Optimizing Your Website for Lead Generation
June 20, 2016
Establishing an online presence is no longer a nice-to-have, but a necessity. In today’s business environment, your website acts as an essential foundation for the launch of your online marketing strategies. When executed properly, the right marketing moves can help raise brand awareness, generate traffic, and allow your company to stand out from the crowd.
This is why your website must be optimized to capture and qualify potential leads. Lead generation is the first step towards sourcing prospects and opportunities while nurturing these relationships with the intent of turning prospects into clients and clients into loyal brand advocates. This, in turn, can provide a steady revenue stream that successful businesses need to remain operational.
Here are five ways to optimize your website to help you generate quality business leads.
1. Optimize Lead Generation Forms
Increase the likelihood of visitors providing their personal information by making your forms accessible and easy to fill in. This can be done by posting a sign-up form on every page, but make sure that it only requires essential information that your sales team needs, nothing more.
Most people are not willing to volunteer their personal details from the get-go, so too many fields can be a turn-off. Aside from making the forms easy to find and fill out, boost your lead generation efforts by adding visual cues that point users in the right direction and a valuable offer that is hard to resist.
2. Include Testimonials to Enhance Social Proof
Adding a testimonial page on your website is one way to inform potential clients that your current customers are happy with your product and services. It validates your business and provides social proof so that potential customers trust you and gain more confidence in your ability to deliver on your promise.
Leave no doubt about your reliability by adding visuals such as photos, video, or other rich media to these testimonials. Doing so has a greater impact on the viewer and increases your chances of capturing qualified business leads through credibility and trust.
3. Don’t Dismiss the Effectiveness of Pop-up Forms
Some people find pop-up forms annoying, but they remain one of the most effective ways to capture qualified leads. Believe it or not, but these types of forms have the potential to generate as much as a 50% to 600% increase in sign-ups. Based on that figure alone, adding this feature to your website is unquestionably worth considering.
To find out if your target audience responds well to pop-up forms, test it on your landing page. Put a pop-up form on the page for 30 days, and then remove it in the next month. Analyze the user experience, take a closer look at response rate, and use process this to decide if pop-ups work for you.
4. Consider Using Trust Seals on Your Website
Tech savvy consumers looking to find out more about your products or services turn to their mobile devices for information. In many cases, first impressions are formed through this initial exposure to your online platforms and social media accounts.
Gain their confidence faster with the help of trust seals. Go for trust seal providers that are backed up by a consumer guarantee whenever you can.
5. Invest in a Well-Designed Website Instead of a Ready-Made Template
There are many areas in business where you can leverage the use of free software, but website design shouldn’t be one of them. Cookie cutter websites don’t usually instill confidence in visitors, as savvy users will notice that you haven’t spent a significant amount of time or money to produce them. While numerous free website templates claim to a one-size-fits-all solution, it’s best to spend a little extra to optimize your site’s design.
Be clear about your purpose and communicate this clearly to your designer, so that users are drawn to the most important elements of your website. A well-designed online hub increases customer trust and significantly improves your chances of capturing those qualified leads.
To make the most of these strategies, you must first have a good grasp of your current lead generation landscape so that you can compare and contrast what works and what doesn’t. Analyze the data and use it as your basis for introducing improvements in future campaigns. Focus on what’s working, continue to tweak your message, ruthlessly edit, and eliminate elements that don’t add value.
Your website is the initial touchpoint for online users to experience your brand. First impressions can make or break a prospective relationship so put in the effort to maximize your brand’s chances.
Ready to get your website optimized? Be sure to use our comprehensive landing page checklist!