Hi Guys,

So, you want to use Google AdWords to generates sales leads for your business. Here’s the quickest way to generate sales leads online using Google AdWords.

Let’s assume you have documents like white papers, data sheets, case-studies, demo’s, trial offers, etc. sitting around the office. If you don’t, you should and here’s why!

Your prospects and customers are searching on Google right now looking for more information that’ll help them solve their problems. One of the best and fastest ways to generate sales leads online is to offer problem solving information to your prospects in exchange for their contact information.

Ok, so you have your white paper, guide, demo, etc. available.

Here’s how we’re going to generate leads real fast using Google AdWords

1. Build a Landing Page – Put a page on your website called a “landing page”. This page will have an attractive title, 3 or so bullet points describing the benefits of registering for your document (what will your reader learn?), and a registration form with the following fields, Name, Company, Title, Phone Number, Email Addres. Here’s an example landing page.
2. Open a Google AdWords Account here Google AdWords.
   You’ll choose:
   • target languages & countries
   • create ad groups
   • research keywords
   • set your daily budget
   • and create your account
   • Watch Google’s setup demo here
3. Keyword Research – Now that yourAdWords account is setup let’s do some further keyword research to find some great keywords for your campaign.Don’t stress over finding every possible keyword at first, let’s just get a few good keywords to get started.In our example you are promoting one of your white papers. Let’s find some keywords related to your white paper.Log into your AdWords account and click “tools’ in the top navigation bar or click here for Google’s keyword research tool.Click on the tab “Site-Related Keywords”. This will allow you to put in your URL (www.yourcompany.com) or your competitor’s and Google will scan that website for keywords.Check the box “Include other pages on my site linked from this URL”.Google will return a list of keywords that it found on the website you entered. Next to each keyword is an “add” link. Click the add link to add keywords that you find relevant to your business and the topic of your white paper.

   Once you’ve finished adding your desired keywords you can export them to an excel file. You’ll see this option at the top of the green column located on the right hand side of your screen.

   Copy your keywords from your excel file into the AdGroup you created when you setup your AdWords account.

   If you want you can go back to the Google Keyword tool and click the “Keyword Variations” tab to find even more keywords. Enter a keyword or phrase related to your business and Google will give you a list of terms that people have searched on related to your term. Add the relevant keywords to your AdGroup just as you did in the step above.

   More valuable keyword research tools: Yahoo’s Tool(free), Wordtracker.com(paid & free trial), keywordiscovery.com(paid). Check out this tool if you want to see what keywords your competitors are buying spyfu.com(you may find that the data is not 100% accurate, but it is still a good tool to reference).

4. Track Conversions – This step is extremely important to your success. Google gives you the ability to track how many of your visitors turn into leads(conversions). Here’s how it works.
   Google gives you a conversion tracking code that you paste into the HTML of the page that shows up after a visitor fills out the registration form on your landing page.This page is most commonly referred to as a “thank you page”. This page should also contain the white paper that the searcher registered for.Every time the thank you page loads Google will track this as a conversion. You can track your conversions in your AdWords account. There is a column labeled “Conversion Rate & Cost Per Conversion” in your reporting.Here’s Google’s conversion tracking PDF that’ll walk you through setting up conversion tracking on your website.
5. You’re up and running! - If you’ve chosen enough good keywords and your ad copy is attractive you should start generating a constant flow of leads. Pay attention to your conversion rates and cost per conversion to ensure that you are not payiing too much per lead. Remember you can always pause your AdWords campaigns at any time.
6. Just get started! - This guide gives you the basics so that you can get your lead generation campaign started. All you have to do now is setup your AdWords account and follow the steps in this guide.

Conclusion

This guide has given you the steps necessary to get started. Do not setup your campaign and just let it run without keeping a close eye on your reporting. If you just setup your AdWords campaign and let it run you are bound to spend a lot more money than necessary.

This entry was posted on April 9, 2007 at 12:27 am. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

Posted in Google AdWords by Jeremiah No Comments Yet