Tag Archives: internet lead generation


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5 Mistakes You May Be Making That Prevent Web Visitors From Turning Into Web Leads

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Web leads are the people who visit your business web site. If properly managed, web leads often become customers. If your web site and the copy on the pages (as well as other information and helpful content) are well written, visitors will be led from a landing page to the pages that will provide the information they want or answer their questions.

A study by the American Marketing Association recently revealed that only 80% of those who visit a web site will make it beyond the landing page, only 20% will reach the shopping cart, and only 2% will make a purchase. This reveals two important truths: (1) many web sites are not making navigation easy enough to move visitors through the site to a purchase, and (2) web sites are not helping people overcome the typical barriers to buying.

According to the study, the five leading reasons people leave a web site before making a purchase are:

1. They are not ready to buy. Instead they are still gathering information or they are not the right visitors. Web leads must be managed (if they are the right visitors) in ways that help them gather the information they need quickly and given a reason to buy now.

2. Unclear site instructions. These web leads shut down because they cannot find the information they need to buy. Your job is to make that information easy to find.

3. They get distracted. Often there is too much dissonance on the page. The landing page should resemble the ad that brought you the web leads. This will feel comfortable. There should be nothing on that page that is not designed to move the lead to a buying decision.

4. Fear, uncertainty or doubt. Many things can produce these feelings. Among them are too many product choices or options, the risk associated with buying complex or high-priced items or services. Your job in managing these web leads is to remove the risk (or mitigate it), limit the number of options and help them move to more and more focused information and decisions.

5. Frustration and fatigue. These are the web leads that get tired and frustrated because they cannot find what your ad told them to expect or because there are too many steps in the purchase or links do not work properly, etc. Your site design and the text on your landing pages must remove these possibilities.

Web leads are too often people who might have bought but gave up. Managing leads means removing barriers. When you can find ways to manage web leads around these barriers, you will reduce the number of people who leave your site without buying from you.

If you own a small business and want more information about web leads, access five short videosat http://videos.internetleadgenerationacademy.com. Discover techniques like how to get on Google’s first page and creating a video without a camera.

Ten Ways To Get Internet Leads

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Many small business owners and professional services firms have the erroneous belief that if they put up a three or four page web site that duplicates their press kit they will instantly generate new internet leads for their business. Generating leads for a business is not quite so easy or so hands-free. But it also is not advanced calculus.

If you want to get internet leads to grow your business you need a marketing plan, a web site that will convert leads into customers, an investment of time and effort or an employee with the skills to do the work, and a process to lead people from hearing about you to becoming your customers and staying customers.

We live in a time when people want and expect information. They will visit your web site and give you contact information and permission to contact them only if you offer the information they need in a format they want. This means that part of your internet leads strategy must include a content strategy. You must decide what kind of content you can offer and how you will package it. They you must decide whether to offer it free or for a price. Finally you need to decide where you will promote that content package and how you will deliver it to the people who meet your qualifications.

Among the activities that will bring new internet leads to your web site are:

- active social networking

- article publishing

- media releases

- a web site created with the customer in mind

- appearing on the first page of relevant search results

- video content (if appropriate)

- properly structured web site.

- email marketing strategy

- Adwords and online advertising

- lead nurturing process

Whether you launch a strategy to get internet leads or you decide to buy internet leads from one of the companies that sells lists of leads, you need to have everything else in place first – your attractive offer, quality content, information about the products or services you offer, and a way to move people through the buying cycle.

If you own a small business or professional and want to learn more about lead generation, view the free video, “How Article Promotion Can Send 25,000 Visitors to Your Site Every Month – For Free.”

B2B Lead Generation Tips

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There must be a reason some people are successful with B2B lead generation and others are not! The reason is that some people either leave out one of the ingredients in the secret formula or they slack off and don’t include enough of one of those critical ingredients. Whether you are trying to mix up Uncle Billy’s Picante Sauce or a top chef’s secret recipe or a lead generation campaign, the simple fact is that it just will not come out right without all of the ingredients.

There are ten B2B lead generation steps. You will need all ten steps if you want your B2B lead generation program to succeed. Here are the ten steps:

1. An overarching lead generation plan. You need a plan that keeps all of the elements of a B2B lead generation campaign balanced, and moves each prospect through a carefully planned process.

2. Set smart goals. The goals need to be reasonable but strenuous, and they need to be written in a way that allows you to measure success. Then measure everything against them.

3. Build a description of your perfect customer. Know who is likely to be your customer. Then build a description that includes everything you know (or can conjecture) about that customer.

4. Send a clear message. Everything you say needs to be appropriate for your perfect customer – pitch your message to that customer avatar. Don’t over-estimate or under-estimate the customer in any way.

5. Use strategically aligned B2B lead generation tactics. Design your program and your campaigns so that all of the marketing tactics you use work together.

6. Get a good database that you believe will meet your present and future needs . You need a good database capable of meeting your needs and easy to use. It needs to be flexible enough to meet all of your lead management needs.

7. Make sure sales and marketing are working together. If you have a large enough company to have both sales and marketing departments, you already know they don’t always play well together. Teach them how to play together.

8. Build a process you will use consistently to move potential clients toward a purchase. When you get someone’s attention you need to move them through a carefully orchestrated process that will tell them everything they need to know in order to buy from you.

9. Measurements and Analytics. Learn everything you can about your ideal customer and about the people who are responding to your marketing. If you are not reaching the right audience or sending the right message, you need to analyze why and adjust either your targeting or your message.

10. Constantly adjust your B2B lead generation efforts. Constantly review your messages, your target customers and your processes. Every step in this outline needs to be working perfectly.

These ten B2B lead generation secrets are all necessary. Every ingredient needs enough attention and all ingredients must work together, just as the ingredients in a magic formula work together to create that unique and amazing result.

If you own a small business or professional and want to learn more about lead generation, see the short video, “How Article Promotion Can Send 25,000 – 50,000 New Prospects to Your Web Site Each Month – For Free.”