Google Study Shows Execs Are Viewing Web

A few years back there was a survey that came out that cited how many CEO had never accessed the Internet. We have come a long way since those days. B2B magazine came out with this study by Google showing that C-level execs are indeed viewing the web and using it for research.

If these execs are using the web first hand what are they finding when they come to YOUR site? Do they find a web site that is a template or has all kinds of poorly written copy with lots of misspellings in it? Worse do you have a web site up or is it something you "will get around to"?

Most small and medium sized business owners would kill to have 10 minutes to speak directly to a C-level executive. Entire sales books have been written on how to circumvent the "gate keeper" and get those precious few minutes with the C-level executive. When you do actually get in front of them you are pushing your message at them and hoping to interest them enough to ask you for more information or a meeting to discuss it further. Unfortunately pushing your message at anyone is not the best way to get them to remember or take action. How would you like to change that psychology?

According to this study a web site now meets all of these things and more...

1. Direct Communication: According to this study there is no gate keeper the executive is willing to go and read this stuff themselves. They are not delegating it and they aren't being tricked into going. They are doing it willingly.
   
   
2. Different Psychology: When you reach an exec the old fashioned way by scheming past his gate keeper you are pushing your message at him or her. With web site they are pulling the message to them... totally different psychology and mind set to have your potential buyer in. They are actively involved by clicking and reading their way through your site. They are taking in your message as opposed to trying to repel your message in the old paradigm.
   

However all of these benefits are lost if you have a poor web site or worse no web site at all. Having a poor web presence is like meeting this executive face to face and being dressed in sweat pants and a dirty T-shirt. Not having a web site is like standing this executive up for a meeting you had scheduled. Most people would never consider doing the either of these so why would you have a web site or no web site that does exactly that?

Assume this exec comes to your site and it is clean and neat as well as being well written. The exec is not immedately offended by the appearance or the copy which means you are starting off on the right track. Now problem two surfaces, what are you doing on the site to get the executive to take action and become a qualified lead?

Most sites do a very poor job at moving the visitors to their web site from casual browser to active prospect. Without your visitor making this critical shift you aren't building leads which isn't going to help your business grow. There are many ways to help your visitors make this shift which I will talk about in a future post.

If you would like to speak to an Internet marketing consultant that understands all of this and can help you and your company take that next step please give me a call today. I will be happy to give you a free no obligation consultation to discuss your project and marketing needs. You have nothing to lose and everything to gain.