Lead generation consistently ranks as a top priority for B2B companies. However, most companies handicap their online lead generation efforts by relying on their website’s ‘Contact Us’ page as the sole method for prospects to take action.
To turn your website into a money-maker, put the following proven recommendations into action. I have seen many companies more than triple their sales leads with these five tips.
Do you want to turn your website into a lead generation machine? Then stop relying on your ‘Contact Us’ page. Rather, offer visitors easy access to contact information on every page of your Website in a consistent location. I like to see calls to action offered in the top right section of every page. You will be amazed by how many more prospects will reach out to you if you invite them to do so.
Only 10% of your website visitors are ready to buy. The other 90% are kicking tires. Offer a variety of calls to action that appeal to prospects at every stage of the buying process. This will help you generate leads for near-term business, as well as build a marketing database to nurture future opportunities. Additional ‘calls to action’ can include:
According to my research, prospect customers are at least as likely, if not more likely, to pick up the phone and call when they are browsing a company’s website. To boost the number of inquiries you receive, don’t make your visitors hunt for your phone number. Make your phone number one of the prominent calls to action on every page of your website and encourage prospects to call you. There is no better time for your salespeople to be speaking with prospects because they can use your site as a presentation tool.
Are your web forms helping or hurting your lead generation efforts? You may have more than enough traffic to achieve your sales goals, but your forms may be getting in the way. Most online forms are too long, too hidden or too boring to generate leads – but you need them to fill your sales pipeline. Follow these tips to boost your leads by fixing your forms:
How long does it take for your salespeople to follow-up online lead inquiries? If the follow-up is not immediate, you are leaving money on the table. Assign salespeople to follow-up online leads and make sure the inquiries get to them as soon as possible. Also, don’t let leads languish in someone’s inbox – look for technology solutions to shorten the follow-up time. Tie your website forms into a customer relationship management (CRM) system like HubSpot, Salesforce or SugarCRM to streamline your lead management and follow-up process. You want to make sure your salespeople talk to the prospect when they are still on your website.
A results-focused online marketing strategy can help you generate more online sales leads. SVM offers a variety of strategic consulting services to help you create an online marketing strategy that will produce bottom-line results. Learn more.
Wondering if your website is helping or hurting your business? Schedule a free website analysis to find out.