The main concern for most small business owners is the problem of generating both high quantity and high quality leads. Without a steady stream of leads, it is difficult to continue increasing your sales month after month. However, despite the importance of lead generation, only 10 percent of marketers feel that their lead generation campaigns are effective. At CyberMark, we help small businesses grow their leads with tested and proven internet marketing techniques and superior website design. Here are our top tips for helping your small business get more leads.
Lead generation is not as complicated as it may sound. Essentially, every small business needs four critical components to start inbound lead generation: an offer, a call-to-action, a landing page, and good forms.
Creating an Offer
An offer does not have to be a piece of content. It can entail anything from a special discount or free sample for your clients to free trials, memberships, eBook downloads, white papers, or sales promotions. When an offer is scarce, exclusive or in high demand, it naturally becomes more desirable. Whatever type of offer you want to promote, ensure that it is both relevant to the target audience you are trying to reach and their current position in the buyer's journey as well as worth their information in exchange.
Creating a Call-to-Action
Put simply, a call-to-action tells your reader exactly what you want them to do. However, if they do not catch your reader's attention and get them to perform the desired action, you may need to rethink your CTAs. For the best results, place your CTA above the fold to make it easily visible. Use clear, concise copy and incorporate an additional CTA on the â€œthank you pageâ€ of every landing page to further encourage readers to convert into leads.
Creating Landing Pages
Speaking of landing pages, marketing research firm Marketing Sherpa states that landing pages are effective for 94 percent of B2B and B2C companies. Because these dedicated landing pages enable small businesses to direct website visitors to targeted pages and capture leads based on very specific targeting options, they can be the most powerful tool in your campaign.
A great landing page is very simple; it contains a headline, a brief description of the offer and its benefits, a supporting image, a form to capture leads, and a call-to-action. Once your visitor arrives on the landing page, you need to keep them there. A simple way to accomplish this is by removing the main navigation from the page, only to return it after the prospect fills out the form.
A recent marketing benchmarks report reveals that companies see a 55 percent increase in leads when they have 15 or more landing pages. Essentially, the more deals you offer accompanied by landing pages, the more opportunities you will have to generate leads.
Nobody likes to fill out forms, so make sure your forms are short, simple and worth filling out in order to get the offer on the landing page. The fewer hassles your form involves, the more likely a reader is to fill it out. However, the more fields your form has, the easier it is for you to qualify your leads. The best way to find a happy medium when it comes to form length is through testing. Be sure to add social proof or other proof of security to the landing page in order to assure your visitors that you are not selling their information to an email spam agency or some other nefarious outfit. You can do this by adding links to your social media profiles and security seals to the bottom of your forms (if your form has been deemed secure by those monitoring companies).
Generating leads is a priority for your small business and has the power to transform your sales. This article only covers the basics of lead generation. For a more thorough guide to generating leads the right way using your website, be sure to download our free eBook: â€œThe 30 Greatest Lead Generation Tips, Tricks & Ideas.â€ These 30 tips, tricks and ideas will teach you:
- What makes killer performing landing pages
- The best lead-generating content
- How to create offers that are impossible to ignore
- Secret website optimization tips with A/B testing
- And more!
Our Arizona internet marketing company is ready to help your small businesses get more leads to succeed. From mobile optimization, SEO and conversion optimization to email marketing and content marketing, we do it all at an affordable price. Contact us today for a free consultation.