Why generating leads is important
Your website should not just be a simple overview of your business. Instead it should encourage visitors to engage with you, follow you, and provide you with their contact information e.g. email address. Not everbody will make a purchase the very first time they arrive at your website. Often it takes a period of time – maybe weeks, maybe months before they decide to enter they bank details with you.
Leads are valuable because they can be the source of your future sales, so you should make an effort to gather as many quality leads as possible.
Have a Contact Number
Some people prefer email, some people prefer chatting over the phone. Cater to both. Make sure your phone number is clearly shown on your website e.g. near the top of your website.
If people know they can easily & quickly pick up the phone and speak to another human being, then it will help build trust. It gives reassurance that you run a professional service.
If you get a chance to speak to a potential customer, then it’s an opportunity to get their contact details and find out what their needs are, and hopefully provide a suitable outcome for them.
Lots of forms on lots of your webpages
One of the easiest ways to generate a lead from your website is to have a website visitor submit their details via a form on your website. Don’t hide them away, instead make them prominent. For example, do you want them to join your Newsletter? Then make it the sign up form clear & bold – on your homepage, blog sidebar, etc.
Add photos of yourself / your staff to give credibility
When potential customers visit your site they will most likely look at the product/services you offer, and view any examples you may have.
Many websites find that their “About Us” page is one of the most frequently visited webpages. This is because potential customers want to know who they will be dealing with. You will benefit if you include pictures of yourself/your staff, because will they be able to see that they will be working with real people, rather than a faceless corporation. Including pictures of staff makes the business appear more personable & approachable – which in turn will help increase your conversion rate – whether that means more sales or more leads collected.
Use effective copywriting
The right words, used in the right way can do great things. Everyone can write, but not everyone can write well. The text on your website can have a huge effect – good or bad. If it is well written – in a way that follows basic copywriting principles – then it will be much more likely to get readers attention, engage with them and convince them to take action – whether that’s making a purchase or submitting their email address to you or registering their interest in your product or service.
Does your website copy connect with the reader? Does it create a sense of urgency that will encourage people to take action? Is it clear & bold? Does it overcome any potential obstacles?
Well written copy will result in more leads. So, when you’re deciding on the written content for your website then we recommend you either learn from some copywriting books, read what the experts such as Problogger have to say or take a copywriting course or – if you have the budget for it – hire a copywriter to do it all for you.
Have an attractive, professional looking website
When it comes to getting leads you want to invest in the best possible website that you can afford. A good looking website will give an impression of professionalism, which will give the visitor confidence that you can be trusted, and you’re somebody they can do business with. A poorly designed website that for example is slow to load, full of spelling mistakes and low quality images, etc will make your website visitors want to click away. If you can’t even get a professional website, then how do you expect people to have confidence that you can deliver a professional service/product?
Make your pages interesting
Provide quality content (blog posts, podcasts, videos, how to guides, etc) that inspires credibility and develops trust. People will be more likely to opt-in and take the next step towards purchasing something from you if you have created an interest in your products/services.
Make them have such a good time while visiting your website that they will want to return again. One way to do this is to provide quality content – places such as you blog will act as a source of traffic. The next step is to turn that traffic in leads after you have generated an interest/desire from them.
Lead Capture Page
It is recommended that you create a page on your website that is dedicated towards capturing leads. For example, if you are wanting people to sign-up to your Newsletter, or register an interest in a soon to be launched product or join your membership program, etc, then you may be promoting this on your website e.g. a blog post, or on Twitter or mentioning it on your Facebook page, etc.
With this in mind, you will want to send people to a page where they can sign-up. So you’d better make sure that page it is designed solely to successfully generate a lead for you.
To help you achieve this you can create a webpage yourself, but thankfully there are tools available to generate a high quality “lead capture” page – with the added benefit that they will automatically integrate with your email list e.g. via MailChimp, as part of your sales funnel. Popular lead capture page generators include LeadPages, OptimisePress (WordPress plugin), etc.
For example, with LeadPages you can quickly set up an opt-in page in less than 5 minutes, which you can customise, edit & update whenever you want – and very quickly you will be able to start building your email list. It will be a 100% mobile responsive landing page which works on iPhones, iPads and Andriod devices, so you can ensure that everyone can navigate through your landing pages. https://www.leadpages.net
Make videos that speak directly to your visitors
90% of users say that watching a video about a product helps them make a decision when deciding whether to purchase or not. Once a visitor to your website watches a video about your product or service they are much more likely to go ahead and make an order – so it’s highly recommended that you add videos to your website. Videos can help generate leads for your website.
One of the best styles of videos to have on your website are ones where somebody is speaking directly to the viewer. Your videos should speak to the viewer, not at them. Talk to the viewer as though you’re having a conversation with them. Tell them about your product or service. Tell them how they can they benefit from visiting your website. The more you speak directly to the viewer, the more engaged they will be.
Call to action
Have a call to action leading to your landing / lead page – and make them easy to find. Add them to your homepage, blog sidebar, bottom of each post, about us page, etc.
Draw peoples attention to where they can sign up to your email list – make it clear & bold, make it obvious. Make it prominent. For example, the image below shows the homepage of well known internet marketing entrepreneur Marie Forleo – as you can see she clearly shows visitors to her website where they can sign up:
The more leads you generate, the more sales you will get, so keep all of the above points in mind when managing your website – if you do then your conversions will increase. Work smarter, not harder.