Guest Post Written by Sam Zaman
In an ideal world, businesses would convert 100% of the leads that they generate. Many times, new businesses don’t fully understand exactly how to increase their conversion rates on leads the receive either online, over the phone, or even in person.
Today I want to focus on ten things you can do as a business owner to increase your online lead conversion to help increase your bottom line revenue.
1. Lead Nurturing
Lead nurturing is one is one of the most overlooked strategies that I see. Whether you are a small or large business, lead nurturing is vital to a successful campaign. A lead nurturing program is designed to “touch” the client on a continual basis, using different marketing materials, for a designated period.
2. Set Up A Data Verification System
Having a data verification system place is crucial when trying to increase your lead conversation rates, especially online. This type of system allows you to make sure your data is as accurate as possible. Most free giveaways online are lead generation tactics to collect your email list so that they place you in a funnel and start marketing to you. But a lot of the time, you can go around this system and still get the free download but give the capture form an incorrect email address and phone number to avoid giving out your data. TechnologyAdvice.com has a great example of a data verification system you can use to help your business.
3. Set Up A Lead Scoring System
Having a lead scoring system in place will help make it easier to identify which leads are ready to buy and which are not. If you can identify your hottest leads, you can spend more time and energy on those prospects. To develop a lead scoring system for your leads, you can take a more simple approach and read Hubspot’s article regarding how to set up a lead scoring system for your business.
4. Make Sure Your Content Is Targeted To Your Audience
Targeting content to your audience may seem simple, but sometimes you need to step away and have someone else evaluate the content as if they, themselves, were your prospective client. I can’t tell you the number of times I’ve gotten emails, direct mailers, or magazines sent to my house with subject matter I have no interest in seeing. Naturally, not having a targeted message hurt your conversion ratio, but it also hurts your bottom line and costs you money.
5. Don’t Flood Your Email List With Promotions
It takes a lot of time and effort to get one email address sign up from a lead generation campaign. Don’t mess it up by flooding your subscriber list with a ton of promotions and sales-type messages. I’m not saying don’t send them at all. I’m saying to make sure you time them appropriately and space them out accordingly to not push your potential client away. What you should be doing with your subscriber list is providing valuable content to them and continually educating on your product or service.
6. Creating A Blog
Credibility is everything when trying to get people to buy your product eventually. They want to feel that you care about them and their issues that they are trying to solve. By publishing a blog, you are going a step further than your competition to provide valuable information on your products and services that can help them decide down the road.
7. Integrate Your CRM System With An Automation Platform
In this section, I am going to briefly talk about the importance of autoresponders. When building a lead generation strategy built for online subscribers use a system such as AWeber, MailChimp, or Constant Contact to create beautiful forms that connect to an autoresponder campaign.
8. Set Up An Awesome Landing Page
If you are generating leads online the most crucial part is to have an awesome landing page that converts. You can use a landing page software such a Leadpages or Instapage to develop beautiful landing pages for your lead generation program.
9. Share Content On Social Media Platforms
Sharing content such as posts from your new blog is another way to establish credibility within your community or the audience you are trying to reach. If you are using WordPress as your blogging platform, they have some fantastic social sharing plugins that make it quick and easy for your readers to share your content.
10. Make Sure Your Sales Team Follows Up With Leads
If you’re a large enough company that has a sales team, make sure to have a system in place that allows your sales team to follow up consistently and accurately. Having a sales meeting on Friday mornings to discuss leads, their progress, and potential outcomes will keep these leads top-of-mind and help your sales team to generate sales from their efforts.
There are a variety of different ways that you can increase the conversion rates of your lead generation campaigns. You may be thinking that you are too busy to implement some of the strategies that I mentioned above. If you are, you may want to consider delegating some of these tasks to your marketing team or even hiring someone part-time to help with these tasks.
In the end, you will thank yourself and come out with higher revenues due to all of your extra efforts.
About the Author
Sam Zaman loves to write on technology and related stuff. E-commerce, mobile and internet marketing equally drive her interest. Likes gardening and experimenting with new recipes. An avid reader and absolutely mad @bout donuts. She has been associated with Mofluid for a long time. Facebook – @mofluid Twitter – @mofluid