10 ways to generate leads with your website

10WAYSTO GENERATE

LEADSWITH YOUR WEBSITE

A LITTLE ABOUT US

Reach is a marketing strategy firm utilizing HubSpot’s Marketing Automation Software that helps create brands people love by transforming how organizations attract, engage and delight customers while providing an environment that fosters great culture and a professional experience our employees love.

HOW DO YOU CURRENTLY ACQUIRE LEADS?

#1WRITE BUYER PERSONAS

YOUTAWKIN’TO ME?

DETERMINE HOW CAN YOU HELP YOUR PROSPECT?

•How old are they?

•What do they do in their spare time?

•What role are they in their company? Household?

•What frustrations do they typically have?

•Why would they be looking for you?

EXAMPLE: BUYER PERSONATessie is 29 years old and teaches at a local

elementary school. When she’s not writing

her lesson plans, she can be found scrap

booking, taking a hike on vacation and

spending time with her young kids. She is

constantly looking for a better way to engage

her students in history related topics that fit

the school learning standards. She wishes

there was a way for her students to take a

field trip to a local agency and experience

real, but interactive, history. She doesn’t have

a lot of money to provide activities for lesson

plans but does have access to basic school

supplies and is ready to get creative.

#2START A BLOG

“10 THINGSMOMS SHOULDKNOW ABOUT BABIES…”

TELL THEM THE BENEFITS.NOT THE SALES PITCH.

•92% of companies who blogged multiple times a

day acquired a customer through their blog

•You need to be the industry’s thought leader, not

the number one salesman at your company.

•46% of people read blogs more than once a day

#3ADD CALL TO ACTIONS

WUHH?

EXAMPLE: CALLS TO ACTION

EXAMPLE: CALLS TO ACTION

#4ADD LANDING PAGES

WAH!

“IT TAKES TOO MUCH TIME!”

• Companies with 30 or more landing pages generate

7X more leads than those with fewer than 10

• Those with over 40 landing pages got 12X more

leads than those with only 1 to 5

• 68% of B2B businesses use landing pages to garner

a new sales lead for future conversion

EXAMPLE: LANDING PAGE

#5SEARCH ENGINE

OPTIMIZATION

Should be “Simply Excellent Online”

GOOD THINGS COME TOTHOSE WHO WAIT.

•75% of users never scroll past the first page of search results •61% of global internet users research products online. •The format of your page title tags and the quality of content on your site are just a few of the approximately 200 factors that determine the organic search ranking of your website

• Title Tags

• Content Length - Around 400 words

• Enough to answer questions and provide good content.

• Page Load Speed

• Ranking for Keywords relative to your industry

• Duplicate Content

WHAT IS IMPORTANT?

SPEAK HUMAN FIRST.SEARCH ENGINE NEVER.

#6ADD SOCIAL MEDIA

BUTTONS

WAH!

PART 5: HOW TO MEASURE YOUR SOCIAL MEDIA EFFORTS

THE COCKTAIL PARTY RULE= SHARE YOUR EXPERTISE!

WHYYY SHOULD I MAKE TIME FOR THIS?

• Social media has a 100% higher lead-to-close

rate than outbound marketing (traditional media)

• 83% of marketers indicate that social media is

important for their business

• Seek out social media users who meet your

buyer persona description and build a

relationship with them (LinkedIn)

#7CONTACT FORMS GO ON MORE THAN THE CONTACT US PAGE!

BUT I WILL HAVE TOO MANY LEADS!

#8RE-STRUCTURE FOR

CONVERSIONS

OHHH MY WEBBB TRAFFICCCC!

BUT LEADS THOUGH?

THINK VISITOR EXPERIENCE

•The goal of conversion centered design is to focus the visitor’s

attention on the conversion areas and encourage them to complete

your desired action.

•Tell visitors how they will benefit by completing your desired action

•Mobile traffic accounts for about 1/3 of all internet traffic. Ensure

your website is mobile friendly.

#9CREATE

ONE OF A KIND CONTENT

I WUV YOUZ

WHY CAN’T I WRITE WHATEVER I WANT?

•Above all else, your content has to be relevant to

your buyer personas.

•Motivate site visitors to go to a landing page, fill

out a form, and give you their information, you

have to offer them something of value in

exchange. VALUE!

WHAT IS PREMIUM CONTENT?

• Whitepapers and eBooks

• Webinars or Google Hangouts

• SlideShare Presentations

• Infographics

• Interactive Tools & Widgets

#10READ ANALYTICS TO

NURTURE LEADS

WHY NURTURE LEADS?

• Nurtured leads produce, on average, a 20%

increase in sales opportunities versus non-

nurtured leads.

• Companies that excel at lead nurturing generate

50% more sales ready leads at 33% lower cost.

• Nurtured leads make 47% larger purchases than

non-nurtured leads.

QUESTIONS?

RESOURCES• Social Media Marketing Kit:

http://www.hubspot.com/social-%20media-marketing-kit

• The Science of Social Media [webinar]: http://offers.hubspot.com/science-

of-social-media

• 11 Ways To Make Social Media Less of a Time Suck:

http://blog.hubspot.com/blog/tabid/6307/bid/33438/11- Ways-to-Make-

Social-Media-Marketing-Less-of-a-Time- Suck.aspx

• http://blog.hubspot.com/insiders/tips-and-tricks-to-help-you-generate-more

-inbound-leads

http://www.hubspot.com/marketing-statistics

• http://blog.hubspot.com/blog/tabid/6307/bid/32307/15-Things-People-Absol

utely-Hate-About-Your-Website.aspx

THANK YOU!

KELLY TRACEChief Strategist

kelly@itsjustreach.com407.908.8238

WEBSITE AUDITS