Experienced marketing professionals are used to working under the assumption that their job is to take care of the “conversion” part of the sale process – turning the lead into actual profit. But when it comes to online business owners, you have the responsibility to also make sure that you are doing your best to increase the number of leads that you get on your site.
In a way, the quality of a business website is measured by the volume of sales leads that it generates. As business site owner, you can use several methods to boost those elements of your site that turn a simple visitor into a potential client. Here are five steps you should begin with if you want to see more incoming leads:
One of the most common ways to generate leads is to use an email subscription tool to add new names to your mailing list. If you want to increase the number of subscribers, give them the opportunity to subscribe on each and every page by adding the tool either to your site’s header or footer. This way, they won’t have to navigate back to the home page or the contact page to register.
Wix ShoutOut is a great newsletter tool that lets you collect and manage your mailing lists easily. You can also design beautiful and effective marketing newsletters with it.
An important avenue for communication with potential clients is social media. If you have business pages on social networks (and of course you should have them!), be sure to add Like, Follow, Share, Pin and Comment social features to your website in various locations. By encouraging site visitors to perform social actions on your site, you are offering new personal communication channels that will later be very useful for conversion.
A visitor on your website will not feel safe to communicate with you if the general vibe of the site does not foster a sense of trust. It’s important to show that you are not just a brand name but an actual human being. One great way to do this is to add biographies of you and your team members to the About page (like we did on ours). Another helpful method is to add testimonials of previous clients with their full names and a small photo, like Wix user Melvin Vermeer did on His site.
This tool is valuable for collecting leads in several ways. First, many visitors will expect immediate answers to questions before giving away their contact info. Second, by offering this service and showing this type of availability and personal care, you are strengthening your visitors’ confidence in your business. Third, the actual chat conversation is a great opportunity to throw in the sales pitch right there and then.
You want to turn site visitors into leads, but are you giving something in return? If you can promise an incentive they will be more willing to step it up a notch. For instance, you could offer coupon codes for products only to subscribers of your mailing list, or you could create a Members Only section in your site where you play exclusive video tutorials or share downloadable materials.
*And an extra freebie tip: Test all of the above! Make sure that all the links, apps and functions are working just the way you want them to. The last thing you want is to actually convince a visitor to become a subscriber or member and lose their contact info because one of the buttons is not set up correctly.
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