SMB Marketing Blog

Companies know the value of their assets, things like a building they own, or intellectual property they have developed.   But assets can also include things less tangible, like the business processes they have painfully put in place, and professional sales and marketing collateral they have developed.  You really understand the value of these less tangible assets when you change jobs and go to a company that has inadequate or non-existent processes, or that has no sales and marketing collateral you’d be willing to hand out.

In this list of less tangible assets is the company’s website, usually in the same category as the brochure that it closely resembles.  But what is increasingly expected of websites is that, instead of being a static brochure, that they convey insight; captivating reasons to stay engaged with a website, maybe even follow it on social media.  The standard way a B2B website accomplishes this is with what I will call “website assets”; whitepapers or case studies (and the promise of new ones in a timely fashion), sometimes a nice video, or most effectively, a blog that is updated on a regular basis.  The problem is that developing website assets at all, let alone a consistent cyclical production, requires some not-insignificant commitment and resources to see through.  Most companies, even if they agree that website assets are good ideas, will say that they have little time or money to get these accomplished.

The Easy Path to High-Value Website Assets
So I have an alternative, something easier, something anyone who is even somewhat passionate about what they do for a living can do without breaking a sweat; a webinar.  If you can talk for 30 minutes to a customer or prospect about how you can solve one of their more pressing business problems, then you can do a webinar.  Now many people respond that they are not comfortable doing public speaking, even if you’re presenting to your computer, to them I council “then don’t host it live with an audience, host without an audience and record it”.

Instead of inviting everyone to the live webinar you’re afraid of doing, invite everyone to the recorded webinar they ‘missed’.  Put in the invite that if while watching the webinar they have any questions (answering these live is one key value of live webinars, certainly during the webinar you will answer a few canned ones) they can email them in, and you promise to answer each and everyone one of them.  And the best part is this recorded webinar is now a website asset, you can put a button on your website that engages visitors, maybe even convinces them to give you their contact info:

(this is a webinar I hosted in early May), here’s a link to our full list of recorded webinars.

So here they are, the

10 Reasons Your Company Should Do Webinars, because everyone likes lists, heck maybe you just jumped right to the list, so here it is:

1. Webinars are the easiest to achieve high-value content your company can generate; it is the easiest way to capture the expertise and experience of your senior people in a way that can be accessed over and over again by prospects visiting your website.
2. People like to hear things from people, not faceless corporations.  Webinars give you the opportunity for visitors to your website to hear your expertise and experience on specific topics that matter to them, much more so than the generic statements on the website.
3. The invitation to a webinar, and the follow up invitation to download the recorded webinar, are a valid reason to email your entire “in-house” list of contacts at least twice
4. Announcing you are having a webinar increases your credibility on the subject the webinar will focus on.  If you stick to a subject that you know well because of both successful experience and passion, you will likely build credibility.
5. This high-value content is ideal for pushing out to your social media network; the companies winning at social media are the ones contributing content that speaks to their credibility.
6. High-value content like this is very useful to your sales team; when they encounter this business problem they can refer prospects to a webinar recording on the respective subject from your guru.
7. Webinars are easier to sell to the gurus that need to host them; getting them to speak for 30-45 minutes on a subject they are an expert on and passionate about is something they do all the time, and is much more “natural act” than asking for a whitepaper.
8. You can use recorded webinars as “conversion elements” to build your list; gate them behind a form on your website and require a name and email address to access them (have a very good privacy policy very visible, and do an opt in campaign afterwards).
9. You can very effectively increase your brand credibility by co-hosting a webinar with one of your more recognized suppliers or vendors.
10. Webinars can be very nimble; if you recognize a shift in your industry, or an event that is of significance, you can quickly reach out to your audience with your insight on the topic.

Your website’s online exposure is a key component of business life, just like getting healthy and into shape is a vital component of our own personal lives. However, most people never  ‘get into shape’. Many people buy gimmicky workout machines or slim fast drugs only to be tricked out of time and money. Many get confused, frustrated, or give up.

The Online Marketing Athlete
Online marketing is very similar to personal health and fitness, so don’t be tricked by thrills and gimmicks. Think of building and maintaining online exposure like training to become a competitive athlete. It takes planning, time, diligence, and the right combination of exercises.

Get Healthy
Most websites are not fit or robust enough for the internet search environment; many have problems they don’t even know about. Most websites aren’t very healthy, even if they look ‘good’. Fortunately, that means with the right ‘diet and exercise’ of a good online marketing solution, you’ll be ahead of the pack just by improving the health of your website.

Get Fit
Sometimes, just a clean bill of health isn’t enough. If you are in a very competitive environment or are playing in the big leagues, you’ll need to have an online marketing solution to match. You will need a highly regimented solution that is high impact and intensive.

Use a Trainer
Just spending more time or money on your website does not mean you are reaching your goals. The advice and on-going coaching from a good online marketing specialist is an essential guide for success. Lastly and most importantly, you don’t have to do it on your own. A good agency can do most of the heavily lifting to keep your online marketing in tip-top shape. And just like a trainer, it doesn’t require much of their time, and therefore it won’t cost you much.

Especially Important in SEO
This advice can be generalized to most streams of online marketing, but this is particularly important when assessing search engine optimization (SEO) efforts. The process of SEO is a credible and important part of any online marketing effort, however, be aware that SEO is becoming a growing buzz term associated with quick success schemes and effortless automated programs and software which search engines detest. Don’t be fooled.

Conclusion
Employing a physical fitness mentality and approach for online marketing will keep efforts focused, committed, and working in the right direction. It may be hard at the beginning but it won’t be long until you’ll see results. And even easier to keep that way!

The 2010 mediaFresh awards hosted by Digital Alberta are dedicated to the recognition of those Alberta Digital Media Professionals and Post-Secondary students who have created outstanding project and programs between September 2008 and November 2009.

Category: Best Entrepreneur Award for creative/business/technology entries will be judged on

• 40% Marketing Strategy
• 30% Commercial viability
• 30% Uniqueness of technology

Winning entries will be featured in a full color catalogue that will be published and distributed following the awards ceremony. Each winner will receive a complimentary copy of the catalogue for their portfolio. Additional copies of the mediaFresh 2010 will be distributed to promote digital media production in Alberta and around the world.

Fred Yee, CEO of Foundpages/ActiveConversion, is one of the nominees. We think Fred and the product / services fit the ranking criteria very well.

I got an email from Marketing Profs for a seminar entitled “Demolish the Roadblocks on Your Website: Clearing a Path for Customer Action, Sales and Loyalty“.  I’m not here to sell this seminar, I just found the lead-in couple of paragraphs selling the seminar a great post all on its own.

Too many people create websites that look beautiful. But what we really need are websites that WORK beautifully. It’s not enough to put some content up. It’s not enough to launch and leave an application or a new website design. If you want a website that makes money you must continuously improve the completion times of your customers’ top tasks. The most important thing you need to manage on your website is your customers’ time.

This is Coolaid that we drink all day every day; it is more important to be found, answer questions, generate a lead, than it is to look the prettiest.  Of course the website can’t be a junker either, or that becomes a barrier (lack of credibility) all in itself.   Just don’t spend all your money on the design, save 75% of your budget for promoting the website and answering your customers questions with webinars (and downloads of recorded ones), case studies, and white papers.

This post is a bit of a rant inspired by a web comic I stumbled on, but it is so true and so common that it bears talking about.

At a certain point most SMBs decide that their website is no good, and that this critical portion of their marketing (which is very true of course) needs a makeover, or a re-design.  The ones that are smart go out and hire a professional, or a very reputable firm, the ones that aren’t hire the cheapest thing they can find, waste time, money and opportunity, and then eventually hire professionals.   So pros are hired, people with years of experience maximizing what a website can do, especially those who combine website development with online marketing, social media, demand gen, and inbound marketing.  But then this SMB proceeds to tell the pro(s) exactly what to do, or as the website nears reality, others in the company suddenly take interest and chime in, and then change their mind(s) over and over. This is a little like going to the doctors office because you have a medical problem and telling the doctor what the diagnosis is (based on your web research) and what medications you want him/her to prescribe, and of course on your next visit change your mind entirely.

The blog The Oatmeal sums it up all too accurately in this little web comic.  I showed it to our designers and one of them said he wanted to laugh, but it brought up some painful memories.  I thought this was funny, but he had a very serious look on his face.

The really sad part is I’ve experienced that sorta thing so many times the comic actually makes me a bit mad because it brings back some haunting memories.

So the takeaway is, if you’re going to pay good money and hire a professional to develop a marketing strategy (in this case part of your online marketing mix) and execute tactically (design and build the website), let them!  Sitting over their shoulder and directing the development almost guarantees a worse end-result.  The same is true for hiring a professional firm to do your SEO, or set up and maintain your Google Adwords campaigns, or set up and integrate a marketing and lead management automation solution; they do this full time, you’re paying them for their expertise, your involvement above what they ask for diminishes their performance correspondingly.