Comments on: Driving Conversion in B2B Search Optimization http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/ The Blog for Business-to-Business Search Engine Optimization Mon, 24 May 2010 01:50:47 +0000 http://wordpress.org/?v=2.9.2 hourly 1 By: Galen De Young http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/comment-page-1/#comment-874 Galen De Young Wed, 11 Feb 2009 00:07:43 +0000 http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/#comment-874 It would be great to know. In b2b, conversion most often happens off-line, and it's hard to go backward from the offline conversion and see how a given purchaser's terms changed over time on the site. It's also incredibly difficult (close to impossible) to gather information on keywords used 4 months before the sale and 1 week before the sale....again, because conversion happens offline. Because of this, often you have to take an intuitive approach. I think one of the best things to do is review the keywords driving visitors to the site and segregate them into groups you think likely match a stage in the buying cycle. If you know your (your client's) sales cycle, you'll most likely be able to identify longer-tail, more complex terms that represent a very educated, late-term buyer. It would be great to know. In b2b, conversion most often happens off-line, and it’s hard to go backward from the offline conversion and see how a given purchaser’s terms changed over time on the site. It’s also incredibly difficult (close to impossible) to gather information on keywords used 4 months before the sale and 1 week before the sale….again, because conversion happens offline. Because of this, often you have to take an intuitive approach. I think one of the best things to do is review the keywords driving visitors to the site and segregate them into groups you think likely match a stage in the buying cycle. If you know your (your client’s) sales cycle, you’ll most likely be able to identify longer-tail, more complex terms that represent a very educated, late-term buyer.

]]> By: moveo http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/comment-page-1/#comment-837 moveo Thu, 23 Oct 2008 21:38:36 +0000 http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/#comment-837 What are the most telling analytics, in your opinion, to give insight to users who are coming back to make a purchase? Of course, this is very difficult to track, but are they searching in a different way then they did when they were doing research? That would be interesting to know. What are the most telling analytics, in your opinion, to give insight to users who are coming back to make a purchase? Of course, this is very difficult to track, but are they searching in a different way then they did when they were doing research? That would be interesting to know.

]]> By: EH http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/comment-page-1/#comment-804 EH Tue, 29 Jul 2008 21:17:54 +0000 http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/#comment-804 I agree that many companies need to work on the conversion process. There tends to be a gap in the customer "conversion" process. For most people, a first time visit to the site does not mean they have been converted to your company, they could still go else where. That's why companies should focus on "converting" their potential and returning customers through maintaining continual communication and strengthening their relationships with them. I agree that many companies need to work on the conversion process. There tends to be a gap in the customer “conversion” process. For most people, a first time visit to the site does not mean they have been converted to your company, they could still go else where. That’s why companies should focus on “converting” their potential and returning customers through maintaining continual communication and strengthening their relationships with them.

]]> By: Khalid Hajsaleh http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/comment-page-1/#comment-330 Khalid Hajsaleh Mon, 24 Dec 2007 20:06:28 +0000 http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/#comment-330 Galen, I think this post is a must read for many B2B marketers who struggle with how to utilize the web to generate leads for complex and lengthy sales. Recent studies show that many executives are starting their research online months prior to actually completing a buying decision. Galen,

I think this post is a must read for many B2B marketers who struggle with how to utilize the web to generate leads for complex and lengthy sales. Recent studies show that many executives are starting their research online months prior to actually completing a buying decision.

]]> By: Mike Welling http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/comment-page-1/#comment-47 Mike Welling Tue, 17 Apr 2007 19:04:08 +0000 http://b2b-seo.com/index.php/driving-conversion-in-b2b-search-optimization/#comment-47 Conversions are certainly key in any web endeavor. However, B2B is a little trickier I've found. Especially considering that most large scale purchases are going to need phone support and in person visits before a large account can be closed. Ideas? Conversions are certainly key in any web endeavor. However, B2B is a little trickier I’ve
found. Especially considering that most large scale purchases are going to need
phone support and in person visits before a large account can be closed. Ideas?

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