Want to grow your business and close more sales using online marketing? First, you need to attract more prospects and generate quality leads.
Online marketing lead generation is the process of attracting people who were strangers to your website and converting them into warmer prospects.
A lead is a prospective customer who has indicated interest in what your business offers by providing you with their contact information. They’ve let you know that they’re receptive to learning more and that they may be looking to hire you or buy from you.
The term conversion rate refers to the percentage of people who visit your website that take a desired action. While your ultimate goal is to gain more customers, most customers will not buy the first time they land on your site. So your initial goal should be to generate leads that you can nurture and build relationships that lead to sales.
Here are 8 ways to boost your lead conversion rate:
Improve Your Copy
Start by speaking their language. The better you know your audience, the better you will be able to write copy that attracts and converts leads. Include a clear and compelling headline with a value proposition that captures their attention and entices them to sign up. And always include a strong and convincing call-to-action on your button, rather than a boring or alienating word such as “submit” or “subscribe.” By improving your copy, you’ll see an immediate difference in your conversion results.
Make it Look Good
Good design matters. A clean and modern site with consistent font, strong graphics, relevant imagery, and plenty of white space is welcoming and it helps to build trust from the start. If your site looks outdated, cluttered, or unprofessional, it’s going to make a poor first impression and you’ll be less likely to convert leads.
Give Them Something Good
Long gone are the days when you could get away with asking website visitors to sign up for your newsletter or join your email list. People are only going to provide their contact information for something they really want. So the free gift that you offer in exchange for their email address should be something that they believe will provide real value. If your current offer is less than impressive, kick it up a notch.
Ask for the Minimum
Keep your lead capture form short and sweet and ask for the bare minimum amount of information you need. In many cases, you only need their email address or name and email for the initial capture form. People are less likely to fill out a form that takes too much time to complete or asks for too many details. Though you may want more information on the front end because you believe you’re wasting time with unqualified leads, you can always ask for more with follow-up emails and additional free offers.
Show Social Proof
One of the most effective ways to build trust from the start is to show social proof that you’re the real deal. Include testimonials, reviews, and stats about your products, services, and even the free gift itself. Show them right from the beginning that your offer is worth their time and attention by illustrating that other people have already found value in it.
Add a Popup
No matter how much you may claim to personally find popups annoying, the truth is they work. And if you truly believe in what you’re selling, think of it as a way to ensure that you’re giving users every opportunity not to miss out on your offer. With the right tools, you can set it to pop up after they’ve had a chance to view your content or when they are showing exit intent, rather that when they initially land on your page. We’ve found that when reluctant clients finally agree to adding a pop up, they often regret waiting so long when they see their conversions improve.
Use Landing Pages
When you’re ready to get serious about generating qualified leads, avoid relying solely on your website homepage. Instead create segmented landing pages and funnels with a distinct purpose to address particular audiences with specific needs. For example, you may be an accountant who works with all kinds of small business owners, but you you could create a landing page and opt-in offer that specifically addresses the needs of real estate brokers. That way, you can speak directly to the challenges in their particular industry rather than more generic messaging. Segmented landing pages will boost your conversions.
Test and Experiment
If you want to achieve success in attracting and converting leads on the web, you can’t just set it and forget it. You’ll need to try different copy, various types of free gifts, a variety of images, different calls-to-action, and more to see what works and what doesn’t over time. Be open to testing and experimenting to ultimately optimize your results.
If you need help boosting your lead conversion rate, give the team at Solamar a shout. We can work with you develop and implement a strategy for attracting and converting more leads and set you up for success.