Author Archives: raglant

sales lead generation

Sales Lead Generation – How to Get Red Hot Customer Leads from your Website

Is your website working hard for you as a sales lead generation tool?

Your web site can be so much more than just a pretty brochure that tells your target customers all about your business. They’ve come to your site and found out a bit more about the services you offer but what next?

Are they going to hit the back button and go off to one of your competitor’s sites or are they inspired to leave their details with you or call you up. Because if they are not taking some sort of positive action to put business your way, it’s fair to say that your web site has failed in its main aim – to generate new business leads.

Put simply, your web site should be working hard for you by getting you new sales leads.

So how do you turn your current static site into the ultimate sales lead generation tool?

  • First you need to work out who your target market is and how you find them online – what keywords they use in their searches.
  • Then you need to get yourself seen online for those search terms through optimisation techniques. (That’s a whole different ballgame and not one I have time to address in this article).
  • Now here comes the really essential bit – when they come to your site you need a way of keeping them there and capturing their details so you can follow them up. Whether you are trying to get business to business leads or appealing to the general public, we all fiercely guard our personal details. You need to offer something pretty special in order for people to part with their email or phone number. There are many ways of doing this, giving a free report, a discount voucher, access to an information video and so on.

Get this right and your sales lead generation is working. You should have a list of hot sales lead to email or call up. Now it’s up to you to sell them something!

Want to find out how to develop a sales lead generation for your business – download our free “Internet Lead Generation Blueprint”

internet marketing agency

Don’t Choose Your Internet Marketing Agency Before You Consider These 5 Points

  1. What role does your web site play in your overall business strategy?

    Do you view your web site as an online brochure that ticks the “I’m online” box or do you view it as a way to generate new business? The very fact that you are considering employing an internet marketing agency suggests you want to make your web site work harder for your business and not just be a “pretty face”.
    Your web site can and should be one of the most important marketing tools you possess. Choose a partner that understands your business and works with you to create a strategy that brings floods of customers to your site.

  2. How much time can you invest in making your web site a success?

    There’s no getting away from it, it take effort to get your web site to the top of the search engines. Yes, there are plenty of tools and techniques to help get you there but pure elbow grease is needed to make it all happen. Do you want your internet marketing agency to undertake all of that work for you or are you prepared to put in some time as well? If it’s the latter, will they work with you and teach you how to do it?

  3. What’s your budget?

    This follows on from the last point. In order to keep costs down, you can employ an internet marketing agency to create your strategy but then you can take on the much of the work yourself – writing the copy, managing the content on the site, social networking etc. Choose a partner that allows that flexibility in pricing if that’s what you want.

  4. What’s the track record of the internet marketing agency?

    Ask them for success stories and client referrals. It’s all very well getting the site to the top of the search engines but what you really need to see is whether their sites get the visitors and do they convert those visitors into customers. Ask to see real results!

  5. Is your internet marketing agency ahead of the game?

    The world of online marketing never stays still. The search engines are constantly changing their algorithms; your competitors are always trying to stay one step ahead. The techniques and tools that were working even 6 months ago maybe yesterday’s news. How does the agency keep abreast of the latest developments? What investment do they make in training and research?

There are loads of internet marketing agencies out there but you need to choose the one that you believe will bring you the most new business and you would enjoy working with.

Finally be prepared before you make your choice by doing some research. Discover more about our internet marketing agency and strategies by downloading our free “Internet Lead Generation Blueprint” report now.

Internet Marketing Advertising

Will Internet Marketing Advertising Get My Site Seen?

Getting your website seen is the number one priority for any business owner who is serious about attracting new customers online.

But just how do you turn your website into your number one marketing weapon?  Should you use some form of internet marketing advertising?

Carrying out an Internet Marketing Advertising Campaign

The quickest method to be seen online is to conduct some form of advertising campaign. Pay per click advertising or PPC is the most common way to advertise, be it on search engines directly or on other popular sites. Some of the largest search engines like Google offer a targeted format where you pay only when someone clicks on your advert. You can set up an account, decide your cost per click value that meets your requirements and set a overall budget. If you enter a high enough value, your ad will display on relevant sites and search results to match keywords you entered in the campaign settings.

The upside is within minutes of signing up your website is visible to the world, the downside is if you don’t know what you are doing you might be throwing away all your marketing budget with little to show for it. PPC can be costly and the minute you turn off your advert, your site is nowhere to be seen.

What’s the alternative to internet marketing advertising

The alternative to internet marketing advertising is get your site to the top of the search engines through organic internet marketing or search engine optimisation (SEO) as it is termed. But where do you start? Just google “SEO” and you’ll be overwhelmed with the amount of techniques and tools out there. It’s not something you can master in an hour and not surprisingly, many business owners end up paying a lot of money to SEO experts to get their sites seen.

The good news is there are some simple rules to follow that will help you get to the top of the search engine without having to spend a fortune on outside help or hours slaving over a self help manual.

We’ve put together a cheat sheet that shows you just how to structure your web site to get search engine traffic.

Download our free search engine traffic blueprint now and you may never have to consider internet marketing advertising again.

7 Steps to Create Your Own Web Based Lead Generation System

7 Steps to create your own lead generation system

Finding new customers in this climate is harder than ever and your web site could be the best marketing tool that you possess.  If it’s not bringing in new leads for your business, then what purpose is it really serving?

Whether you’ve got an existing web site that isn’t working hard enough or you haven’t got one in place yet, I’ve put together a 7 step process to help you create your own web based lead generation system and bring lots of customers your way.

Step 1: Market research and segment prioritisation

You can be anything you want to be but you can’t be all things to all people, Dr Glenn Livingston

Otherwise you will lack focus and credibility.

So what does that mean?  You have to get to know your market and work out who you want to appeal to the most.

  • Carry out keyword research – find keywords and phrases which relate to your products or services. Use tools like “Google Keyword Suggestion
  • Segment your market based on the keyword research findings
  • Prioritise those segments
  • Be very focused at appealing to those priority segments.  You can only have one headline on your web page. What will yours be?
  • (Read my blog 2 Niche Finder Golden Rules for more tips)

Step 2:  Set up a domain name

If you’ve already got a website, I’m guessing your domain name reflects your company name in some way. But how are people going to stumble across your site if they have no idea who you are?

What you want is to find a domain name that is close to the term that your customers are searching for; this brings in targeted website traffic. Now the search engines know you are highly relevant and put you high on their list.

Having decided on your domain name, here’s a quick tip.  Register your domain name independently from your hosting company so it’s yours to move where you want, without being tied to one hosting company. and are domain registration companies we often use.

Step 3:  Hosting and web set up

You need build your website on a content management system (CMS) platform to allow you to add your own content on a regular basis.  It needs to be search engine friendly with pretty urls and metatag set ups.  We’re big fans of the WordPress CMS system. (Don’t worry if this all sounds alien, it will become clear as these blogs unfold).

The structure of the website needs to be search engine friendly.  Optimise every aspect of your site including the invisible descriptions seen only by the robot crawlers. But most importantly: the highly visible domain name, title and headings can increase the rankings of your website tenfold.  You need to make certain that key sections are addressed such as Contact Us pages.   Not only will this have a big impact on Google quality scores but it provides an opportunity to build a layer of trust with your audience, as the users gets a sense of a bonafide company behind the website.

Step 4:  Content creation

Content is king online.  But remember you need to create content not just on your web pages, but on your posts, blogs, autoresponders, lead magnets to name but a few.

When you are thinking about the type of content you need to create for your priority market segment, an important step is to understand the difference between content that fulfils a point of entry requirement and content that fulfils a point of differentiation requirement.

Let me explain. Point of entry information is a mandatory requirement to demonstrate that you know what you’re talking about. However, your customers can find out the same information in a lot of other places too. On the other hand, information that differentiates takes you a cut above the pack. Customers want to know this information  and are having great difficulty finding the answers elsewhere.

For instance, I think most customers understand the importance of building a list and have a fairly good idea how to do it. A differentiator would be, how to build a list of hyper-repsonsive customers. The 20% of raving fans that are far more likely to buy, rather than the 80% of customer that don’t respond and just clog up your systems.

Points of differentiation will set yourself apart from your competitors, grab their attention and prove that you know your stuff.  They would be hard pushed to find this out anywhere else unless they parted with some money or did some serious research.

Think of your website in the same way.   Make sure you provide information that addresses the point of entry requirements at your first contact with them, then in order to get them to sign up or visit again, give them a flavour of the point of differentiation information they will learn.  You want to put good stuff after you have got their details but you want to allude to it before.  They need to have an incentive to sign up.

Step 5:  Autoresponder service

It’s very unlikely that your customers will buy from you straight off.  You have to develop trust from a series of exposures.  Email auto responders are a great way of doing this.  You can keep expanding the information and build trust over a series of emails rather than trying to get your information across in one hit. We use Aweber which you can find at:

It’s important to set up a proper auto-responder service rather than using an autoresponder script built into your website. No-one likes receiving spam.  Subscribing to services like aweber keeps you out of spammers jail by providing double opt-in and proof of sign up features, as well as giving you sophisticated analytics and messaging management.

Step 6:  Set up your promotional campaign

Before running any campaign to increase your traffic you need to have analytics in place, otherwise any optimisation efforts will be pure guess work.  It’s likely that you will have multiple campaigns running.  Whether it’s pay per click, with multiple keyword groups and split testing or an organic campaign, you need to be able to monitor it.  I recommend Google Analytics, a comprehensive and free service.

The types of promotional campaign you will carry out will grow with your experience.  Whether its onsite optimisation such as keyword stuffing, or offsite optimisation through backlinks, JVs, article marketing and so on, it’s important to develop a checklist to make sure you cover off all the possibilities and monitor your analytics closely.

Step 7:   Optimisation

You can’t start optimisation until you have a feedback loop in place.  Every change you make you can assess in the context of traffic, conversion sales, leads and so on.

Now begin the optimisation:

  • Create your system
  • Run the system
  • Check your analytics
  • Identify the weakest point
  • Fix
  • Monitor improvements
  • Look for next weakest point and run the system again

Addressing anything other than the weakest point is wasteful because it will not compensate for that weakest point.

If this all seems too much, it is worth it, this will generate business and generally it will be new business that you couldn’t have reached through other means.  So persevere.

For more information on web based lead generation systems download my free report now.

P.S.  If you’re in a hurry to set up your own web based lead generation system or you unsure of where to start yourself, get in touch and we can do the whole lot or a mix according to your budget.   Some clients handle all the research and content generation and leave us to do the technical part, for others we do the whole shebang.

The 2 Niche Finder Golden Rules You Must Follow!

The internet is flooded with competition from all walks of life. If you are thinking about setting up an internet business in a general market area you might as well take the money you are about to invest and throw it out of the window. To be honest there’s no way someone new to the internet world can hope to compete, unless they know a few insider tricks.

The only way for a new entrant to make some money quickly is to get your foot in the door with a market niche.  Before you take the plunge into any new market, you need to drill down to discover where the niches are.

The definition of a niche is a special area of demand for a product or service; a narrowly defined group of potential customers.

Where do you start?  You’ve probably got a few ideas on the type of product or service you want to offer based on your experience or interests or from seeing where others have had success online already. Take this market and think about what broad search terms or keywords people would type in to research it.  Now take your search term and run it through one of the internet niche marketing software applications to generate niche keywords.

An easy, free keyword tool is the Google Keyword Tool

Your broad term should generate a list of keyword results.  You can take any of those results and search further on them to drill right down to the niche terms.

There are 2 golden rules to follow to select a niche business that will work quickly for you.

Rule 1:  People should already be searching for that niche.

Google Keyword Tool estimates how many searches there are on your chosen term.   You need to select a niche that already generates some level of interest.

Choose a niche term that generates more than 1,000+ searches per month or 33+ searches per day.

Rule 2:  Choose a niche with limited competition.

The quickest way to see how competitive your niche is, is to type that exact niche keyword or phrase into the search engine using speech marks around your phrase.  (Whilst people rarely use speech marks when searching, it establishes how competitive the search term is if your site was optimised to match exactly what people are looking for).

The number of search engine results (pages) for your keyword niche should be 10,000 or less.

1,000+ searches a month, combined with 10,000 pages or less will give you the best chance of success with your niche.  But if you are struggling to find anything you want to exploit, try relaxing the boundaries a little as you may still reap rewards.

  • It’s still worth considering any niche with less than 10,000 competing pages, regardless of how many searches there are.
  • On the flip side as long as a 1,000 searches or more are carried out per month, you can increase your limit of competing pages to allow up to 20,000 search engine results.

For example, let’s say you have an interest in fitness and you know triathlons are pretty popular, then try to see if there’s a niche you can exploit.   Typing in the phrase triathlon into the Google Keyword Tool gives you many different keywords such as triathlon bikes, triathlon training, triathlon fitness, triathlon wetsuit.

I carried out a further search on triathlon wetsuit and came up with women’s triathlon wetsuit as a possible niche.  A search on Google gave me these quick results:

Monthly searches Competing pages
women’s triathlon wetsuit 1000 175,000
women’s triathlon wetsuits 480 33
womens triathlon wetsuit 320 296,000
womens triathlon wetsuits 210 48

Whilst none of the keyword phrases fulfil the criteria of >1000 searches and <10,000 competing pages, “women’s triathlon wetsuits” is definitely worth considering as there are only 33 competing pages for this keyword phrase – perhaps you can get to the top in no time!

So get started with your niche market research now and remember the 2 niche finder golden rules to help you make your decisions.

To find out more about creating web sites that drive boat loads of customers your way, download my free report now.

I want my web site to be seen! Do I need to submit to search engine and directories?

You’ve just created your web site, spent time and money getting it to look good.  Now you need your target customers to see it.  But how are they going to know it exists?  Is it enough to rely on organic techniques to be listed in the major search engines or should you submit your sites to the key directories and search engines?

A search engine submit process means simply bringing your web site domain (url) to the search engines’ attention.   If you follow SEO procedures (see my free report), then over time your site will be indexed and ranked organically.  It takes time and effort. But if you want to try to speed things up then it is worth submitting your site to the directories and search engines.

Before I give you a quick guide how to submit urls to the key search engines and directories, a word of warning…..

…avoid the free add url services or “submit search engine free” services that you see plastered across the web.

Any free submission website or search engine submitter service is most likely to use automated software and most search engines ignore or reject these submissions.  In fact many engines are now banning sites that continuously submit.  They consider it “spamming”.  So if you’re using a service that promises a monthly or quarterly submission, then they could be putting your site in danger of getting permanently banned or blocked.

The truth is the vast majority of search engine traffic comes from the big 3 search engines, Google, Yahoo and Bing, either directly or indirectly via portals using results from these sites.  So it’s a simple task to submit your own sites manually to get indexed in these 3 without the need for any automated service.

Here’s the directories and search engines you need to submit to:

Directory Submission

There are two key directories to get your website listed in: The Open Directory (DMOZ) and Yahoo.

If you get links from these quality directories, the major search engines are more likely to view your site as the “authority” on the subject and give it a higher ranking.

The Open Directory Project powers directory services for some the most popular portals and search engines on the web, including Google.  So if you can get listed in the ODP, you’ll eventually wind up in the key search engines.

It’s maintained by volunteers who are experts in their areas of interest.  It’s free to get a listing however it can be slow and difficult to get in and they don’t accept all sites.

To list your site, go to the most appropriate category for your web site, then drill down to the relevant subcategory and select the “Add URL” link at the top of that category’s page.

And then be patient!  It can take anywhere from a couple of days to a year for an editor to review and list your site.   And make sure your site has useful and unique content.  They want medium to large sized web sites so if your site is only one or two pages long, then it’s unlikely to get listed.

Yahoo Directory is distinct from the regular Yahoo search engine (see below).  For any commercial business there is a cost of $299 per year and no guarantee that your site will be listed, only that it will be reviewed in a timely fashion.  Yahoo does not give priority listings or special treatment to people who pay the fee. The main benefit of a Yahoo directory listing is to have a link from a high-quality directory that may give your site credibility in the eyes of the search engines.

Search Engine Submission

The big 3 (Google, Yahoo, Bing) all have search engine add URL forms.



Bing (formerly Live and MSN)

Whilst they provide a quick, easy and free url submission process, using the search engine submitter forms does not guarantee you a listing.  The search engine algorithms are far more sophisticated and you need a quality content site with relevant sites linking back to you. If these things are not in place, submitting to a search engine will do no good because whether search engines know of your site or not, they will not rank it.

And whilst we’ve focused on getting new sites listed, make sure you announce any new content that you’ve created on your existing sites via an article announcer service.  For weblogs we recommend Pingoat. By pinging, you let the services know that your blog has been updated and hence, they crawl and index your site, publishing your blog contents, thus increasing your blog’s popularity.

To learn more about search engine optimisation techniques and how to get your web site seen by your customers download my free report now.

Or find out about Search Engine Optimization

A constant stream of market consciousness

To truly tap into your market, we all used to have to go out and interview customers or conduct focus groups and customer clinics. Performing primary market research is costly and time consuming. Furthermore, you run the risk of catching customers at a bad or inapproriate time.

But now there are so many more ways of conducting primary research. For instance, think of key word analysis and survey pages. Imagine tapping into your customer’s thoughts at the exact time that they enter their problem into Google. That is the perfect time to canvass their opinion about your solution or competitor solutions. Such is the power of the internet.

We are now experimenting with Twitter. You might think that this is another way to completely waste your time. But for marketeers it’s another source of primary market research data.

twitter logoCheck it out and follow me at:

Where else can I get traffic?

It used to be easy getting boatloads of traffic from Google. First you’d get some keywords together, place a pay per click advert and then wait for the instant deluge.

But then came the Google slap. You see, Google’s getting picky, they want your keywords to be in step with your ad and then the ad must be instep with your landing page. If you don’t get that right, then they’ll slap you hard by charging much more for each click…. Sometimes, even 10 times more.

Now don’t worry, Michael Jones showed you how to avoid the slap in his course.

But this got me thinking, is there another way, somewhere else where you can get traffic. Maybe, somewhere that used to work just like email back in the late 1990s.

And then I stumbled across Mack Michaels. He’s cracked it… he’s found a place where 4.3 billion people go …..dozens and dozens of times everyday! and there’s very little competition.

In fact, he’s so successful at working this system, that he pulled in $328,707.47 in his first month.

Now before you ask, no it’s not MSN, Bing or Yahoo. Go and find out what it is at:

PS I’ll give you a hint, you probably also go there every day

What’s the single greatest advantage you can have over your competitors?

Here’s a question that was often posed by Gary Halbert, the late legendary copywriter, to his students:

“If you and I both owned a hamburger stand and we were in a contest to see who could sell the most hamburgers, what advantages would you most like to have on your side to help you win?”

After hearing all the wonderful ideas back from his students, Gary’s response was always the same;

“The only advantage I want


A Starving Crowd!”

It’s a simple message really and one that extends far beyond the direct marketing discipline where Gary made his name.

It’s your job to find that hungry market and feed them what they are already hungry for rather than blindly developing solutions for a market with no desire. It makes absolutely no sense to design a product if you first do not know what your customers want or what their problems are.

Seek out the starving crowd in your chosen market and you’ll have the greatest advantage over your competitors.

To get more pearls of wisdom from Gary Halbert visit