A business website is a powerful online channel for reaching out to potential customers. Investing in a website is worthless if it’s not acquiring you enough leads and conversions.
Here are 10 actionable steps for converting your website into a powerful lead generation tool.
1. Blog Subscription
You first need to ensure that you have a business blog. With useful and informative content on your blog, you can attract relevant visitors to your site.
Provide them with an option to subscribe by using a popup or a side scroll, and talk about the benefits of the subscription.
Here is an interesting example:
With the blog subscription function, you can grow your list of prospects over time. Make sure you are regular with your posts. You can add two to four quality blog posts every month.
2. Promotional Offer or a Contest
Run a promotional offer exclusively for those site visitors who fill in their contact details.
A simple contest can be equally effective. You can provide an attractive cash reward or a gift to the winners of the contest.
Add a pop-up or a banner on your website to communicate about the offer/contest.
Take a look at this example from Green Mountain Mustard:
3. Lead Magnets: EBooks/White Papers/Reports
Publish eBooks, white papers, and reports on your website. Create landing pages to showcase each of them.
Provide your users with an option to download lead magnets for free when they share their contact details. Make sure they understand the benefits of the free resources.
Take a look at this example from KISSmetrics:
4. Live Chat
When visitors come to your site, they have many questions. A live chat feature helps you to answer these questions and start building relationships with them. Deploy an expert to interact with site visitors and help them.
“62% of customers were (more) inclined to purchase products online if live customer support is available.” (Source)
Live chat is an essential tool for your website. It helps you to promptly answer visitor queries and get users to convert into leads.
To implement a live chat on your website, you can use tools like Tawk.to, MyLiveChat and Pure Chat.
Here is an example of a live chat implementation from Enterprise Monkey:
5. Contact Forms
You need to make it simple for your site visitors to contact you. Place a contact form on the “Contact Us” page of your site.You need a form on each of the service pages as well. Don’t add too many fields in your contact forms.
You need a form on each of the service pages as well. Don’t add too many fields in your contact forms.
Also add compelling call-to-action (CTA) buttons with your contact forms.
Call-to-action buttons help you motivate your site visitors to fill in their details. Here are some examples of CTA button text that you can use:
1. Start Your Free Trial
2. Book Your Free Consultation
6. Testimonials, Client Logos, Awards and Press Mentions
To get your site visitors to convert, you need to showcase the merits of your offering.
Your prospects will be interested to know how successful your company has been. Client testimonials can help you to do exactly that.
You can add testimonials as text and images, but video testimonials are even better. Consider adding videos of your clients talking about the benefits of the solutions your company provides.
Here is an example of how you can add testimonials to your website:
(Source)
A section of client logos helps your prospects have a quick look at your previous client list:
Awards and press mentions add to the trustworthiness of your website:
7. Mobile Responsive
You must ensure that your website remains user-friendly on all types of devices and screens. According to a study conducted by comScore, the number of global mobile phone users now exceeds the number of desktop users.
8. Functional and A/B Testing
You must keep testing your website in order to get regular leads from it. Make sure your site is free of functional errors. It can be quite embarrassing if any of the features are not working properly.
Besides functional testing, you should use A/B testing to improve the lead count of your site.
Here are some of the website elements that you ought to A/B test:
- Contact form fields
- Content and placement of the CTA buttons
- Placement of testimonials
- Headlines
- Website images
- Offer banners
Create three to four variants of each of your elements, and find out which ones are getting you more clicks and conversions.
Some of the tools that you can use for A/B testing include Optimizely, Google Analytics, Unbounce, and KISSmetrics.
9. Consistency in Design and Communication
Your website gives you an opportunity to build the right perception of your brand. If your site leaves a positive impression on your visitors, they will be happy to share their contact information with you.
Create a predefined content structure that compels your visitors to take your desired action. You can create a content flow template for each of your site pages.
A consistent design makes your website look more professional and reliable. Design your website using your brand style guide, using the specified fonts and colors.
You must know your target audience members and their current challenges. The messaging on your website should communicate how your offering is helpful to your audience.
You can take a look at the Freshbooks website for its consistent design and content structure:
10. Search Engine Rankings
Studies have shown that a larger share of the search engine traffic goes to the sites that rank on the top three positions of the search results.
It is therefore critical to optimize your website for search engine rankings.
Target only the relevant keywords to make sure your site is reaching out to the right set of people. Audit your website using tools like SEMrush, Ahrefs, and Moz.
You must ensure that your site is free of SEO related errors such as broken links, missing meta titles and descriptions, and slow loading pages.
Keep track of the latest search engine ranking factors to optimize your website for better results. If you can get your site to rank, you can surely expect to get a consistent supply of quality leads.
Make Your Site a Lead Generation Tool
Your website should create a path for users to find what they are looking for and then finally to share their details or make purchases. Place site elements strategically and test their variants to optimize the conversion rate.
Make your business website trustworthy and engaging for your prospects, and they will be happy to be your clients.
Want to know more? Check out these 10 Web Design Tricks For High Converting Websites.
Abhishek Talreja
The steps mentioned above seems useful for getting leads for website. There are many steps to follow but only a few selected steps are helpful in getting leads . It also depends on category of website. Thanks for sharing.
Manjunath Rao would love you to read ..DIGITAL MARKETING is how Important for Entrepreneurs and Working Professionals
Amazing post . This article has well explained steps for websites to get leads . Thank you for sharing Abhishek .
Manjunath Rao would love you to read ..DIGITAL MARKETING is how Important for Entrepreneurs and Working Professionals
This is a great post for lead generation tools. Really liked the article. So interesting. Thanks a lot for sharing with us.
Thanks for letting us know how to making a website like a lead generation tool. I have tried a few of these mentioned tips . These are simply amazing.
Regards
I knew the way of email marketing for getting leads from my site but came across your article and finally get the solution from it. Thank for the share. Check out my blog for more tips and tricks for the same.
Regards,
Rose Carter
Great article Abhishek. Most people blogging fail because of not being willing to expand their brand or content beyond their little blog. Highly successful bloggers don’t just blog. They make videos and have a YouTube channel. They do live chats and interviews. They write books, many times small ebooks. You see, all this matters these days. Having just a blog isn’t enough.
I’m constantly changing the format of my page to make it more interesting to the viewers. Also adding banners, pop-us, giving away e-book but the trouble that I’m having after they subscribe it that when the “email confirmation is sent” or the email with the “free e-book” that I’m giving it goes to the “junk mail” and almost all the potential subscribers don’t finish the process. Don’t know if there something i’m missing. the problem is most with the hotmail users.
Hi Linda,
I’ve seen sites that provide details on how to find the confirmation email. I suspected people would start having a problem with that when gmail made the tabs, but it sounds like you’re having more issues with how hotmail is doing it.
Gail Gardner would love you to read ..5 Ways Small Business Owners Can Motivate Themselves
Thanks for the reply. I Have tried sending all the steps the subscribers have to do to finish the process but it doesn’t work as I expected. Maybe I need to change something there. I also have tried to solve it with the email marketing provided to help me solve it.
Thanks again.
linda would love you to read ..Nombres de Pastillas Para Bajar de Peso Rapido Efectivas
I really enjoyed your well written post. It looks like you spend a lot of time on your blog. I am looking forward to reading informative articles.
Keep up the good work.
Great article, Abhishek. Fabulous strategies for lead generation. Having a website alone doesn’t get you subscribers. You need to have various content selling strategies like eBooks, promotional offers, live charts and so on as articulated by you. This will help immensely for all the business out there looking to generate lead. E-books are personal favourite as writing intrigued me.
Venu would love you to read ..Things to know About SSD and HDD web hosting
Your ten proven strategies are spot on Abhishek!
And implementing and testing and tweaking any
one of them, will definitely help move our online progress forward.
And thank goodness nothing you have shared is overly time consuming,
expensive and or too techie, for the average online marketer to follow.
given enough time to properly test and adjust accordingly, your ten outstanding
tips, will definitely help us become more successful.
Without having to spend a fortune, in order to do so! Thanks!
Mark would love you to read ..How Savvy Entrepreneurs Drastically Reduce Overhead So They Can Prosper!
awesome post, now i can get leads from my blog for sure
previously i knew that email marketing is the only way but you explained all the ways to get leads
Thanks for sharing this valuable content. very relevant to any business which is looking for prospects.
Our team tried out few lead generation tools which are integrated with CRM’s like Zoho and salesforce.
I would like to mention AeroLeads and Salesloft being very useful.
That’s really Cool!!
I had wondered about getting leads from my website other than email marketing. Came across your article. Got the Solution. Thanks.
Thanks for sharing about making a website like a lead generation tool. I have implemented a few of these mentioned tips . I’d like to implement the other tips too.
Niceee, wholeheartedly agree with website optimisation for search engine rankings. A page at the front page leads to so much more potential than one on the second or third.
Barry would love you to read ..LOGIES: DIAMONDS DOMINATE THE RED CARPET
Hi Abhishek,
Enjoyed reading the post! Was curious to see if I had missed anything with my website. Looks like you have covered all the points accurately.
Promotional offers and chat options are a must. The millennials aren’t as patient hence mobile responsiveness should not be overlooked.
Thanks,
Deepak
Hi! Thanks for the article. Great tips
And a small question: what do you think about using SerpStat for site audit? What can you say about their data?
functions and price are great) but will it be effective?
Hi Abhishek,
Very actionable steps to convert a websites into a lead generation tools, very excited to implement these steps to my blogs.
Blog subscription is one of the most used steps blogger used for lead generation for site. And organizing a promotional offer and contest is breathtaking way to attract visitors to visit your site regularly. It helps to know your visitor very well and what he wanted know so that you can provide it through the blog.
You are right, responsive website are more popular these which also helps in google website ranking. Mobile user visit your website to find the useful content they like. Following these every steps will really work as website lead generation tool.
Thanks for the informative post, Abhishek.
– Ravi.
Ravi Roshan Jaiswal would love you to read ..13 Content Marketing Strategies Suitable For Even the Smallest Budget
Hey Abhishek,
Informative post indeed……..!!!
Absolutely, the addition of subscription box and starting contest on the website definitely increase your subscribers extensively. Thanks for sharing such a valuable information with us…..Have a nice day…..!!!
Regards,
Gangadhar