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Lead Generation How to -- 10
Tips On Generating More Internet Sales Leads
Many millions of
dollars are being wasted on promoting and sending traffic to ineffective lead
generation websites. Here are my top 10 tips to make your site generate more
leads for you and your company.
1. Keep it
clean.
A busy, cluttered website will drive visitors directly to your
competitor. Make sure your site is easy to navigate and clutter free. We've all
been to websites that are awash with information. While you need to get your
message across you don't want to scare your potential customers away. Make sure
your site looks tidy, with as few colors as possible. Too many flashing banners
and ads will undoubtedly detract your visitors from the actual content on your
site. Don't include too much highlighting. If you highlight every word in your
text, it isn't highlighted it's simply bold.
2. Make it
quick.
Studies have shown that the average surfer will give any site
only 3 to 4 seconds before they formulate that all important first decision.
Don't forget that first impressions last so you need to dispense with graphics
that take too long to load, ensure that any necessary pictures are of a minimal
file size (picture size is irrelevant here) and definitely do not have an all
graphics site; they take an age to load, not to mention the search engines can
not do anything with them.
3. It's all about
conversion.
Paying for a PPC campaign is a very popular way to get
visitors to your site, but you have to be careful that you manage your account
for conversion not clicks. Spend money only on those keywords that convert to
leads. Use the conversion tracking offered by Google and Yahoo! Search
Marketing (formally Overture). Or use some other ad tracking software. The main
point here is your ad campaign should be an investment, not an expense and if
you are not tracking your conversion rate how will you know which it really
is?
4. Create trust.
You will not generate leads from a
website that does not radiate trustworthiness. Use third party trust indicators
liberally on your site, for example testimonials, membership organization
logos, and endorsements. Also if you state something that may be hard for your
visitor to believe, explain to them the details so you build credibility.
5. Copy is the key.
Your website copy needs to be compelling,
informative and lead the reader to take your desired action. Do not list facts
and features, state benefits. You reader doesn't care if your widget does the
quarter mile in 2.5 seconds. They want a widget that "Does the job so fast they
can get done and take off early to go fishing"... See the difference?
6. Pre-qualify leads with content not questions
If you need a
certain demographic lead, make sure your copy spells it out clearly. Clearly
explaining the details about who is qualified for you product or service will
keep you from having to screen out unqualified leads with too many questions on
your form. Which brings me to my next point...
7. Shorter forms
actually make for better leads
Highly qualified and highly educated
prospects guard their personal information closely; keep forms short and only
ask the minimum number of questions. Long forms with too many personal
questions tend to reduce the quality and quantity of your leads. When someone
is willing to share all their personal information there is a good chance that
person has nothing to lose. You have to consider what information you really
need from your leads. If you don't need to know then don't ask. You can always
send a follow up email. This will act not only as a good fact finder but also
as your next step in creating rapport.
8. Make it easy.
Have a
form on every page, or at least on every page that it makes sense to have it
on. Visitors to your site won't take the time to trawl through 12 pages of
website content to find your form and fill it out. I have seen a tremendous
increase in leads when I added the form to every page of a site. I would
caution you about having a form too prominent on you home page though, it tends
to scare some visitors off.
9. Sweeten the deal.
Give away
free information to entice visitors to fill out your form. Throughout time
people have always loved a bargain. The feeling of getting something for
nothing is usually enough to help persuade the unsure, and will often lead to
extra leads and extra sales. Make sue that you give away something with a high
perceived value, no one is enticed with junk.
10. Communicate in the
right language and add personality.
Using plain language that
communicates the personality of you and your company will build trust and
rapport. Don't use technical jargon if you are trying to reach the masses. Very
few people are likely to know industry buzz words . Keep it simple and
informative and add personality at the same time. Try and answer questions
before they are asked.
Use these 10 tips and generating sales leads from
your website will become much easier and a lot more profitable.
Article
written by Bryant Jones
About the Author: Bryant Jones is a lead generation
consultant, S.E.O. expert and the managing partner of LeadsSolution.com (http://www.leadssolution.com). LeadsSolution.com provides
lead generation services including lead generation websites and sales leads to
businesses both small and large.
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