Just take a moment to think. How are you currently capturing leads? If your answer is ‘through a form on the contact us page’ – you could be doing a lot more.
When a user visits your site, they’re not always ready to buy or enquire about your products or services. So instead of waiting for sales-ready users to get in touch, why not take a proactive step and start capturing leads yourself?
As a small, or a new business, it’s understandable you want to spend money on other aspects of your business, marketing almost falls by the wayside.
That’s why I thought I’d highlight some free and easy to set up tools you can utilise to start collecting more leads, regardless of how close they are to purchasing your products or services.
Because, if you can’t collect your users’ information, how will you nurture them until they’re ready to buy?! You can’t expect them just to float back over once they’re ready to buy in, let’s say, a month’s time.
You need their details NOW. And here’s how you can get them…
Set up a pop-up
Creating a lead capture pop-up on your homepage can help your website visitors convert into a lead almost instantly. If they’re not interested just yet in parting with their information, they can simply close the window and continue exploring your site.
Use free pop-up tools such as Hello Bar or HubSpot, these are both free and easy to setup – you can see how many people have converted through each form, so you can make informed decisions about which content offers are generating the most interest amongst your users.
Include a call-to-action at the end of each post
At the end of each blog post, you publish on your website you need to include a call-to-action at the end of it. The call-to-action could be for joining your newsletter or accessing a helpful guide that addresses your customer’s problems. Say you offer a counselling service, you know your patients are stressed with work; you could create a downloadable guide that takes them through three steps to de-stress, for example.
Creating great content your audience wants to consume, will help them part with their email address in exchange for something that is perceived as a highly valuable piece of content.
Get rid of distractions and clutter
Having simple and clean landing pages free from distractions can help you clearly highlight the path you want your users to take around your site. You should aim for one clear action per page – cluttering your pages with many actions for your users to complete can increase bounce rate and, subsequently, decrease the volume of leads you’ll generate through your website.
Try creating actions relevant for each page of your website, for example, if it’s your pricing page they’re viewing, they might well be interested in a demo of your service, or maybe they would be interested in a free 30-minute consultation.
Testing is key to a successful lead generation strategy. Tweaking the colour of a button, or the wording of your call-to-actions can deliver some great results for your business.
Make sure you have a measurement strategy in place so you can record how many leads you’re generating each month, through which channels they were generated and what tactics you employed that month.
Recording all this can help you keep focused on your strategy, removing the need for aimless tactic implementation.