Managing sales, finance and production are all challenges to a start up enterprise. New company operators rarely bring a complete package of experience to their new management role – especially in the area of managing the sales effort. Accordingly, many good, small business enterprises struggle to develop good prospecting and sales systems.
A major ally in prospecting for new clients has emerged though, as the internet allows even small companies to reach large numbers of prospective clients. In fact, many successful small businesses have enjoyed an increased revenue stream resulting from use of the internet in their overall market strategy.
But what exactly is the role of the internet in making sales? The craft of ‘selling’ usually depends upon establishing a business relationship that provides value to all participants in the transaction. Most of this interaction is of course personal in nature – especially for bigger ticket sales items.
Global companies pour huge sums into website development and internet research. The value to these companies is clear – a highly focused web page can yield increased revenue. Social networking, ordering on line and other (Software as a Service or SaaS) business models all provide testimony as to the ability of small enterprises to use the internet to support their sales efforts and build a customer base.
For new and start up businesses, the web page is essential in reaching out to new clients and customers. The web page is available 24 hours per day, seven days per week and if designed properly, delivers useful information and value propositions to potential clients. Companies of all sizes can utilize a web page then to attract new business.
Techniques such as ‘localization’ also allow business start ups to attract internet traffic by competing in a specific geographic area. Organizations offering narrowly defined products in specific areas, such as Denver Furnace Repair or or a Denver Graphic Designer can use the internet to compete for business in the Denver, Colorado area.
For most new enterprises, investing in any marketing program is a difficult decision. After all, it is money spent without a specific guarantee of return. Still, an on-line internet presence can greatly support a new business venture by providing useful information that – over time – will attract customers
Attracting customers using a web page or blog then has two fairly simple requirements. Web pages for new enterprises should include both a: Specific call to action Clear “Value Proposition”
Call To Action – Any successful sales person will share that one must always ‘ask for the business.’ No matter how compelling a presentation might be, many sales people drop the ball when it comes to closing a deal. In the instance of a web page, ‘closing the deal’ may be as simple as asking the reader to provide contact information so that the company can reach a prospect with more detailed information or product data.
A web page is useful for building brand image, product and service awareness and generating interest. The web page in some instances can close a sale, but the page is far more useful for building up a network of interested potential customers. New enterprise web pages that focus on generating this network can find themselves in possession of a highly valuable email list when it comes time to start actively selling.
Value Proposition – The web page needs to communicate a reasonable expectation of the value the product or service delivers. Without setting these expectations, the potential customer has nothing upon which to base his decision to purchase and no way to calculate a return on his investment should he become a paying client. Bold result statements such as “cut production costs by 15% by” get the reader’s attention, inspire her/him to keep reading and provides a way for the prospect to calculate a Return on Investment (ROI).
New enterprises can use these two simple rules to build their businesses. By attracting potential customers to the business web page and then delivering a call to action and value proposition, these readers can be invited to build a longer term customer relationship with the organization.
SEO Consultants in Denver help commercial enterprises of all sizes compete for new customers using the internet by increasing web visitors and converting readers into customers. This and other unique content ” articles are available with free reprint rights.
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