Better Service Pages

An observation was made when reviewing 20 random professional services websites: 35% had elements that are known to build third-party credibility on the homepages, yet on the service pages, this inclusion precipitously dropped to 15%. Here’s a 5-minute video explaining the observation and what to change about your service pages to generate more leads.  
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The Ultimate SEO Blogging Guide For A Salesperson

Introduction This article is written for two types of companies and two types of roles. First, its written for: B2B companies (that sell a product); and, professional services companies (that sell a service). Second, the type of role its written for is a salesperson or marketing professional that blogs or is intending to. Why is this guide written for a salesperson? A salesperson doesn’t historically blog. Why this article brings the role into the fold though is for a few reasons, at least two of which are primary. First, some B2B companies don’t have marketing personnel, but they have at least a sales person (even if it’s the owner). Second, at professional services companies, marketing people are responsible for a plethora of responsibilities: coordinating events, lead database management, interchanging with external vendors, etc., but it’s the actual professional service practitioners…
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More Returned Voicemails

In this 7-minute video I share two things that can be changed about how you leave voicemails to increase the amount that are returned; and one other sales-thought to think about.   Transcript: Hey there, This is Andrew Schiestel, and I want to chat with you today about how to leave voicemails that, when leaving them, you’re going to increase dramatically the amount of return calls that you get. Obviously, that’s an important element of sales, because if you can have more people return your calls, and if you create ample phone calls in a given year, you’re going to make more money. It’s an important topic. For this conversation, distinguish a couple things. I’m not speaking about when leaving voicemails in a cold setting, so like, a cold call. I’m also not speaking about leaving voicemails with someone you…
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A 4-Country Study: How Lawyers Use LinkedIn (2017)

Social media marketing has become prominently used by lawyers to build a firm’s and personal brand’s identity. The world’s most popular professional social network, LinkedIn, lets lawyers do a number of things: Connect with prospective and current clients; Keep their biographies/resumes up to date; Publish and curate thought-leading articles; and, To engage with others, digitally. As a lawyer, have you ever wondered how you fare versus other lawyers on LinkedIn? Or are you curious about how the industry is using LinkedIn for digital selling? In 2017, we took on the task of historically documenting how lawyers use LinkedIn. What follows is an infographic that represents the findings. For further research and readings, what follows are: 1. The study findings in text. 2. Interesting observations. 3. Some terms of references that guided decisions by the researches. The study findings in text:…
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Setup Google Analytics To Know What Companies Visit Your Website

Setup Google Analytics To Know What Companies Visit Your Website

A while back I made a $67,080 sale with the help of an under-utilized feature in Google Analytics that displays companies that have visited your website. There doesn’t seem to be one universal name for this feature yet. It could be called ‘Service Provider’ filtering and has also been called Reverse IP by some. For the sake of this article, I’ll reference this feature as Reverse IP. Using Reverse IP allows you to see many, if not most of the companies that come to your website right inside Google Analytics. Its helpful for a number of reasons: You or your sales team can call the companies that are in your target audience, You can learn what types of services your prospects are interested in by observing what page they landed on, You can learn how your marketing is working by observing what ‘Medium’ and…
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The Data Driven Way To Gain More Connections on LinkedIn After An Event

The Data Driven Way To Gain More Connections on LinkedIn After An Event

A fundamental part of social selling is making sure you have adequate connections with your business contacts, prospects, and customers on the social web. No connections, no socializing. No socializing, very little social selling. With this context in mind, have you ever wondered when adding someone to LinkedIn, if you should write a personalized message or use the default LinkedIn message? And if you write a personalized message, have you ever wondered what type of message may yield the highest rate? Last month, I attended Social Media Marketing World 2015 in San Diego, hosted by Socialmediaexaminer.com. Aside from wanting to meet great people and learn about what’s trending in social media, one of my goals was to determine: What type of LinkedIn message maximizes the connection rate between myself and those I meet at the event. This article details the findings in hopes…
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How I Made A $67,080 Sale With Reverse IP Lookup

How I Made A $67,080 Sale With Reverse IP Lookup

Last year, I made a $67,080 sale using a web analytics feature called reverse IP lookup. This article is going to describe more about what reverse IP lookup is and how I utilized it to make this sale. Let’s begin with what reverse IP lookup is: Reverse IP lookup is a web analytics module that lets you view which companies visit your website (it matches their IP address to their corporate name). It can be accessed right within your Google Analytics. There’s also paid software that offers this tool amongst other marketing automation features. Some include LeadLander, Marketo, Infusionsoft, Hubspot, and Pardot. So, if you log into the application that monitors your reverse IP lookup each day, you’ll see new companies that have previously visited your website. This can be a gold mine of data for B2B salespeople and marketers….
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How Not Leaving A Voicemail Can Increase Your LinkedIn Connection Rate By 200%

How Not Leaving A Voicemail Can Increase Your LinkedIn Connection Rate By 200%

Do you actively add leads onto LinkedIn as part of your marketing and selling practices? Have you ever wondered when is the best way to add contacts on LinkedIn to maximize your connection rate (% of people accepting your invitations)? If so, this article may help. At one of my companies, AODA Online (a software that helps web developers make websites more accessible for people with physical disabilities), we used to offer a free scanning tool on our website where users could insert a domain they wished to scan for accessibility compliance. For this exercise, after a lead came in, I would call as a follow-up. In doing so, one of three things would happen: 1. They would pick up and I would talk with them. 2. They wouldn’t pick up and I would leave a voicemail. 3. I wasn’t able to get through…
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