1. OXIEM | 7003 POST ROAD, SUITE 416 | DUBLIN, OH 43016 | T: 866.432.8235 | W: OXIEM.COM oxiem.com

2. SitesEngaging Branding | Top Technology | Easy Manageability > Sites that perform & convert visitors to customers SearchHolistic Web Marketing | Organic + Paid + QOV Metrics > Continually-managed, for traffic and conversionSocialConnect | Convey | Converse With Audiences > Active dialog that creates a bond and advocacyoxiem.com 3. Illustration: The Struggling Salesperson Is Your Website a Struggling Salesperson?Who is your go-to guy for website ideas?oxiem.com 4. Illustration: The Struggling Salesperson Is Your Website a Struggling Salesperson?Are You Driving the Marketing Decisions on YourWebsite?oxiem.com 5. Illustration: The Struggling Salesperson Is Your Website a Struggling Salesperson?The Struggling Salesperson story can help you toregain control of your website. oxiem.com 6. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business DevelopmentThe Story Meet Paula. She has been with Midwest Metals for over 4 years. She joined the team right out of college and everyone had very highexpectations for her performance. She started strong, but over the last year has become somewhat listless. oxiem.com 7. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development Performance (What do we measure)Which Key Performance Indicators will we measure?oxiem.com 8. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development Performance (How do we measure) What mechanisms do we have in place to measure progress? oxiem.com 9. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development Performance (When do we measure) Not all measures are taken monthly, annually, etcoxiem.com 10. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development Tactics vs. Strategy Tactics Meetings with the right prospects Integration into the metals community Time spent prospecting How well is she adapting her style to the changing marketplace Strategy Where should she be spending her time? What types of clients are good clients? How does she present herself? Confidence, professionalism oxiem.com 11. Do not confuse motion and progress. A rocking horse keeps moving butdoes not make any progress.Alfred A. Monapartoxiem.com 12. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development Metrics vs. Intelligence Metrics10% year on year new sales growth10% New Leadsoxiem.com 13. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development Metrics vs. Intelligence Intelligence What is the quality of my leads? Who are my visitors? Who should be my visitors? What can I do to bring the kinds of visitors I want to my site?oxiem.com 14. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development What are the Issues? New Sales: Down 12% New Leads: Flat, but most are dead-ends Shes not getting in front of the right people Shes not part of the metals community Doesnt spend enough time knocking on doors Shes not adapting her techniques oxiem.com 15. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development Supporting Your Website How does your annual spend on your website compare to what you wouldspend on a quality salesperson? How well is your website supported? Fresh content Up-to-date sales materials Follow-up on web submissions Referral feed (paid search,organic search, site referrals,etc) oxiem.com 16. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development Known Complaints Often when I call, I get transferred all over the place I can never get the information I need from her Often when I contact her I never hear backoxiem.com 17. Illustration: The Struggling Salesperson Paula MyersMidwest Metals Business Development From Her Perspective Not given enough quality leads to work with Territory is massive (very broad) No budget for extra promotions. Midwest spends more on just aboutevery other initiative than on business development Compensation is poor Product is vast, complex, and support is dismal Sales literature is inadequate and out of date Often organization is sluggish to respond to questions Tools provided are weak No historical context for goals very arbitrary Lack of clerical/administrative supportoxiem.com 18. Generating Leads Using the Web So Now What?Regain Control of Your Struggling Salespersonoxiem.com 19. Generating Leads Using the Web Remember the issues with Paula? New Sales: Down 12% New Leads: Flat, but most are dead-ends Shes not getting in front of the right people Shes not part of the metals community Doesnt spend enough time knocking on doors Shes not adapting her techniques Often when I call, I get transferred all over the place I can never get the information I need from her Often when I contact her I never hear backoxiem.com 20. Generating Leads Using the WebActive Search Marketingoxiem.com 21. The Art &Science Of Searchoxiem.com 22. Focus on Quality Targeted Traffic Generated Quality Of Conversion Visit oxiem.com 23. Quality of Visitoxiem.com 24. The Basics of Searchoxiem.com 25. Pay-Per-Click SearchPay-Per-Click Search Marketing Highly Targetable Highly measurable Cost-effective when managedTips Create keyword specific landing pages Get creative with keywords think in the mind of thesearcher. This isnt about your key messages Use ad copy that is action oriented. Learn More isnot an actionoxiem.com 26. Organic SearchOrganic Search Provides long-term benefits Higher click-through rates Deeper keyword resultsTips Its all about content! Update your local Google listing Google.com/LocalBusinessCenter Title Tags, Anchor Tags & Anchor Textoxiem.com 27. Harnessing People Streams oxiem.com 28. Metrics Example: Adoption Results To-Date November 15 January 31 Your Website Total Page Views: 920 Unique Page Views:678 Experience Average Time on Page: 00:54 Bounce Rate:24.65% Contact Forms Filled Out: 15 oxiem.com 29. Focus on the Visitor! oxiem.com 30. Easy to Contact oxiem.com 31. Develop Fresh Content oxiem.com 32. Generating Leads Using the WebConvert Visitors oxiem.com 33. Focus on Targeted Conversionoxiem.com 34. Be a Resource oxiem.com 35. Focus on Targeted Conversionoxiem.com 36. Social Networking The New Frontier oxiem.com 37. Social Media Its Not About the Sale!oxiem.com 38. Social MediaIts about Conversation! oxiem.com 39. Social MediaUsing Social Media for New Business 80% Personal, 20% Business Be a resource and share interesting content Find ways to take the relationship offline Think long term!oxiem.com 40. Generating Leads Using the WebQuick Re-cap Utilize active search marketing to drive quality web traffic Create interesting, keyword rich content on your website Create a linking strategy to generate more referrals Create landing pages specific to the audience Make it easy for visitors to connect with you Utilize social media to develop personal relationships oxiem.com 41. Generating Leads Using the WebTo-Do (strategy) No longer view your website as part of your technology Do an annual review of your website Setup some basic goals Discover where it is falling short Create a development plan to improve the pitfalls Determine what, when, and how to measure Measure, tune, repeat oxiem.com 42. Generating Leads Using the WebTo-Do (tactics) Review your site visitors. If you dont have analytics, add Google Analytics code to your website today (less than 1 hour) Create goals in Google Analytics Setup automated reports to keep you informed about your visitors Create 3 simple goals for your website to achieve this year Target & attract a visitor type Identify what visitor types are coming to your site now Create one conversion type and measure it monthly Test something. Change something on a page and test if it helped Encourage 5 people to link to your site (optimized links) Discover the top 10 keywords for your space, and setup a small paid search campaign oxiem.com 43. There Is Another Option.oxiem.com 44. Questions?Billy Fischer | bfischer@oxiem.com| 614.448.18097003 Post Road, Suite 416Dublin, Ohio Twitter.com/billyfischer Facebook.com/billyfischerlinkedin.com/in/billyfischeroxiem.com