101 ways to increase lead conversion without more money
Post on 11-Aug-2014
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101 Ways to Increase Lead Conversion Without More $
Larry Bruce (@pcmguy)
Founder President CEO MicrositesByU.com
Stop Marketing with you Random Access Main Website
MESSAGE MATCH – make sure your respondent get what got their click
in the first place immediately
Anatomy of a campaign – Placement / Ad / landing experience
Be consistent
Don’t be Boring use images to get your feeling across not text
Clear concise headline is your first impression
Enable social sharing on every landing experience
Pre‐conversion respondent segmentation
“KISS”
Get rid of the navigation
Keep the most important information “Above the Fold”
Drive more engagement with bonus links on the “Thank You” page
Behavioral Scoring / Ability Scoring / Influence Scoring
Show a phone number
A / B Spit Testing
http://www.crazyegg.com/
Keep your from fields to a minimum
Have a landing experience network
Maximize SEO
Facebook Connect to get more content
A CLEAR CALL TO ACTION!
Easy to get to valuable content
The top 3 reasons respondents come to your business
Remove IT from the marketing
http://www.clicktale.com/
Think like a respondent “look outward”
Your eBay Rating everywhere!
Forget your business objectives what are you customer objectives?
The 5 second rule – that’s all the time you have to get my attention
Clearly post your privacy policy
Money follows users on the web – Google
How many “Users” does your website have?
Learn from your failures BUT focus and build on your successes
http://www.usertesting.com/
Have a strategy going in
Begin with the end in mind
“ABS” – Always Be Social
You can always ask for more information after you have the
conversion
Testomonials
Forget Postmortem analyze in real‐time
http://crossbrowsertesting.com/
Track all respondent action
http://app.mockflow.com
Create an Audience not visitor or even fans
Use domain names for easy recall
People remember phone numbers easier than names “8005551212.com”
Start with building on what’s working… if it’s not working there is
probably a good reason
Professional design
http://attentionwizard.com/
Drive offline media online, they’re going there anyway
Google website optimizer
MVT – Multivariate Testing
You don’t have to have brand consistency – experiment be
creative
Use pop‐up and under’sstrategically
What are your endorsements? BBB, eBay top seller ect.
http://www.googlelabs.com/
Don’t sacrifice time to market for perfection, there is always time to perfect, but when you’ve lost the
race you’ve lost
Create, Test, Optimize…Repeat
Reduce respondent Brain Damage
White Space
Get your point across with2 sentences and 3 bullets
http://www.kampyle.com/
Free Trial
Ask subscribers what they like most and how they would describe your business to a friend – that your
content
Ask free trial members what would make them pay
How do you sell your product face to face? Then do it online
Button color, placement, size
Don’t use “Submit”
Don’t make me think
http://userfly.com/
Clear Form Lables
WIIFY – What In It For You
Be remarkable or be invisible –Seth Godin
2 is not a choice 3 or more
Don’t ask until you give
People don’t care how much you know til they know how much you
care
DON’T automatically play audio or video
Avoid information overload
Google analytics
Start small…but start!
Avg. is the beginning of sux! –Jim Ziegler
http://www.surveymonkey.com/
Avoid the “HIPPO” –Highest Paid Persons Opinion as the
definitive
Don’t get lazy, ABT –Always Be Testing
Use a pop off offer
Encourage and “USE” customer feedback
http://feedbackarmy.com/
Transparancy
Allow and show customer comments on your offer
http://thesocialcollective.com/
Use short codes in mobile experiences
Use short code engagement to collect email addresses &
permission
Twitter / Facebook connect to free item
http://www.trackur.com/
Test eveything
Use Social Permotion
http://socialmention.com/
According to Fireclick.com only 4% of clicks convert – don’t be satisfied
with that
Speed is your frined
Write in the 2nd person use “you” and “yours”
http://micrositesbyu.com
Shameless plug
Larry Bruce Founder / President / CEO
MicrositesByU.com(@pcmguy)
lbruce@micrositesbyu.com
281.455.3811
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