Getting The Most Out Of New Sales Leads

The next time you set up a lead gen campaign on your website, don't be surprised when you get a lot of submissions with low quality leads. Your potential customers are probably submitting your website to find another service provider.

In order to increase the open rate and quality of submissions, follow these simple steps:

1) Create a landing page that's designed specifically for this type of submission. Have an image or text that explains what your company does in detail and where they can find more information about you. This should be captured on a screenshot or photo so it makes sense on any device/resolution (but you should include text links if possible).

2) Design a form that includes all the questions your customers will likely have about you. For example: "What are your payment policies?" "How long does it take to provide quotes?" and other questions.

3) Include an opt-in box that explains why they need to provide their contact information. Encourage them to sign up for valuable information that can help them make an intelligent decision on how they want to do business with you. This should be as short and clear as possible, including the benefits of learning more about you.

4) In your email confirmation page, make sure you tell them when they can expect to hear from you. If possible, offer a valuable incentive (a PDF guide) that will help them make the right choice.

5) Follow-up with a personalized email within 1 hour of their submission to ask if there's anything else you can answer for them. Don't cold-call or send them an email on the same day! People are too busy to respond or might be put off by this so you'll waste valuable time here. Give them some time and space, then send the email later in the day.

6) Follow up again with a phone call if you don't get a response in 24 hours. If they still don't respond, try sending another email after 1 week.

7) Don't ask for more information unless the person has submitted your website twice or they've subscribed to your newsletter (this is called double opt-in). This means that they're interested in knowing more about you and are taking action to learn more about you. You can then respond with a form or survey to capture additional information from them but keep it limited and short.

8) If you get a lot of junk submissions (people who aren't interested), you can filter these out by asking them to confirm that they're interested in knowing more about your company. You can ask them questions like: "Do you want to know more about our company?" and "Is there anything else I can tell you about us?"

9) If they still submit your website, then make sure you follow up with an email or call within 24 hours. This is the least you should do to maintain a good relationship because they've taken time out of their day to submit your website and learn more about you. However, don't go overboard here. It's better not to keep them on the list for too long than to annoy them.

10) If you get a high volume of submissions, create a landing page that's designed with your target audience in mind. Have a brand image, text and other information that explains your business in detail and encourages them to learn more about you. The landing page should provide a big red button that they can click to submit their details or ask a question or get more information about your business. Be sure you explain what they'll find out if they click on the button and what it will cost them.

11) For example: let's say you're in the lawn care business and your target audience is homeowners. Your website is designed to capture leads from homeowners interested in lawn care. The landing page should include a big red button that says: "Get Quote Now" and ask them to sign up for more information or submit their details. You'll find that most people won't click on the button because they think it's going to cost them money but they'll find out that you only charge an affordable amount like $19/month when they click on it.

12) If you're providing a service, you should always try to offer an incentive that's worth more than the price you're charging. For example, if your lawn care business charges $25 per lawn and provides free lawn care for up to one year, then include an extra $10 discount offer that covers the next year. You can still tell them it's only 25 dollars and there shouldn't be any hassle with payments but it will help your customer get more value from your business and hopefully encourage them to stay with you for the long term.

13) Don't overdo this approach of offering incentives because it will turn people off by being too aggressive or pushy. If you're going for the long haul, then offer double discounts if a client stays with you for 5 years or more (for example: $5/month discount on their monthly lawn care fee).

14) It's helpful to explain to your customers exactly what they'll get before they sign up. Give them a plan of action and clarify any questions they may have. Encourage them to read through their plan of action and answer any questions before they submit their details.

15) Use common sense when it comes to pricing. If your service costs $50 but your potential customer only care about getting 1 lawn done, then it's going to be very difficult for them to pay that amount. Try to price your service according to the real value it's providing and what you're charging is worth it.

16) If you have a website, then use a landing page to capture all their contact details on your website. This way they don't need to give you all those details again on your form.

17) If they've subscribed or subscribed with social media services, then make sure you capture their email address (or preferred way of contacting them) on your landing page so that it can be propagated across social media platforms automatically.

Conclusion

So, if you follow all the steps above, you are bound to capture more email addresses that will lead to more conversions in the long-term. You may have some short-term gains but they'll dwindle down soon. If they're not part of your database and you don't have a way to contact them, then it's going to be very difficult for you to move forward with your business.

So start capturing more email addresses today and save them in a marketing database that will help grow your business. This is a great way to understand your customer behavior and what they expect from you so that you can provide better services in the future (or even products).