ABCs of Getting Website Leads Regularly… Really!

If you answer yes to any of these website lead questions, be certain to keep on reading (You’ll thank me later for solving some very personal struggles that you may be having):

1. Does a website to obligate you to purchase?

2. A website is a “safe place” for customers, right?

3. A website is just information for research purposes, right?

4. A website won’t impact my sales significantly… Will it?

5. My customers aren’t online.

If you believe any one of those questions and statements are true (That a website can’t do that much in getting me website leads) Then, I am curious if these very personal questions are also true:

  • Are you giving it your all, but having minimal returns?
  • Are customers not answering when you call?
  • Are you burnt out?
  • Are referrals not calling?
  • Are mailings and billboards ad campaigns giving you dwindling returns?
  • Are you overcome by your competition?

Is your store gradually becoming more empty, void of customers, and finding your customer’s average age slowly growing older and older?

If you answered yes to some or most of those, there is light at the end of the tunnel. There is hope. Try it (or rather try it again)–your website. But do it right this time around!!

Here’s Why and How

Most website leads will visit your website before they ever call a salesperson, answer their phone, or visit your storefront. You know this. Prompt your visitors and direct them to the best area of your website that will solve their problem. The beautiful thing is that rather than interrupting your customers from their routine with a phone call, they freely explore your website instead.

Today, we know that a smart website will offer irresistible items, services, or solutions so that visitors will take some action. All in all, let us utilize your website so it becomes the lead generation machine that builds enticement as the customers continue to explore. It is a process, here’s how to start…

Don’t Give-Up too Soon

Realize that 63% of visitors inquiring about a brand are not going to buy anything within first 3 months and 1 in every 5 users will need a full year before proceeding to checkout. So, lead generation and conversion is a long process involving patience, multiple channels and consistent efforts. There are tested and tried ground rules and principles that you should follow to convert your website into a robust lead generation machine. Let us explain them here. It isn’t rocket science.

Finally, the ABCs of Getting Leads from your Website

A. Attention-grabbing and clear messaging…

Wouldn’t you like steady sales conversions? You can get this by always addressing the customer’s needs with concise and clear messaging. Our customers are busy, we are busy… Why would we spend more than five seconds on a website if it doesn’t propose a solution for customer needs? Listen carefully here: a website should clearly answer 3 customer questions within the first five seconds.

1.  What are you offering? As soon as a visitor lands on a webpage it should clearly explain what you offer, and what the users can expect from the respective website or web page.

2.  Show and tell of how your offering will make their lives better. You need to clearly explain how it will make their lives better before the visitor finds himself in an indecisive and confusing situation.

3. Show them how to take action. Push users towards activities like buying or choosing to get alerts for similar content. Explain the benefits of taking such actions and the steps to take such actions.

B. Beckon those customers on the fence by…

If your customers are bulking at your main service. Offer them a smaller service to get introduced to your business. Offer them a piece of the puzzle. But only if it will help solve their needs. Don’t water down your product to something that won’t work for them. Give them only what will work. Just give them enough so they can feel the value and experience it working for them. This “trail” of sorts will do the selling for you. So grab your pencil and write an attention-grabbing statement, place it on a button that stands out. Then make a webpage that is all about that solution—that piece of the puzzle. Making it time sensitive will help.

C. Create an instantly engaging landing page and CTA…

1. State your customer’s challenge/problem/concern/struggle. Include in less than a sentence how you address/resolve their challenge.

2. Showcase studies on how and what customers you have helped. I’ll be writing about this in a later article. But this section should detail what you did to solve the challenge for the customer. What product of yours did the customer buy? What service did the client get from you? If you helped the customer choose their solution, share how and why you guided them toward that particular solution.

3. Results: This is where the rubber meets the road. What did your solution do for the client? What was the ultimate benefit to them? Share that story here in the “Results'” section. Did the customer save money by switching to your product? Did the client save time by using your service? How much?

4. Most importantly, in this section, you should include a customer testimonial. Don’t just tell your audience what results your customer got with your product or service – let the customer tell them.

5. Include a Call to Action (CTA). An example of a subtle CTA would be a footer at the bottom of the case study with your contact information. An example of a bold CTA would be, “Want these results for YOUR business? Contact Jonathan Francis for more information about qualifying your leads. 570-486-5566 or [email protected]

D. Determine your contact form will be short and easy to fill out…

Contact forms of all types whether from websites or from landing pages should be simple and easy to fill out. The contact form should ask for minimum information your business team require to follow up the customers. For some form fields, you should opt for auto-filling of the forms based on the information received through the login data or previous inputs. Shorter the contact form is, more engagement you can expect from the users.

Allowing predictive text to fill up multiple fields where the user needs to write some text is extremely important to maintain the ease and user-friendliness. Apart from filling up forms with ease social media login is time-saving and easy for the user.

E. Engaging website visitors again after they have left…

Do you know 3 out of 4 customers now see retargeted ads (meaning customers who have come and gone see specific Google or Facebook ads catered to them specifically)? Retargeting matters and that is why a substantial portion of marketers give it so much importance. For any website visitor who didn’t take action on your website show them countless ads on Facebook, Google, Amazon, etc. Get their attention again and bring them to your website again. Get them back to the specific product or service that they viewed. This is retargeting. It isn’t difficult. It isn’t rocket science. It happens when you are sleeping and your customers are researching. It works.

Finally…

If you found a bit of insight, please let me know below.


SEO – Silent Electronic Opportunity

Often, those most impactful activities, the ones that have the highest impact on your productivity, tend also to be those that sit silently, perhaps unnoticed as your growth weans. We let the loudest tasks get done first, the phone ringing gets answered, the text notification buzzes and is attended to. We have these puppet strings that are controlling our attention and destroying our growth. All the while, the most valuable task that gets 50% of our results is let to lay dormant for another day. So another day of being busy rather than productive passes away. If your business is weaning and not getting noticed, those sales calls have slowed, then let me suggest something that given three months will show dramatic changes in your business.
If you are not within the top 15 results on Google, then SEO (Search Engine Optimization) on your website is one such task that you have swept under the rug and let day dormant. If you were to ask how is my website investment benefiting me at the moment? You would find an answer that you would not like to become public. Stop wasting this opportunity. Start getting 2-5x leads.
SEO doesn’t have to be an elephant that you cannot tackle. Let’s break it down into three smaller pieces.

1. Content & Keyword Optimization

Great content, information, stories will get found if they are listed on the Internet. However, they will get found more readily when you use these quick guidelines.
You can read the long article at https://yoast.com/complete-guide-seo-copywriting/, But if you are pressed for time, some quick takeaways are (certainly not a complete list, however):
a. Research your keywords. Use google trends, semrush, keyword planners, etc. But don’t fail to actually type your keyword into Google yourself. More insight can be found at https://moz.com/beginners-guide-to-seo/keyword-research
b. We suggest at minimum 300 words on each page of your website. Too little content does not give much of a context for Google to crawl.
c. Including your keyword or phrase only about twice in a three hundred word article makes the article very readable and doesn’t make it seem like you are trying to hard to trick Google.
d. Each page of your site should have its own unique keyword/phrase. Dedicate each page to an individual keyword/phrase.
e. Include headers as you are creating the structure of the article. One of those headers should have your keyword phrase included.
f. When you include images in the article, caption them and if you are already familiar with the title and alt tags, fill those out and try and use the keyword phrase.
Please also make sure that the readability of the article does not suffer because of placing these keyword phrases. If you absolutely can’t add those keywords to a title, then it is better not to include them and rather include them elsewhere. So you make up for not having that keyword in a critical area.

2. Onsite Optimization 

The goal here is to allow the search engine to consume and digest the site structure under the hood readily. Search engines just need to “get it” without crunching too many numbers. You should have your keywords, meta descriptions, etc prepared for this step. To execute this, you need to lift open the hood of your website and peek into the code. No way around it. Give this task to a programmer, and they will show you some hidden issues. Focus them on H1s, H2s, Meta Descriptions, Image Alt tags, and the first paragraph of the page. Once the programmer has it all set up (including page speediness), then if you are using WordPress, you can use some very friendly tools to tweak your keywords, page titles, and content very easily.

3. Off-site Optimization 

You have to get other websites mentioning your website. These “backlinks” will help to increase your website’s authority.
Guest posting, social media syndication, and influencer marketing are all tactics you can use to get your content in front of more people and widen your authoritative reach–but remember, it all starts with good content.
I hope this inspires you to kick-off your research and start optimizing your website correctly and with clarity rather than whittling away your investment. If you are not in the top 15, then this is one of your high priority tasks.