepapers, info graphics etc. 

Help your prospective clients better understand your business and how you can help them by providing downloadable E-books and whitepapers. This engaging content will help prospective clients move along the sales funnel. And don’t forget to promote this content via Twitter and LinkedIn.

4. LinkedIn

Your team members are your best advocates so make sure they have LinkedIn profiles. Remember to update your company LinkedIn page with the latest news about your products and services. And why not promote your E-books and whitepapers for downloading on your company page?

5. Twitter

Start by making your twitter page look great. Customise your background so that it is consistent with your corporate branding and don’t forget to include a link to your website. Include some keywords in your 160 character bio and use hashtags to help people find your content. You might like to tweet about your blog and perhaps create your own inbound links to your website to help generate new website visitors.

So you have the leads – now keep the conversation going

Sales lead times can be long in B2B and professional services marketing. Keep providing your prospects with interesting information that helps them do their job better – newsletters, emails, E-books or invitations to seminars and events. Persevere and you will see the benefits in your sales funnel.

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