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How to Get More Leads From Your Website

Are you getting traffic to your website, but you want make sure it’s generating the right amount of leads and sales?

If you’re a local business owner, lead generation from your website traffic is one of the keys to growing their business.

You’ve spent tons of time and money getting the traffic, now it’s time to make sure you’re getting the best return on your investment.

We are going to cover the eight ways to get more leads from your website traffic.

TABLE OF CONTENTS

  1. Write Content That Speaks to Your Audience
  2. Use Web Design That Matches Your Brand
  3. Easy to Use Navigation and Pages
  4. Add Social Proof and Authority
  5. Start the Conversation with Chat
  6. Offer Something for Free
  7. Write Educational Blog Posts
  8. Advanced: Run Heat Maps and A/B Testing

Write Content That Speaks to Your Audience

While there are several important components to building a lead generating website, the content is the most important. 

It’s the wording that ranks a website page on search engines.¬†

It’s the wording that engages visitors to learn more about your business and offerings.

It’s the wording that eventually persuades prospects to take action.

Wondering if your content is generating leads or losing leads?

Ask friends and family, that don’t know much about your business or industry, to check out your website.¬† ¬†The less they know about your business the better.

Then ask them for feedback.  

Can they tell you what your business offers in a clear and simple way?

Do they know why your business is the best and only choice?

Do they know how to take the first step?

Feedback like this can be a powerful game changer.

Want to do a deep dive on your content?

Check out: How to Write Content That Ranks and Coverts.

Use Web Design That Matches Your Brand

While it’s the content that converts, the design can attract or repel visitors within seconds.

Web design includes the visual aspects of a website.  Things like the logo, the colors, spacing, images, fonts and typographies.

When all of these things are put together in a meaningful way, it sends a visual signal to your visitors that your business is professional and can be trusted.

When a business has an unprofessional website, it creates uncertainty with prospects and reduces your chances of getting leads and sales.

 

Logo

Your logo is like The Bat Signal, it’s sending out a message 24/7.¬†

While it can’t/won’t be perfect, there should be some thought behind it.¬†

Setting aside a logo budget will pay off in the long-term.

 

Brand Style Guide

A style guide is a set of design rules for your brand.

It sets rules for how and where to display your logo, how close your logo should be to other elements and what kinds of colors, fonts and typography should be used.

When a business follows their style guide, it generates consistent branding, which in turns projects professionalism to your prospective and customers.

 

Web Design

With a logo and style guide in-hand, coming up with a website that reflects your business the right way becomes much easier.

There is a wide range of options available when it comes to who and how to design a website finding a competent web design agency that fits within your budget is usually the best long-term solution.

Read more: The Ultimate Guide to Understanding Web Design Costs

screenshot of confusing website. how-to-get-more-leads-from-website

 

Easy to Use Navigation and Pages

Confusion destroys leads.

The easier it is for your visitors to find answers on your website, the happier they will be and the more they will learn to know, like and trust you.¬† That’s where the leads come from.

Since every future customer is on a journey to buying something, blocking their path with overly complicated menus or hard-to-find pages will drive them away.

When something blocks us, we usually change direction, and on the Internet that means clicking away to another site, so we can find what we’re looking for.

 

Easy to Use Menu Links

Visitors are happiest when the menu is easy to find and understand. 

If they don’t understand what a link means, they just won’t click it.

So, using terminology your audience instantly understands typically works best. 

Best Practices

  • On desktop, place the menu at the top of the website.
  • Use 1-2 words per link.
  • Keep it to three to five links maximum.

 

Use One Page Per Topic

Imagine clicking a menu link for ‘dog socks’, but it takes you to the ‘cat socks’ page.¬†

Not one to give up, you keep scrolling until you find the coveted dog socks at the bottom of the page.  The dog socks deserve their own page.

Squeezing multiple topics into a few pages will lead to visitor confusion.¬† Confused prospects don’t buy.

We talk more about how best to organize your website here.

 

Use Clear Calls-to-Action

What is a call-to-action (CTA)?

It’s the action you want visitors to take once they’ve read your website content.

The CTA can vary, but for most local businesses it’s usually one of these three things:

  • Call Us
  • Email Us
  • Buy Now

If you’re selling a service the CTA may be something like:

  • Schedule Appointment
  • Schedule Consultation
  • Book Meeting
  • Call Us Now

If you’re selling a product, it could be:

  • Shop Now
  • Buy Now
  • Add to Cart

Once you’ve settled on a clear call, place it strategically throughout the website and try to use a button color that stands out so it’s easy to find.

Add Social Proof and Authority Badges

Generally speaking, most people are afraid of making the wrong choice, so knowing what others have done in their situation helps bring them to a making a decision.  There are three ways to do this on your website. 

We recommend doing all three.

  • Client Reviews
  • Authority Badges
  • Case Studies

 

Client Reviews

Few things are as powerful as past client reviews.

Prospects need to know what other customers think of a business before they buy.

The more detailed/specific a review the better.

Having trouble getting Five Star reviews from your clients?

Read this: How to Ask for a Review

 

Authority Badges

Has your business won awards?

Has your leadership been interviewed or featured in a publication of any kind?

Third-party organizations that recognize your expertise or contributions can help place your business in a position of authority in your industry.

Usually, they will provide badges or graphics and links that you can place on your website (and social media).

 

Case Studies

Most local businesses use client reviews and authority badges, but few seem to use case studies.

While client reviews and authority badges are coming from outside of your business, and are important, case studies are internal.

This is your opportunity to demonstrate your ability to get deliver and get results for your clients. 

Building a case study can be a lot of work but can really pay off.

How detailed you want to get will depend on your industry and how proprietary your process might be.

 

screenshot of live chat features. how-to-get-website-leads-from-live-chat

 

Start The Conversation With Chat

As much as you can try to answer every question with FAQ pages and blog content, visitors will still have questions. 

That’s a good thing.¬† Asking questions is a buying signal.

Rather than letting a visitor lose interest and leave your website, make chat available. 

Give visitors the opportunity to connect with you and ask questions right away.

There are several options for adding chat to your website , so you can find one that suits your business needs.

If you’re a little nervous about adding chat, try it for 30 -60 days and see if it yields results.¬†

If not, you can always turn it off.

Offer Something For Free (Email Lists)

‘Free’ will never go out of style.

Can you offer something for free to your prospective clients that would give you the opportunity earn their trust and future business?

Some of the most common free offers are:

  • Free downloadable guides or checklists
  • Buy one get one free (BOGO)
  • Free shipping
  • Free analysis
  • Free check up
  • Free consultation
  • Free first visit
  • Children eat free

Free downloadable content is a great way to collect emails and build your list.  

Over time, you can nurture future customers through educational emails and blog posts. 

This  strategy is built around using your blog to generate more interest and eventually generate new leads, phone calls and sales.

It’s also a great way to send emails out announcing events, openings, new products or services.¬† ¬†¬†

Offering a freebie is all about nudging your on-the-fence prospects to take that first step, so you can get your opportunity to earn their business.

Sometimes that’s all it takes.

 

Educational Blog Posts

This is an educational blog post. 

It’s also known as content marketing and it’s part of monthly search engine optimization.

FAQ pages are great for answering a series of short questions.

Blog posts are great for answering questions that require longer and deeper explanations. 

Publishing regular, quality content to your blog can help with ranking all of your website pages on search engines, so you can get more traffic and leads.

Each page you add to your website makes it more of an authority in your industry and city.  Google will reward that. 

It is an opportunity to share valuable information with your customers and prospects that they need and want to know.

The best approach here is to write long-form posts that answer your prospect’s in detail.

How does that help with lead generation?

It puts you in a place of expertise with your prospects.  They will think of you when they are ready to buy.

heat map of search engine page. get-leads-from-website-with-Heat Map

 

 

 

 

 

Advanced: Run Heat Maps and A/B Tests

If you are getting over 1,000 new visitors a month, running heat maps and A/B tests can help catapult your leads.

 

What is a Heat Map?

It’s a program that runs on your website collecting visitor behavior to see what people are hovering over and clicking on.

All your visitors are anonymous so their privacy is kept intact. 

You’ll be able see what is working and what isn’t.

You can keep the stuff that’s working and remove or replace the things that aren’t.¬†

For example, that awesome video on the homepage may not be getting a single click, so adding another video may be a waste of time.

 

What is A/B Testing?

A/B Testing is trying out two different elements on your website for a period of time to see which one works best.

It’s also known as conversion rate optimization (CRO).

For example, you can test two different button colors against each other for 30 days to see which one gets more clicks.

During that time, 50% of your visitors will see one color and the other 50% the second color.

At the end of the 30 days, you can see which one got better engagement.  Then you can either keep or change the color based on the results. 

Testing different elements every month will pay off in the long term.

Conclusion

Optimizing your website in these areas, will have a compounding positive effect on increasing sales, increasing your return on marketing and lowering the cost to acquire (CAQ) your customers.

Go ahead, share this article with your favorite people.

This Post Has 2 Comments

  1. Josh

    I want more leads

Comments are closed.