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Want your prospects beating a path to your door? Well, in reality they do. Your Web site’s door, anyway.

The one thing you can pretty much count on is that prospective customers will visit your Web site before they spend a dime. They will probably Google you, too, to see if others have written about you. Especially if you’re in the business-to-business sector.

Research shows that nearly 100 percent of client decision makers check out the Web sites of any service provider (B-to-B) they’re considering. How do we take advantage of the insight?

Make sure your home page is not talking about you … but it is talking about them. Demonstrate right up front that you understand who they are and why they’re checking you out. Save the chest beating, impressive client lists and corporate history for some pages near the rear.

Don’t be shy – be findable. Make sure your contact information is easy to spot from your home page. Don’t make them dig around for your phone number or e-mail address in case they’re ready to buy. And give them lots of ways to connect – mailing address, phone number, e-mail and social media links such as LinkedIn or Twitter.

Be proactive. Google yourself and deal with any negative comments or articles that are out there. And take advantage of the good blog posts or mentions. Link to them from your Web site. Set up a free Google Alert (www.google.com/alerts) to track any sign of you on the Web.

You can count on your prospects making a beeline for your Web site. It only makes sense that you get ready for their visit.

Drew McLellan is Top Dog at McLellan Marketing Group and blogs at www.drewsmarketingminute.com. He can be reached at Drew@MclellanMarketing.com. © 2009 Drew McLellan