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How to Increase Lead Generation in Your Business

how to increase lead generation in your business

If you want more revenue, you need more leads.

Leads are the lifeblood of many businesses nowadays. It’s much harder to sell to consumers directly than it used to be. Before you ask people to make a purchase, you need to get their contact information and warm them up with lead nurturing tactics.

So, how do you increase your lead generation? You can increase lead generation using the following techniques:

  • Optimize your landing page.
  • Improve your lead magnet offers.
  • Target more consumers.

To learn how to implement these techniques to increase the number of leads your business generates, read on.

Techniques to increase the number of leads.

Optimize your landing page or signup form

The first thing you should do when trying to increase your leads is to optimize your landing page or signup form.

Whether you use a signup form or a landing page to generate leads will depend on a few factors.

If your website gets most of its traffic from content listed in the organic search results or shared on social media, your best bet is to use a signup form. You can place it at the top, on the side, or at the bottom of your content to entice visitors to give you their contact information.

If you have a particularly strong lead magnet or have a marketing budget to work with, you might prefer to advertise your offer with social media ads or PPC search ads. In this case, you would want a landing page over a simple signup form, as it’ll be more effective at explaining the benefits of your offer.

Improve your CTA

Whether you’re using a landing page or a signup form, your lead generation efforts will benefit from improving your CTA.

Place your CTA above the fold

If you place your CTA and signup box at the top of the page, you’ll get more signups and generate more leads than you would if the CTA was placed in a spot that doesn’t show when the page first loads.

This advice goes for landing pages, too. While conventional marketing wisdom tells you to place the CTA at the bottom of your landing page, you’ll often get more leads if you place the offer at the top.Looking to accelerate your email marketing?

Remember, you’re not asking the prospect to buy anything. You’re just asking for a bit of contact information in exchange for something they might find valuable.

As long as the offer is enticing enough, many consumers won’t hesitate to give an email address to claim the offer. No money is being exchanged, so you don’t need to prep them to convert with an explanation of the benefits of your offer. If you ask upfront, they’ll usually comply.

If you want to be a bit more persuasive, you can always add some persuasive copy under the signup form on your landing page. This will explain the benefits to consumers who want a bit more information before becoming a lead.

Fine-tune CTA copy

Your CTA copy is a crucial part of the lead generation process. As the CTA is the only thing most people will read before deciding whether to take your lead magnet offer or not, it needs to convince readers that your offer is worth taking.

Here are a few tips for making your CTA offer shine.

  • Be crystal clear about what you’re offering. As lead generation is such an essential part of your business, your lead magnet should be strong enough to entice most members of your target market to exchange their contact info. So be clear about what the consumer will get if they submit their contact info.
  • Keep it short. Don’t mess around and waste time explaining all of the benefits your lead magnet has. Just describe what it is in the most concise manner possible. If it’s valuable enough, that should be all you need to get an excellent prospect-to-lead conversion rate.
  • Use language that evokes a sense of urgency. Saying things like “Download your free guide now,” or “Start your free trial today” will encourage readers to act immediately, which should increase your conversion rate.

Improve the design to make it stand out.

Sharpen CTA design

In addition to improving the CTA copy, you should also improve the design to make it stand out from the rest of the content on your site. Here are a few tricks you can use to do that.

  • Use a color that contrasts your website design. Using a color on your CTA signup form that contrasts the colors on your website will draw user attention to it. This is important, as website visitors can’t agree to your CTA if they don’t see it.
  • Include images. If your offer can be represented by an image in some way, including this image in your signup form can make the form more appealing.

Add CTA’s to blog posts

If you’ve only got a signup form with a CTA on a landing page, you’re missing out on a lot of potential leads who find your website through content that ranks in the search results or gets shared on social media. Place your signup forms on content pages to maximize conversion rates.

Does your blog marketing need a boost?

Improve landing page copy

While the CTA on your signup form is the most important lead generation copy, sprucing up your landing page copy can also help increase the leads you get.

Match your headline to your CTA

If you’re advertising the landing page with PPC ads or social media, you want the ad headline to match the CTA headline. This kind of symmetry will make it abundantly clear to visitors that they should take the action suggested by the headline.

Use simple, concise language

The average internet user reads at about an eighth-grade level. But even if your target market reads at a higher level than this, keeping things simple eliminates any chance of confusion about what you’re offering.

Improve the form

The way you design your form will have an impact on how many prospects end up becoming leads. To make your form as conversion-friendly as possible, use these tips.

Keep the form simple

The less information you ask for, the more signups you’ll get. It’s best to only ask for an email address at first, and maybe a name if you want. If you want additional information to feed into your CRM, you can get that when the lead gets a bit further down your sales funnel.

Make every field possible optional

If you have a more extensive form, don’t make every field required. Doing so will make prospects less likely to fill out the form in its entirety.

Improve your offers

The quality of your lead magnet offer will play a huge role in determining how many leads you get. If what you’re offering isn’t particularly appealing to your target market, most of them will skip over the lead magnet and continue on their way.

Improve your offers.

Revisit sub-par lead magnets

Check the signup analytics for your current lead magnets. If any have considerably lower conversion rates than the others, it may be a sign that your target market isn’t interested in it. Consider removing it and developing a new one.

Create offers for each phase of the buyer’s journey

If you want to increase the number of leads you get, you should create separate lead magnets for each major segment of your sales funnel. Consider making the offerings further down the funnel related to your product or service by explaining how it can solve a particular pain point that your target market has.

Target more consumers

The more people who see your lead magnet signup form, the more leads you’ll generate.

Leverage social media

Social media is an excellent place to find additional leads. Here are a few approaches to social media lead generation that you can take:

  • Paid advertisements. I recommend using Facebook if you’re running a paid ad, as they have a format created explicitly for generating leads.
  • Share content with your followers. This option is free, though it might be less effective as many of your followers may already be leads. Still, some of those people may share it with their social networks, and you can find leads from this source as well.
  • Ask influencers to share your content. If you have a connection with an influencer in your industry, ask them if they’re willing to share your content with your audience.

Make more keyword-targeted content

 

Make content that targets keywords.

Many leads come from cold traffic that finds you through organic search results. To make your website visible to these searchers, make content that targets keywords relevant to your business.

Buy PPC search ads

Ranking organically is great, but businesses with a marketing budget to spend can buy PPC search ads to get their content or landing pages to the top of the search results.

Final thoughts

If you want more customers, you need more leads.

Even if you already have a lead generation strategy in place, there is almost certainly room for improvement. Use the tips mentioned in this guide to increase your lead generation and bring in more revenue.

Shawn Manaher - Owner of Ignite Marketing
Shawn Manaher
Shawn Manaher is the founder and CEO of Ignite Marketing. He's one part local business growth specialist, one part campaign strategizing ninja, and two parts leader of an awesome nerd pack. He won't eat pancakes unless you call them flat waffles.

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