If you want to know how to get leads from your website for your business. If you want to transform your website into a customer or lead generation machine. I’ll show you the best tips and tactics and secrets to get their best.
We’re gonna be talking about something really important and really exciting and that’s the idea of getting leads using your website. So when we talk about getting leads.
I’m really talking about two different ways.
The first is Direct Leads.
So these are people who come to the site. They’re ready to, they want to talk to you, they want to schedule an appointment or fill out a form or just give you a call.
So we’re gonna start with talking about those people.
But a little later we’re actually going to talk about indirect leads as well. So these are people you want to just kind of get on the email list. These people aren’t necessarily ready to act yet but you want to get them on your list.
So you can continue to nurture them over time so that when they are ready you are top of mind for them.
Let’s talk about those direct leads so basically again these are people who are ready to go right now.
So the first thing you need to do is decide on the action that you want people to take on your site. What’s that big call-to-action going to be do. You want people to pick up the phone and call you, do you want them to fill out a form giving you their info. So you can give them a call back when it’s convenient for you.
Or what I like to do to make it a little more automated is allow people to schedule an appointment or a consultation with you right on your website.
Eliminating all that back-and-forth of what time works for you, what time works for them it’s all automated. Because that can really be a huge pain.
So what I like to use is the program called calendly I’m not affiliated with them in any way I just happen to use them on my site. It’s just a really easy way to set your own schedule and then allow your customers or clients to pick pre-specified times that you’ve already chosen.
It’s really easy to embed on your site and. It even syncs with your online calendar like a Gmail or an Outlook.
So what it does is it actually reads your calendar to see. When you’re available and when you’re busy. So that it doesn’t book you when you’re already in a meeting or something or on vacation. It also puts new meetings that calendly schedules on your calendar so you get alerts. There’s no need to manually add these appointments to your calendar.
What I really like about calendly is it lets you ask some questions including just really utilitarian questions like contact info. Cause you need to know how to get in touch with them but also some pre-qualification questions.
In other words it lets you ask questions to really let you gauge if this is a qualified prospect for you or not.
- Do they have the budget.
- Are they the right kind of client for you.
It also allows you to ask some kind of preparatory questions. So you know if there was anything you needed to know before that call to really get you prepared for that call. You know you can ask questions about that as well.
Whatever you decide that main call to action is gonna be. Whether it is to schedule an appointment on your site or just to fill out a form or even to call you.
This is going to be your main call to action throughout the site.
So make it very prominent and style it as a button not just as a text link you want to really make it stand out.
One of the ways to do that is to choose a color for that button that stands out against everything else on your site. You’re only going to want to use that color for that button.
Now since this is going to be the main call to action throughout the site. I definitely recommend you placing it in a few key areas basically on every page in the main navigation on top.
Ideally you’d have your other navigation elements. Just as text links and then your CTA is going to be styled as that button that we talked about.
I’d also recommend putting it toward the bottom of all your important pages in a single column with a headline on top and the button right underneath it centred.
I also recommend putting it at the end of every blog post. As well as on your about page.
Okay so that covers the direct leads on the site.
But what about the more long-term prospects who are not exactly ready to convert just yet. Because 80 to 90% to percent of people coming to your site today are only in research mode. Only about 18% percent of those people are gonna be willing to talk to you or a salesperson before they’re actually ready.
So for those people you definitely want to make sure you stay top of mind for them throughout their entire decision-making process. So that you end up making the shortlist.
When it’s time for them to actually make that decision and the way you do this is you need to offer them something valuable in exchange for their email address. Now newsletters or eBooks don’t cut it anymore.
I hate to say it but nobody cares about your newsletter. When’s the last time you signed up for one of those you know they don’t seem very valuable. Neither do books anymore of there used to be a lot of value associated with an e-book.
The problem is people have been kind of abusing that over the past few years. People have caught on to it people kind of expect now that it’s gonna be a three page PDF. That just doesn’t go into enough detail to make it worth it for them.
So we’re gonna have to up the ante a little bit. Come up with something a little more irresistible if you want to get those email addresses.
And of course I’ve got some good ideas for you here.
1. Cheat sheet or a quick start guide
So the first one is pretty easy to pull off and that is just the idea of a cheat sheet or a Quick Start guide. Now this works great as what we call a content upgrade.
Let’s say you have a blog post about a certain topic. This cheat sheet or Quick Start guide is an accompanying download that basically allows people to just download it without having to take notes. So that they can act on all those tips.
Now you can have just one of these site-wide or you can have different ones. That accompany different blog posts it’s up to you.
Next up we have a workbook which is definitely an upgrade from an e-book. Because it offers really clear steps and it promises some kind of an outcome once the actions are taken within the book. Because it offers clear steps and it promises some kind of an outcome once the book is filled out and all the steps have been taken.
Now this can be a downloadable, printout or you can get a little more interactive with it using a google form where they can fill it out online.
There’s an added benefit to doing it this way actually. Because you can set it to where those answers are shared with you. Which may give you some relief valuable insights into exactly
Who your customers are and
What kind of problems they’re facing.
3. Video or audio training
Okay my next suggestion is a little harder to pull off and that’s a video or an audio training. Now this can be a pre-recorded video or a live webinar.
This is a great way to get a little more personal and connect on a deeper level with your prospects, that you couldn’t really do with any kind of a written material.
If the idea of video scares you audio can actually be pretty effective as well. There’s a business coach named Marie Forleo who’s pretty well known and her main lead magnet is actually an audio training. People just download it and they can listen to her Walter driving to work, walking the dog or at the gym.
4. Video series
If we’re talking about video or audio you can take this a step further and do a video series.
What I really like about a video series is it establishes a bit more of a relationship over time. It also promises an outcome once you get to the end of it.
Next we have quizzes people definitely love quizzes. Because they’re interactive and it plays on people’s curiosity you know they want to see the results at the end. A few great ideas would be to determine if a prospect is right for your product. Or service or which product or service would be best for your client based on their particular situation.
6. Multi-day challenge
Next we have a multi-day challenge. This is basically challenging your audience to get a desired outcome or learn a specific skill within a set of days. You send them one email a day with a different short assignment and people love this because it’s interactive. It definitely promises a result at the end of it.
The main thing to think about with any of these lead magnets is you want people to be saying at the end of it.
Things to Note
Okay now a few things to note for all of these lead magnet ideas.
You want to be sure that it’s that you email deliver it as opposed to them inputting their email. Just taken to a landing page where they download it.
You want to make sure they know this that it’s gonna be sent to their email. That’s really gonna cut down on the fake email addresses people would give you. Make this opt-in really prominent around your site.
Think of it as a second call to action right behind your more direct call to action. You want to make sure it has its own landing page that you can link to from social media or Facebook ads if you want to go that direction with it.
As well as giving it its own little mini section on all of your important pages.
I’d even go a step further and make sure you have an exit intent pop up on all your important pages.
So in the end you should have a call to action for those people that are ready to do business today. One for the people who need to be nurtured a little more long-term.
Now I want to hear from you and I want to know in the comments below. Which of these lead magnet ideas are you thinking about using for your own business.
Leave that or any comments or questions in the comments below and I’ll get to all of them. I can’t wait to read them.