In the fast-paced world of digital marketing, generating more leads is the key to growing your business. The more leads you can attract through your website, the faster your business can thrive. In this comprehensive guide, we will explore 15 lead generation principles to help you maximize the potential of your website. These strategies are backed by the expertise of Exposure Ninja, a renowned digital marketing consultancy. With their guidance, some clients have grown to acquire over 400 leads a day. This article is not about increasing website traffic but rather optimizing your website’s ability to convert visitors into leads.
Now, let’s delve into each strategy in more detail.
In the ever-evolving realm of digital marketing, the age-old question of “How do you grow a business fast?” finds its answer in one simple phrase: get more leads. This guide will walk you through 15 lead generation principles, sharing insights from the experts at Exposure Ninja. These strategies have helped clients amass over 400 leads a day, and they can work wonders for your business too.
2. Setting the Foundation
Accurate Conversion Tracking with Google Analytics
John Wanamaker once said, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” The solution to this problem lies in setting up accurate conversion tracking with Google Analytics. By measuring which traffic sources generate the most leads, you can make informed decisions about where to focus your efforts.
The Importance of Tracking Clicks to Call and Email
In addition to tracking form submissions, monitor clicks to call and email. These actions indicate that visitors are reaching out through various channels, and understanding their preferences can guide your lead generation strategy effectively.
3. Optimizing Your Website Header
Making Your Main Call to Action Prominent
Your website header is prime real estate for your main call to action. Whether it’s a request for a free review or another enticing offer, having it prominently displayed ensures that visitors, no matter where they are on your site, can always see the primary action you want them to take.
Sticky Headers for Consistency
Sticky headers follow visitors as they scroll, providing persistent access to your call to action. This design element ensures that your CTA is never out of reach and keeps visitors engaged with your offerings.
Alternatives for Long Headers
If your header space is limited or your call to action is lengthy, consider placing it at the bottom of the page or repeating it throughout your content. The key is to ensure that visitors are never far from the action you want them to take.
4. Above-the-Fold Call to Action
Placing Your CTA Form Front and Center
Positioning your call to action form above the fold means visitors can immediately see what they’re supposed to do when they land on your site. This approach is simple and effective in guiding them towards taking the desired action.
Streamlining Visitor Actions
The above-the-fold call to action eliminates any confusion about the next steps visitors should take, increasing the likelihood of lead generation.
Instant Clarity for Visitors
Visitors appreciate clarity and convenience. By presenting your call to action above the fold, you make it easy for them to engage with your business right from the start.
5. Showcasing Credibility
Displaying Accreditations, Awards, and Memberships
Boost your website’s credibility by showcasing accreditations, awards, and memberships. For example, if your business partners with major brands or industry leaders, highlighting these partnerships adds immense credibility to your site.
The Trust-Boosting Impact
These trust signals reassure visitors that they are in good company when considering your services. This reassurance can be a pivotal factor in their decision-making process.
Optimal Placement for Trust Signals
Strategically place trust signals just under the header on your homepage and throughout your site wherever they fit. This builds credibility on every page, instilling confidence in your brand.
6. Clear Positioning Benefit Statement
Crafting a Compelling Statement
Your positioning benefit statement should clearly convey what your business does, who it serves, and why people should choose you. This succinct message helps visitors understand your value proposition instantly.
Defining Your Unique Value
Crafting a compelling positioning statement can be a challenging task, but it’s essential. It helps visitors recognize that your business is precisely what they’ve been searching for.
Ensure your messaging speaks to your audience’s pain points and motivations, using language that resonates with them. This helps you connect with visitors and compel them to take action.
7. Quality Featured Images
Choosing High-Quality Visuals
Featured images on your website, especially the homepage, play a critical role in shaping visitors’ first impressions. High-quality, professional images reflect positively on your brand, making it more appealing to potential leads.
The Visual Impact
Quality images can disarm visitors and provide a positive initial impression, crucial for building trust.
The Perception of Quality
Pixelated or low-quality visuals can detract from your website’s overall quality. Opt for high-resolution images to create a more favorable perception.
8. Leveraging Reviews and Credibility Statements
Building Trust with Testimonials
Testimonials provide social proof and build trust. Utilize reviews from satisfied customers to ease the doubts and concerns of potential leads.
Integrating Trust Pilot and User Reviews
Display your trust pilot score, average rating, and the number of reviews prominently on your site. This fosters credibility as soon as visitors land on your page.
Quick Credibility Building
Including reviews or credibility statements above the fold ensures that visitors instantly perceive your business as trustworthy and reliable.
9. Repeating Calls to Action
Engaging Different Visitor Types
Visitors come in various types, including impulsive decision-makers and those who prefer to research. Cater to both by repeating your call to action throughout your site.
Guiding Impulsive and Research-Oriented Users
Repeat your CTA or echo it on different sections of your page, allowing visitors to act when they’re ready.
Ensuring Clarity in Visitor Actions
Make it crystal clear what visitors should do next. Ensure that a call to action is visible whenever they are ready to take the next step.
10. Catering to Sub-Pages
Extending Conversion Optimization to All Pages
Don’t focus solely on your homepage. Optimize every sub-page on your site to reach a broader audience.
Reaching New and Returning Visitors
With visitors entering your site from various sources, each page should stand alone in converting leads without relying on prior knowledge.
Targeted Conversion Optimization
These sub-pages can be used for targeted advertising, functioning as independent landing pages for different customer segments.
11. A/B Testing with Google Optimize
Daring Experiments for Significant Improvements
Experiment boldly with A/B testing, exploring larger changes rather than incremental ones. This approach can yield substantial improvements.
Prioritizing Bold Testing
Focusing on significant variations in page layout, headlines, and calls to action can lead to more impactful results.
Avoiding Incremental Changes
Testing bigger elements helps you discover substantial improvements, which is often more valuable than fine-tuning minor details.
12. Try Livecall.io for Callbacks
The Magic of Bouncing Phone Icons
Livecall.io provides a handy callback widget with a bouncing phone icon, offering a unique way for visitors to initiate contact.
Facilitating Real-Time Connection
Visitors can leave their details for a callback, creating the impression that your team is calling them back, leading to more immediate interactions.
Engaging Visitors Actively
Livecall.io enhances the user experience by facilitating real-time connections, leading to increased engagement and potential leads.
13. Supercharge Your Content
The Importance of Unique Selling Propositions
Understanding your Unique Selling Proposition (USP) is crucial. Your USP should address customer pain points, making your offerings compelling.
Understanding Customer Pain Points
To craft compelling copy, delve into your customers’ pain points. Use language that speaks to their concerns and desires.
Compelling Copy for Conversions
Compelling copy can significantly boost your conversion rates, making it a valuable investment in your lead generation efforts.
14. Lead Magnets for Early-Stage Leads
Nurturing Leads in the Buyer Journey
Not all visitors are ready to convert immediately. Offer lead magnets, such as guides or free resources, to attract early-stage leads.
Attracting Those Not Ready to Convert
Lead magnets provide incentives for visitors who are in the research phase of their buyer journey, allowing you to build relationships with them.
Offering Compelling Incentives
Create lead magnets that resonate with your audience and align with their stage in the buyer journey, ensuring that the offer is genuinely compelling.
15. Automated Indoctrination Sequences
Building Familiarity and Trust
Automated indoctrination sequences help familiarize leads with your business, build trust, and ease them into becoming full-fledged leads.
Developing Strong Relationships
Nurture relationships through automated sequences that educate leads about your offerings and benefits.
Moving Leads through the Sales Funnel
Automated sequences guide leads through the sales funnel, providing the right information at the right time, ultimately leading to conversions.
By implementing these 15 proven strategies, you can significantly boost lead generation on your website. Remember, it’s not just about increasing traffic; it’s about converting visitors into valuable leads. These strategies work best when combined and tailored to your specific business needs. So, take the first step toward improving your lead generation, and watch your business thrive.