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Use The 3 Buckets Strategy To Convert Leads

Posted by Randy Milanovic on Aug 18, 2016 7:30:00 AM

Being successful with inbound lead generation is a wonderful thing. Every time you open up your inbox, there are new sales opportunities waiting for you.

But, simply generating leads doesn’t solve every problem a company can have. In fact, it can even create a couple of new ones. This became apparent recently when I was talking with a client who was receiving literally hundreds of well-qualified leads, but wasn’t having much luck turning them into actual customers.

What we discovered was that not everyone is well-versed in the process of turning qualified inbound leads into new accounts.

With this realization, I decided to sit down and spend some time with Marty Tascona of Deliberate Selling. He helped me understand a system virtually any small or medium-sized business can use, which we’ll call a “three bucket” sales funnel.

It works like this: every time a lead comes in, it’s assigned to one of three different categories…

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What Should You Do When a Google Rep Calls?

Posted by Randy Milanovic on Aug 16, 2016 7:30:00 AM

“Someone from Google called and they want to help me work through some recommendations.”

Often, the business owners getting these calls are excited – Google is taking time out of its busy schedule to help me get better results! Or, they get a bit skeptical about the work my company has done for them. As in, why do they need Google to “fix” my account if they’ve been paying for you to help them rank all along?

A more appropriate response might be one of indifference. That’s because Google isn’t exactly calling to help. Or at least, they aren’t calling to help you. To understand why, and what you should do when a Google rep calls, here are a few things you need to keep in mind…

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26 Billion Reasons You May Consider Linking Out

Posted by Randy Milanovic on Aug 9, 2016 7:30:00 AM

Last month, news broke that Microsoft would be buying the social platform LinkedIn for the low, low price of $26.2 billion USD. The announcement has already made its rounds through the business press, with analysts parsing through the price and wondering about the effects on shareholders.

But as regular users of the only social network that’s actually devoted to fostering business connections, should we be concerned? What does the deal mean for us?

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Google, Have You Abandoned the Faithful?

Posted by Randy Milanovic on Aug 4, 2016 7:30:00 AM

In September 2015, Google's Mobile Algorithm launched. It was a game changer for Google and small business owners alike.

The world’s largest search engine rolled out its new – separate – mobile algorithm, twinned with smaller changes the desktop version, designed to help searchers who are on-the-go find the local results they are looking for.

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Losing Your Social Sharing Counts Could Cost You

Posted by Nick Heer on Jul 28, 2016 7:30:00 AM

It is common to overlook the social sharing counts on your pages when you’re moving from one domain to another or migrating to HTTPS, particularly on blog posts. Those little numbers beside the icons may seem trivial, but social proof remains a key indicator of reputability and quality.

Unfortunately, these buttons are hopelessly attached to the current page address in a near-literal way — they do not follow redirected URLs. And that means that after a migration the buttons will likely show no shares at all.

So how do you prevent this from happening? It’s easy-ish. You just have to tell the buttons where the original page was located so that the original share counts are brought forward.

You could do this manually, but many platforms — HubSpot and various WordPress themes and plugins included — automatically insert social buttons on posts and pages, leaving no opportunity to manually edit where they point to. And, anyway, it’s totally better if you automate this sort of stuff.

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Your HTTPS Upgrade Could Put Your Search Rank in Danger

Posted by Nick Heer on Jul 26, 2016 7:30:00 AM

This is the second article in our three-part series about how to do a site-wide update without demolishing your search ranking. We’ve previously discussed how to excel when launching a comprehensive redesign; in this post, we’d like to tell you how to successfully migrate your site to HTTPS.

HTTPS is a secure version of the standard HTTP protocol. It was initially made popular to protect sensitive information during online banking, shopping, and logging into websites. Over the past several years, it has spread to websites of all kinds. And why not? There are lots of reasons to enable HTTPS on your website: it’s a known ranking factor, it improves visitor security, and it’s relatively easy to do. But there are always potential risks to search rankings any time you make a major change to a website, and HTTPS is no exception. We want to help you do this right.

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Rebuild Your Site Without Demolishing Your Search Ranking

Posted by Nick Heer on Jul 21, 2016 7:30:00 AM

Like a lot of marketers, you keep an eye on your analytics and user flows. And, you’ve probably spotted some inefficiencies in your site. So you might be itching to start a redesign project or you might even be in the middle of an overhaul. Let's do it right.

We’ve all been there: we launch a redesigned website, then suffer through weeks (if not months) of tanked rankings while the search engines try to figure everything out. Page URLs get changed and forwarded while content gets shuffled around and rewritten. The result seems to be a lull in every expected metric. But it doesn’t have to be that way.

For example, we launched a new site for KAYAK on Christmas Eve, 2015 and forced all connections to it through HTTPS. We axed two dozen pages, reduced our on-page copy, and simplified almost every aspect of the site. Yet we didn’t notice a slip or a blip in any of our metrics. Were we just lucky? Nope. We were prepared.

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Know what you need before you start searching

Posted by Randy Milanovic on Jun 23, 2016 7:30:00 AM

It can quickly become a problem for businesses when they have to deal with a mountain of low-quality leads. So, how can you make sure you’re not the guy or gal who jumps straight to contact before qualifying the company at the top of your search results?

Easy... Don’t expect Google to do all the work. Like any tool, it’s only as good as the person using it.

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Does Social Posting Still Have a Pulse?

Posted by Randy Milanovic on Jun 9, 2016 7:30:00 AM

One of the ways I work to extend the reach of my content is to take popular pieces and share them with my network via LinkedIn Pulse. Many of those self-syndicated pieces have been so well-received, they’ve generated big views and many new leads.

However, it looks like this particular approach might be losing some of its effectiveness (at least for the moment). To show you why, and what it might mean for your own content-based lead generation efforts, I'd like to share a couple observations…

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Loving Local Directories Again

Posted by Randy Milanovic on Jun 1, 2016 7:30:00 AM

Given the SEO fallout around web directories of the past, there is a lot of confusion (and perhaps fear) around the use and effectiveness of local business directories, and rightfully so. They were known – once upon a time – as “link directories,” and auto-submitting your URL to hundreds of them for about the price of a bowl of poutine was pretty common.

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