Robust lead generation is essential in every business. Without a queue of potential buyers to contact, your sales team risks unproductive downtime. Qualified leads are the fuel that keeps your sales machine running – run out of gas and your business isn’t going anywhere.
Maximizing online lead generation you means optimizing three variables: site traffic, number of captured leads, and quality of leads. Master all three, and you’ll grow your business.
Increase site traffic
A website without traffic is as useless as a trade convention without attendees. Every online lead generation campaign starts with a plan to bring in more visitors. The two main strategies to boost site traffic are Search Engine Optimization (SEO) and Search Engine Marketing (SEM).
It takes professional expertise to navigate the fast-moving world of SEO. Every year Google changes its proprietary search algorithm between 500 and 600 times. Instead of trying to game the system, non-experts should always focus on one thing: providing real value to site visitors. That, after all, is what Google is trying to measure in the first place.
Ask yourself what problems your buyers face and then provide information that addresses them. Mine internal resources like case studies, presentations, and research for engaging content. When you provide real insight to your visitors through though provoking blogs, helpful eBooks, or informative infographics, you bring more traffic to your site.
And don’t shy away from a SEM budget. The ability to set a daily limit on ad words spending ensures that companies of any size can grow traffic while controlling costs. Remember that marketing boils down to buying customers. Every lead you bring to your site is an opportunity to close a sale. Why wouldn’t you want to increase your traffic for dollars a day?
Capture more visitors as leads
Drawing interested visitors to your site is only half of the battle. Until you capture contact information, you don’t have a lead.
Provide an incentive for prospective buyers to enter their contact information. Encourage visitors to sign up for a newsletter. Offer a demo of your solution to those who provide their email address. Give an ebook download to those who enroll in your webinar.
Make sure that no visitor to your site is more than a few seconds away from providing their contact information to access added value. Put a call-to-action at the bottom of every page and you’ll turn a higher percentage of your site visitors into leads.
Maximize lead quality
Not all leads are created equal. If you can ensure a higher percentage of your captured leads are likely to buy, your sales team can bring in more revenue with less time investment.
Make sure that your site’s messaging is well-targeted to your audience. Suppose you sell a management training system. Every image on your website and every post you make should connect with HR decision makers. If you can’t answer the question, “how does this make my target audience’s life better?” then the content doesn’t belong on your site.
Also remember that good leads can go stale – so be sure to adopt systems that ensure quick action. Wait too long, and a prospective buyer will reach for a competitor. Quick action also ensures top-of-mind awareness that helps you connect with leads. Leverage modern tools, and there’s no reason you can’t reach out to a lead within the same hour of capturing the contact information.
Fossasia suggest you to Maximize the three variables of online lead generation and you’ll close more sales more quickly at a lower cost. That’ll keep your business in the fast lane.
Source : bizjournals
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