Are you tired of getting no sales through your website? If you want to increase your business profits, you need to get more leads that turn into customers.?
The question is ?how??
Whether you?re building your own website or you work with a web design company, it?s important that you know how to make your website work and produce sales. Otherwise, your website is a complete waste.?
In this article, I?ll share with you what a qualified lead is, where and how to increase leads on website, and how to better convert them into customers.?
What is a Lead?
A lead is a person who has the potential to buy a product or service that your business offers. Typically, a lead already made connections with your business and signifies that he/she will complete the transaction soon.
These connections could be any of the following:
- The prospect clicked the link to your product page via Facebook
- The prospect already emailed you about the product
- The prospect called you about the promo offer, or
- The prospect searched through your website and tried to click the ?Add to a cart? button.
In these examples, the person already ?expressed? the interest with your brand. According to OptinMonster, these actions of a prospect are called ?conversions.?
Of course, not all leads end up being customers.?
Some leads would visit a single page on your site and then go away. Others web visitors would only check your business idea to copy it or spam your contact forms.
That?s why marketers advise to target qualified leads.??
A qualified lead is someone more likely to become a customer than the other leads?based on your marketing criteria.
For example, if your product includes a 14-day free trial, a person who avails that trial offer is a qualified lead. That prospect is more likely to continue purchasing the product than other web visitors.
Now that you know what a lead is, let?s discover how you can increase leads on website that turn into customers.
How Leads Come to Your Website
The equation to get more qualified leads involve 2 aspects:
- The number of leads you attract, and
- The way you interact and convert them.
Leads are based on the traffic that your website gets. This illustration can be helpful.
The more people you attract to your website, the higher the chances that you will meet qualified leads. As shown in the next illustration, improving website traffic is a key to the solution.
Of course, your business will get better results if the conversion rate improves as well. An increase in both web traffic and conversion rate increases leads on website and potential sales.
Now let?s talk about how to do it, starting with increasing your website traffic.
5 Ways to Increase Leads on Website through Web Traffic
Aside from ?buying? web traffic through paid advertising in Google or affiliate networks, there are free or cheaper ways to increase leads on website.
1. Search Engine Optimization (SEO)
SEO makes it easy for search engines to crawl your website pages and show them to people making the search. This includes setting up your page titles and meta descriptions based on the? target keywords relevant to your business.
Nothing beats the power of organic search. Most people look for solutions via search engines, especially Google. And if your website is on the top of the list of the search results, people will naturally visit it.
If you don?t know how to start, check RankMath?s guide to SEO audit your website.
Writing blog posts consistently helps boost your SEO. Blog articles can feature keywords that you want to rank for on Google. Blogging can also provide a steady source of marketing material you can promote on social media and email campaigns.
At the same time, Hubspot?s research claims that…
- B2B companies that blog generate 67% more leads per month than those that don?t. (Source: HubSpot)
- Marketers who prioritize blogging are 13x more likely to see a positive ROI. (Source: HubSpot)
- 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. (Source: HubSpot)
Blogging increases your business authority and credibility, attracting more prospects to engage with your brand.
3. Social Media Marketing
Aside from posting your blog posts, products and updates, social media marketing also includes engaging with the online community. Post valuable content that will interest your target audience and respond to relevant comments. Then more people will be interested to chat with you or check your website.
4. Email Marketing
If you have an existing email list, send them regular emails that feature valuable content like a new blog article or a new product. This will drive people to your website to learn more about what you offer.
5. Referral traffic / Word of mouth
Increase your network with family, friends and other professionals online and build healthy relationships. When you create a valuable blog post, webinar or product, you can share it with them and they will help spread the word to their own audiences.
You can also consider guest blogging on someone else?s site and add a link to your website.
When you practice these strategies in a consistent manner, you?ll see a significant increase in web traffic from different sources.
Now that you know how to get more people coming to your site, the next challenge is converting them from visitors into qualified leads.
Increase Your Lead Conversion with These Strategies
1. Use clear and visible language and call-to-actions (CTA)
Donald Miller always says, ?Clear language sells.? Throughout your headings, texts and call-to-action buttons, make sure you always communicate these three things to your leads:
- What your product/article is all about
- How it can benefit them, and
- What they should do next.
Clear language for your offer can be like this.
2. Make it easy for people to contact you
Don?t hide your contact details in the ?Contact? page. Also consider adding your contact phone and email in your website header and footer, About page or CTA buttons.
Install a live chat like FB Messenger chat on your website where people can answer questions quickly. When you subscribe to our plans, our web team can set this up on your website at no additional cost.
If your business offers custom services, include forms throughout your website. You can also add it to your header in case the prospect wants to request a quote immediately.
3. Add social proof
Include relevant testimonials to your product and business. Make sure it?s from real people. Leads who see genuine reviews are more likely to buy from you.
And did you know that you can add a notification of live sales on your website?just like the photo below?
It can be a sales notification or testimonials preview. You can use this to show that people are actually buying and enjoying your products.
And when people see these live notifications while browsing your site, it can increase your conversion rate for up to 150%.
When you subscribe to our web design plans, we can set this up for you at no extra cost.
4. Offer a lead generation material?
This is often a free PDF guide or preview video that the lead can read/watch to get initial information about your offer. But instead of pitching the sale, focus on educating the prospect.
Discuss the problem they have and the possible solutions. Then at the end of the material, pitch the sale and link to the product landing page.
You can include the lead generation form at the end of your web pages or as a popup form. Once the lead subscribes and gets the PDF or video, then you have another contact list to nurture through email marketing.
5. Provide a free product test or another micro-conversion tactic?
Another lead generation and conversion technique is letting the prospect have initial experience with your product. Free trial works best, especially for software products.
If you?re selling consultancy services, you can provide a free quiz that provides the prospect an assessment of his/her needs. Then at the end, pitch the solutions you offer.
6. A/B Testing
In the end, the best lead conversion strategy is A/B testing. Whether it?s CTA buttons, contact forms or PDF guides, you need to keep testing what works and what doesn?t.
Spend at least a month or two implementing a technique for lead generation and conversion. If few people downloaded your PDF guide, try another PDF or improve the popup form.
Just keep testing and improving your techniques until you reach your desired lead conversion rate.
To increase leads on website, follow this two-way process:
- Get more people to visit your website through quality content
- Apply strategic ways to engage them towards buying.
Once you set these up properly, you?ll see significant growth in your leads, sales and business profits.
Need help creating a lead-generating website? Learn how we can help you today.