Convert – How to get Your Prospects to Take Action

In my previous post, Attract More Leads by making your Website Desirable, I explained how lead generation is a process not an event. The next step in the sales process is to convert prospects. The main goal to convert is to have your prospects take some form of action when they visit your website or view your landing page. Social Driven Sales is your Kelowna online marketing experts in the area of lead generation. We create landing pages to get prospect to react.

Online Form

Lead generation forms are a great way to initiate people to complete an online form. A simple form on each of your website pages requesting only their name and email address, encourages your prospects to take action. Change up the click button to display the word Next instead of submit. Consider setting up your form to capture partial information. Why? If the prospect done not click the Next button, you have at least captured the information they did complete. Using the word Next provides a couple of outcomes.

  1. Your form captures the name and email address of your prospect creating a soft lead for you.
  2. The word Next prompts people to click to see what is on the next page.

The main information to capture on any form is the prospects name and email address; requesting phone number and website should be optional. If you have a list of questions you like responses, consider breaking up the form. Insert a Next button to click to continue completing the form. Another option is to create a list of items to check off.

Keep in mind the purpose why you want your prospect to complete the form. Make sure the questions do not come across too intrusive. You do not want to scare off your prospects.

Landing Page

A landing page is probably the best way to convert and capture prospects. The reason, the landing page is specific. Prospects are opening your landing page in order to gain access to your offer. Think of a landing page as your business call to action. In order to receive the offer they open the landing page for, the prospects need to first complete the lead generation form.

A key page many overlook is the thank you. This is the page you thank the prospect for providing their contact information and to highlight your business services and products. Prospects land on your thank you page after they have completed the online form. They can then download your offer.

[bctt tweet=”People visit your website or landing page for a purpose” username=”socialdsales”]

Make an offer

People visit your website or landing page for a purpose. They want to learn more what you offer as a service and the products you carry. The goal is before they leave your website or landing page, they have made the decision to make a pursue your offer.

Right Call to Action

You have a great looking, current website. Make sure the message generates your products and/or services in the right way. Small details in your delivery can make all the difference to attract or revolt prospects. Tweaks in your message, the appealing layout, or a slight change in the call to action all have a huge impact. Remember you are driving the traffic to your website or landing page; however, your prospects are ultimately the decision makers.

[bctt tweet=” It is vital to build an online presence of trust.” username=”socialdsales”]

Trust factor

For online marketing, this area is undervalued. If your website looks dated with limited information about who you are and your business, people will become suspicious. It is vital to build an online presence of trust.

  • A good website design
  • Mobile responsive
  • Easy to navigate
  • High-resolution images
  • Has an about page
  • Links that work properly
  • Forms easy to access and complete
  • An e-commerce set up properly to make purchase effortlessly (if necessary)
  • Forms easy to complete
  • Social media buttons you have an account

Bottom line; make people feel safe to download an offer on your website

The goal is to get people to download your offer and turn them into long-term customers. Make it easy for them to navigate through your website to view your products and services. As well, make it convenient by including purchase buttons on each page.

Are you looking for fresh, out-of-the-box ideas to lead new prospects to your website? Contact us to start the conversation. Let us help your ideas become a reality.

This article is the second of a series of four. Watch for the next article on closing the deal.

Published by: Mike Cooper - Founder of Black Mountain Media

“Storytellers rule the world”  – Plato

There’s nothing more powerful than the narrative. Not a single thing on earth was accomplished that didn’t first start as a narrative.

Sales and marketing are simply creating and mastering the narrative that connects your business with your ideal clients and compels them to buy.

If your marketing isn’t attracting and convincing your ideal clients to buy from you, there’s a 99% chance your narrative is off. Contact us for a FREE narrative audit TODAY!

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