Everyone wants more website visitors and sales, which is a good thing. But you can’t get everything you want in life, or in online marketing and sales. So you have to ask yourself – how much sales do I want from my online activities, and what do I have to do to get it? How many leads, and how many visitors from which source to generate these leads online? Once you know that, then you can start figuring out the how part and what it’s going to cost you.
Step 1 – How Many Qualified Leads Do I Need to Generate?
Let me do a bit simple math for you. Let’s say your sales target requires you to get 50 more sales from your website per month than you do now. If you’re getting about 100 sales now, then you need a 50% increase in traffic and lead generation to achieve your new sales target of 150. So look at your traffic analytics and sales performance reports to find out:
- What is your conversion rate from website leads? Let’s say it’s 10%, which means you need 1,500 leads in order to close 150 of them.
- What is your lead generation rate? Let’s say it’s 3%, which is a pretty fair average for the web. So, in order to get those 1,500 leads, you would need 50,000 visitors per month.
How to Get 50,000 Visitors Per Month
It’s not easy to suddenly bump up your traffic by 50% overnight. At least not 50,000 in organic traffic and click-throughs through search engines and social media. What you can do is to balance paid and free traffic. Start by assuming that you have to buy 50,000 clicks, while you ramp up your SEO, social media marketing, email marketing and other channels. As your organic traffic grows, you can start reducing the paid traffic, so that the net increase stays steady at 50,000 per month.
I agree it sounds easy on paper, but it’s a lot harder to do. Your paid traffic may not convert, and your SEO and social media may be working too slowly while you are spending huge amounts of money. It’s an unsustainable situation if you get it wrong. But if you do get it right, it can instantly generate 50 more customers per month, which will help you sustain the paid traffic while doing SEO. It’s a win-win situation that will skyrocket yoru growth overnight.
Optimize Your Website for Converting Leads Online
One more thing you can do to get even more leads online is to optimzie your website and pages. This doesn’t mean optimization in the SEO sense, although that is also needed. What we’re talking about here is design and user-friendly optimization that will make your website more functional and provide a better user experience.
For instance, improving web page loading speed is one thing that is a proven conversion rate optimization (CRO) technique. A minuscule 1 second improvement in page loading speed boosts conversion by up to 7%. I suggest you run this website grader test on your site, and find out what things you can do to make your site better, faster and more user-friendly.
Apart from making your pages load faster, you can also improve conversion rates through:
- Targeted Content – Blogs and text-rich informative web pages are great for attracting search engine traffic, but the conversion rates are relatively bad unless you have done some extreme targeting using content tailored to draw in your ideal buyer personas. So instead of writing blog posts about what you know and are passionate about, find out what your buyers want to know about and would like to read.
- Landing Pages – Along the same lines, another you can do is to move your visitors from the blog to a landing page or pages. These are pages that are optimized to focus the visitor’s attention on a specific call to action (CTA). You can see examples of some great and perfectly optimized landing pages here.
- Video – Yet another thing that improves conversion rates is video. Website visitors who watch a video on a landing page are 144% more likely to convert than those who don’t. So just add a product demo or intro video to your landing page, and your conversion rate will shot up.
- A/B Testing –A/B split testing is the best and most scientific way to increase conversion rates on a long-term basis. You can keep testing what works and what doesn’t by making small tweaks and comparing the previous version with the new one.
Note that A/B testing needs a lot of traffic in order for the results to be significant. If you don’t have the traffic, I suggest you do this testing when you run a paid marketing campaign. Also, you do’t have to be an expert on A/B split testing to do this. You can easily run these tests online using tools such as VWO.
- Traffic Analytics – The oldest and best trick in the book to increase conversions is to study your traffic data. If you’re not making use of Google Analytics, then now is a good time to start. Once you add the code to your template and the data starts pouring in, block time on your calendar to study the data once a day, or at least once a week. It’s extremely to know which of your pages is getting the most traffic, from what source, what keywords, etc. The analytics will also tell you key metrics such as bounce rates, avg. page views, sessions, demographics, and more.
List of Top Lead Management Tools
Lastly, make use of technology wherever possible to automate as much of your marketing and sales as possible. Combine and integrate marketing automation with a CRM, traffic analytics, Mailchimp, etc. To create a seamless machine that automatically manages everything from generating leads online to adding them into your CRM, followup emails, and the analytics reports sent to you about visitor actions and conversions on your site.
These are the top lead management tools you can make use of: