How can I get more leads?
How to increase the number and quality of leads is my most frequently asked question. While the solutions are unique to each organization, and it’s rarely just one thing, here are six ideas to consider to help increase leads:
Claim Your Google My Business (GMB) Listing
If you have a physical location, claiming and regularly updating your GMB listing is critical and may account for as much as 25% of your local search performance (see the chart below from Moz, 2018 Local Search Ranking Factors). Your GMB listing provides an easy way to help customers find office hours, special offers, FAQ’s, and other helpful information.
Source: moz.com, 2018 Local Search Ranking Factors
2. Test Digital Ads
Google Ads, Facebook Ads, and retargeting ads are ways to increase website traffic and leads. If people are searching for the products and services you provide (i.e., dentist, flowers, caterer), consider Google. If you have a product or service that is not well-known, consider Facebook to improve awareness. Facebook is also an excellent way to stay in touch with current customers, make special offers, and grow your social presence. Retargeting ads “follow” people who’ve visited your website, on facebook or other sites, like news, games, etc.
3. Improve Search Engine Optimization (SEO)
If you want to increase leads, SEO is an important, ongoing investment. Start by building a list of the search terms you want to rank for. Then improve on-page optimization using those terms as the focus. On the chart above, on-page optimization accounts for 14% of local search performance. Search performance is also impacted by website technical factors like mobile friendliness, and website speed. SEO techniques are constantly changing so you may want some help to determine SEO priorities.
4. Use Email
Collect email addresses on your website and set up automated email streams for those who register to introduce your company and services. Email strategies are especially important for more expensive products/services, or when product/service is not well known. Make your emails short, and offer something of value.
5. Improve Your Offers
Test a variety of offers for customers and prospects, ads and email are two great ways to implement the test. Offers may incorporate a special price, unique terms, free with purchase, referral bonus, content (i.e. checklist), chance to win, etc.
6. Increase Website Conversions
If you’re getting traffic to your website that doesn’t covert, update your home page and landing pages to lead people to a single response, whether it’s a phone call, form, or content download. Often home pages often have way too much information and too many next step options. Heat-mapping and user experience testing can be useful tools to improve your website experience and increase conversions.
Need help with these or other strategies to increase leads, let’s talk.