Any company that has a website will tell you that generating traffic is half the battle. The thing is you can spend months tripping your traffic, but if you don't have excellent offers or a system of generating leads and nurturing them.
Chances are, you may not convert that traffic into leads. According to Hubspot, at least 50% of marketers devote at half of their budget to lead generation. Here are some of the ways you can increase leads to your website.
A call to action will do best when it's placed above the fold. Above the fold is the space on your website visitors view before scrolling down. According to heat map analysis, 50% of visitors will view your page below the fold. This will double the impression on the CTAs and increase the website leads.
The next thing is being clear on your offering in the CTA. For instance, when giving away a free guide, you can say “Download Free Guide to X.” X should be a compelling benefit to your offer. This is better than saying, “Download Now” or “Get a free article.”
Finally, you need to add each CTA to your blog post. When creating blog content, make sure that the offer is relevant to your blog post. You can add the call-to-action at the bottom of each article hyperlinking it to the landing page. The information offers you can give out are ebooks, guide, and webinars because they will do well.
The message on your landing page and CTA should be consistent. For instance, when you don't have consistent messaging to the offer, people will lose trust in you. Likewise, if the message you have on your CTA is different from your headline, it will bring confusion, and you may wonder if the CTA is in the wrong place.
The biggest mistake people make when creating a landing page is being too clever or witty. Keep things plain and simple. Use excellent pictures to show visitors what you are offering. The text on your landing page should be concise and easy to scan. Concise in the sense that it has all the information you need.
Visitors care about themselves, and that's why your offer should answer the question: "what's in it for me?" Information items like case studies, guides, webinars, and white paper are excellent offers.
It's no secret that visitors will go through a different buying cycle. Your job is to make sure you have offers for different buying cycles a visitor goes through. At the top of the buying cycle, you should provide books or guides to visitors who can learn more about your services or products. Visitors at the bottom of the funnel can be given a free trial or demos.
The Unique excellent content has to achieve two purposes:
Inform the visitors
Engage the visitors
That said, one needs a content strategy that focuses on giving information at the top, middle, and bottom of the funnel. But before you do that, you’ll want to know your ideal customer and what his target needs are.
When planning a content strategy, you must address your buyer's persona intent. With a well-defined content strategy, you'll be in a position to create a great lead magnet and nurture those leads in the buying process.
Business owners that blog at least 16 times more get 3.5 times the traffic than business who do less. More traffic will lead to more leads and sales. One thing you have to understand is lead generation will never work if you have less traffic. The more content you post, the more your content will be discoverable via search engines.
Furthermore, blogging has the advantage of establishing yourself and business as the leading authority in the industry. The more knowledge you share, the more people trust you. Therefore, they will be willing to buy from you.
Your website design is the best lead generation tool. What that means is, your first impression counts a lot. Most B2B buyers are always halfway through their buying journey. That said, if you don't have an excellent design to build their trust, you will lose them.
But that's not all. Besides website design, your value proposition has to be clear and visible above the fold. Your plan must consider lead generation and inbound marketing. Ensure you have data points, accolades, and customer testimonials to build trust and credibility. Pay attention to site navigation and leads nurturing to boost user experiences.
Anyone who visits your website should sign up to your email list. That way, you’ll improve your lead generation. There are lots of things you can do with your email to grab attention and capture the email:
Lightbox popups- Lightbox pops with open up when a visitor is about to exit. Lightbox pops are useful and will collect most leads on your website.
Sidebar widgets- A sidebar option is visible to all visitors, and it needs to appear on every page. If a visitor wants subscribers to your newsletter will look for an optin on the sidebar.
After the post widget- The primary purpose is to show an opt-in form at the bottom of the article. These kinds of optin form gives users the desire to read more content.
Floating footer bar- It shows a call to action at the bottom of each page
Slide-in- It is an opt-in form at the corner of a page.
When you provide may entry points to your email list, you increase the chances of a visitor being a lead or customer.
Review the analytics of your email provider. You can use that information to run a new experiment, split test, and know what your customer wants. These are the metric you need to pay attention:
Subscription rates- New subscribers vs unsubscription from the email.
Open rates- Users who read your email
Click through rates- subscribers who clicked a link to a webinar
Abuse reports- Visits who mark your email spam
Social performance- subscribers who share your content.
Metrics are behaviors on how your subscribers behave. You must review those metrics every month to notice the trends and find critical areas for improvements.
Splits tests are called A/B tests. They provide incredible insights on how customer's preferences will help you boost your metrics, such as open rates, clickthrough rates, conversion, and many more. If you want to do a split test, you need to take on an element on either your website, email or opt-in form and change it.
From there you can segment your email subscribers or visitors into two groups. Each group will have a different version. You can try a lot of elements to SEO that get your desired results.
Lead generation takes time. If you want to achieve great results, you'll have to get out of your comfort zone. If you are doing lead generation. You may not grow your leads today, but with consistency and actions, you'll reach that milestone. The real satisfaction will come when you apply those lead generation hacks.