Prospective marketing can help you generate sales leads through Google. We can show you how to become the top Google search in your industry and it is not overly complicated or costly.

Google is a great mechansim for generating sales leads and it is FREE! You just have to get the formula right.

Case study: Hydrosolutions

Over the past month, we have been working closely with our client, Hydrosolutions, to increase their website ranking for Australian Google keyword searches. Within the month the Hydrosolutions website appeared as a link on the first page of Google for keyword searches on “contaminant hydrogeology’ and ‘field hydrogeology’.

So, how do we do this?

Step 1.  Research

We research all the different keywords related your business and pick 10 keywords that are both highly searched terms and easy to dominate. What does this mean exactly? It means, which keywords are people using to find what they are after (i.e. what keywords are going to be most effective in generating sales leads). And how many competitors are using these keywords to draw traffic in because the less competition there is, the easier it will be to saturate your website with keywords and make your way to the top of the search engine.

Step 2. Keyword saturation

Once the right keywords are picked, you need to get them onto your website. The best mechanism for introducing keywords to your website is through the news page. We write relevant articles with the selected keywords woven into the text and release these articles on regular intervals via your news or blog page. With the right article length and keyword saturation it is only a matter of time before the links begin to appear on the front page of the Google search engine. It is even possible to have multiple links on the front page.

Step 3. Use links

Articles should include as many internal and external internet links as is reasonable as these are also used by Google to determine search engine ranking.

Prospective marketing has the expertise, tools and experience to help you pick the right keywords for your business and generate qualified sales leads. We can even write keyword articles on your behalf to ensure articles are released on a frequent basis.

Cold calling is not a waste of time. Prospective marketing has been undertaking cold calling effectively for many, many years as the key method of geting our clients in front of the decision makers in highly desirable business accounts.

Cold calling can be a waste of time if you are not doing it the right way. For many sales people cold calling is a terrifying task. Common fears include;

• Fear of being rejected
• Fear of being abused by the gatekeeper or the target
• Fear of making a mistake with the sales pitch
• Fear of being asked a question you do not know the answer to
• Fear of the unknown i.e. an unpredictable interaction
• Fear of wasting precious time going around in circles chasing the target

Fear, coupled with poor methodologies is a good formula for failure with cold calling.

Some examples of common methodologies that will not work for you;

• Not researching the company thoroughly before the first call 
• Not speaking to the gatekeeper with respect
• Not taking detailed and well managed notes
• Breaking promises regarding call backs, emails etc
• Not thinking about what you are going to say before the call
• Not listening to what is being said to you
• Being pushy instead of positively persistent with the target

Cold calling is a waste of time for those people who have not been properly trained in the art and finesse required for this task.

Cold calling is a waste of time for those people who are not open to continously improving their methodologies and techniques.

Cold calling is a waste of time for those people who do not understand the difference between cold calling and telemarketing.

When done effectively, cold calling is a cost effective option for generating sales leads in companies which have been pre-qualified as highly desirable clients.

That said, sales is all about activity, activity, activity. So if you are one of those sales people who have a fear of cold calling and no knowledge of the right methodologies our advice to you is to get on the phones. Face your fears and make the calls. Sales is a numbers game so the more calls you make the more likely you are to make a sale. The odds just go up when you have some insight into the more effective techniques to use but in the meantime – just call!!!

One of our clients, a global enterprise, engaged us to create their first web based sales video. The 5 minute video provides a full screen demonstration of one of their popular software packages. For this project we collaborated with DKG Creative, who undertook all the visuals including screen captures, special effects, graphics and the actual production itself. Prospective marketing focused on writing the copy, the storyboard and overall project management/client liaison.

The video was operational in August ‘09 and the client reports a very pleasing number of qualified leads have already been generated. These leads are mostly from large global ‘corporates’ who are exactly the type of prospective client they want to attract.  

Have you ever considered the relevance of a web based video promoting your products or services? We will be continuing our teaming with DKG Creative (www.dkgcreative.com.au) and we would be happy to listen to your goals and provide a quotation. Budget wise, $5,000 to $10,000 per video is realistic.

Educators of long-term unemployed people, looking for fresh and engaging courseware will be thrilled at the on-line release of How to Get That Job (and Keep It) by Steve Bethell available at http://www.getthatjobandkeepit.com/.

How to Get That Job (and Keep It) was developed  in the format of a courseware to support the job hunters to self-tutor and also to provide a sound foundation for educators to provide training.

The book covers four modules; job search, interiew techniques, career management and revision with case studies, resume tips and further reading. Each module is largely question, answer format. Readers a posed a question and provided multiple answers to choose from. The author then provides his preferred answer and an explanation.

Educators face the difficult task of engaging and motivating their students. This book has been developed with this challenge in mind. The question, answer format stimulates classroom conversation and will elicit students to share personal experiences and lessons learnt. All courseware covered in the book is given real-world context which is an effective method of acquiring and assimilating new knowledge.

This courseware is tried and tested and will assist educators to teach job hunters how to make the most of limited job opportunities.

Steve Bethell has many years experience mentoring the long-term unemployed and helping people get jobs which they can be proud of. How to Get That Job (and Keep It) is offered with 100% guarantee return policy because Steve is so sure you and your students will benefit from the material.

With the on-line release of How to Get That Job (and Keep It), complimentary educational PowerPoint slides have also been developed as additional training material for educators for a total cost of US$29.95. Slides have been developed for each of the 4 modules and will save you valuable time preparing for a course.

The book can be purchased from http://www.getthatjobandkeepit.com/ and for a limited time only when you purcahse Steve’s book, 5 additional self-improvement on-line books will be sent to you for free!

To learn more about the products available for purchase from the author visit http://www.prospectivemarketing.com.au/on-line-products/

This exciting product provides practical advice on how to find, secure and manage your dream job. It is suitable for anyone who is job hunting, from the long-term unemployed to people who want to find a job in a different industry.

How to Get That Job – and Keep It is formatted to promote self-paced learning. The reader is given a question and multiple choice responses. The author’s perspective is provided, as well as his reasons.

Job hunting can be a daunting and difficult task and the book deals with managing the emotional rollercoaster and staying positive.

Prospective marketing is pleased to announce that it has teamed with AGK Marketing Services to provide ongoing integrated marketing and sales solutions to our valued client Hydrosolutions. 

http://www.hydrosolutions.com.au/

Prospective marketing is currently on the brink of huge developments. In partnership with our webmaster, DKG Creative, Prospective marketing is preparing world class e-learning materials to document our sales methodology and techniques which we have proven to be so effective.

Our sales methodology and techniques encompass;

• the steps leading up to a cold call,
• executing a cold call,
• preparing for a Discovery Meeting,
• executing a Discovery Meeting and
• post execution Discovery Meeting activity

Each component of our sales methodology and techniques will be available for purchase.

We are currently working on some short films to document, in a humorous way, the ‘what not to do’ of sales. And we will be providing some sneak peak previews of our e-material for FREE!

We are working very hard to get this all ready and we are very excited about the prospect of sharing our proven methodology and techniques with both our existing client base and the wider business community.

More on this soon….

Please check back regularly, we will be placing all new items in this area.