Nearly every business buyer starts the purchasing process on the Web. In fact, according to a May 2012 study by Demand Gen Report, 81% of them begin their search with an online search engine. Purchasers usually initiate contact with a vendor: 9 out of 10 business buyers say they will find you when they’re ready to purchase.

So what does that mean for your business and marketing strategies?

First, your business must have a strong online presence; otherwise, potential clients will never find you during their initial Web searches. Remember, these searchers are nearly ready to buy. If they don’t find you, they’ll purchase from someone else.

Second, your website content needs to anticipate the questions they’ll have. Spend time thinking about what first-time visitors will get from your website. Provide them with the resources they need to learn more about your company and solutions. Prove your reputation with testimonials from happy clients, and explain the trends in your industry.

An easy way to both attract more visitors and add valuable content to your website is by correctly using your email newsletter. Post industry articles on your blog or archive previous editions. The content will increase the visibility of your site and educate and inform your visitors.