• There are no suggestions because the search field is empty.

The Forward Observer

Expert Sales and Marketing Advice to Help You
Generate Better Leads and Close Sales Faster
All Posts

Ready, Aim, Fire: The 3 Steps For Powerful B2B Website Optimization

Successfully optimizing your B2B website to attract and convert visitors (and close sales) requires a deep understanding of your buyer personas, the website experience they need, and the right on-page SEO.

website optimization

Website optimization (as opposed to search engine optimization) has to do with getting the right people to your site, as well as what to do with them once they get there.

While optimizing a website does deal in part with search engines, the more important aspect is about website visitors. (More on the search engine part later.)

Website visitors are important because the more of the right visitors you have, the greater the opportunity for developing leads and customers.

But the important distinction about website visitors is that you want more of the right visitors, not just more visitors.

There are 3 primary aspects of B2B website optimization: 1) buyer personas, 2) user experience, 3) and on-page SEO.

Ready: Buyer Personas

The secret sauce of getting more of the right visitors is based on buyer personas.

According to Adele Revella of Buyer Persona Institute, "Buyer personas are examples of the real buyers who influence or make decisions about the products, services or solutions you market. They are a tool that builds confidence in strategies to persuade buyers to choose you rather than a competitor or the status quo."

Buyer personas are an archetype of your ideal customer, and help you to refine your marketing activities. As your company develops a clearer picture of just who your buyer personas are, it can dramatically focus and direct all your marketing activities.

For website optimization, buyer personas help you to

  • Create a website experience that "speaks" to them
  • Use the right lingo
  • Create marketing content and offers that interest them
  • Guide them along a specific path on your website
  • Encourage meaningful alignment for your entire company

Buyer personas help you to know who you're marketing to. As a result, understanding your buyer personas saves time, money and resources.

If you're like many B2B companies and have multiple personas, get started by prioritizing them. Focus first on the most lucrative personas and the products and services that most appeal to them.

Aim: Website User Experience

After you've honed your buyer personas, the next step is developing the user experience.

As much as possible, you want to give your website visitors a feeling - show your visitors that you understand them and care about their problems.

The user website experience can be broken down into three main areas:

  1. Content - Give 'em what they want! Answer their questions and then guide them to the next logical step in their research phase (and your sales process).
  2. Design - Keep the buyer persona in mind when designing the site, not the website designer. Keep the design simple (think Google's home page), simplify the website navigation and color schemes.
  3. Optimization - Use the keywords your buyer persona uses rather than the ones your company and industry does. Sometimes there is a difference.

Fire: On-Page SEO

With the heavy lifting of buyer personas and user experience out of the way, you can then proceed to on-page SEO.

There are currently over 200 determinants of page ranking by search engines. Unfortunately, an increasing number of those factors are out of your direct control, also known as off-page SEO. In fact, SEOMoz estimates that 85 percent of page rank determinants are off-page (e.g. social sharing, inbound links).

However, there are five key areas of on-page SEO that you can control and which are critical toward optimizing your website's ability to get found by search engines and searchers.

  1. Page Title - Include your keywords here, think of it like a magazine title. This is more important to the search engine than the website visitor, but don't overlook this.
  2. URLs - Include dash-separated keywords here to help the search engines.
  3. Page Headers - These are more important to the search engine user than the search engine. When the visitor gets to your page it signals that they've reached the right place, in part because they likely were using  search terms similar to what appear in the page's headers.
  4. Content - This can be text, video, images, slide presentations. It is your chance to fully and comprehensively discuss the topic for which the visitor was searching. Don't stuff keywords here (you won't fool the search engines), but do include synonyms and alternate phraseology for the searched topic.
  5. Meta Description - This is the short description visible on the search engine results. It has no effect on the search engine algorithims but the person searching often reads it before deciding to click on the link.

Question: What is the biggest challenge you have faced in optimizing your B2B website?

 photo credit: Marcin Wichary via photopin cc
Douglas Burdett
Douglas Burdett
The Principal and Founder of Artillery, Douglas Burdett is a former artillery officer and Madison Avenue ad man. He also hosts The Marketing Book Podcast, where he interviews authors every week about the latest in modern marketing and sales.

Related Posts

How to Find More Qualified Sales Prospects and Stop Chasing Your Tail

Not all sales prospects are created equal, and the better you’re able to quickly spot the differences, your prospecting and sales efforts will become more efficient and pay greater dividends.

Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting.

Your Customers Are Calling You. Are You Picking Up?

  In today’s world, there are many easy ways to connect with others -- you can text, email, or video chat someone on your phone all with a click of a button. Even with all of these easy ways to communicate, old habits die hard when people want to reach a company. Believe it or not, people still pick up the phone and call companies ... but not all companies have someone there to answer their calls.