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Why Am I Here?

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Lead Generation and Conversion

Turn Your Traffic into Leads & Sales

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Great to see you (again)!

Dan SminkPartner

James OmdahlDigital Strategist

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“Leads are metric that, as marketers, we have to rely on.  Because leads mean money.”

~ Kipp Bodnar, Hubspot

• What Is A Lead?• Lead Generation• Offers• Calls To Action• Landing Pages

Agenda

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What Is A Lead?

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What Is A Lead?

It’s a chance to start a dialogue with a potential

customer to convert to a sale

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Create Offers To Generate Leads

Calls To Action (CTAs)Lead Capture Form

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Target Different Customers

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What’s A Good Offer?

• Good offers should:– Address one or more

customer problems– Provide a targeted

solution to the problem– Be time sensitive– Give a special

discount or reward for taking action

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Offer Examples

• Whitepapers: “Seven Secrets for Planning a Successful Party”

• Checklists: “Colorado Fall Law Care Checklist”

• Special Events: “October Camper Clearance Preview Party”

• Infographics: “What the Government Shutdown Means to Your 401k”

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What Makes a Good Call to Action?

• Good calls to action:– Use the language of

your customer– Create a sense of

urgency– Convey value– Create excitement– Clearly tell your

prospect what to do

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Call to Action Examples

• Buy Now Before it’s Too Late!

• Get Your Free Copy Today (a $79 value!)

• Only 3 Left at This Price! Buy Now!

• Don’t Make the Same Mistake I Did, Download this Report Today!

• Join the Revolution Today! Click Here to become a Member Now!

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Landing Page Background

• Landing page - allows you to capture a visitor’s information through a lead form.

• Good landing page - will target a particular audience.

• Landing page – helps convert a higher percentage of your visitors into leads.

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Landing Page Optimization Tips

1. Use a clear title, description, and layout.

2. Remove all distractions.

3. Streamline and shorten forms

4. Follow up with a “thank-you” page or an auto-response email.

5. Suggest other offers or steps they can take.

6. Track your conversion rates closely

7. Test, Test, Test.

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Landing Page Comparison 1

Highest Email Opt-in?Version A Version B

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Landing Page Comparison 1

Highest Email Opt-in?Version A Version B

Version BIncreased Email Opt-ins by 11%

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Landing Page Comparison 2

Most Appointments Scheduled?Version A Version B

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Landing Page Comparison 2

Most Appointments Scheduled?Version A Version B

Version BIncreased

Appointments Scheduled by 17.9%

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Offer Text Comparison

Highest Trial Registrations?Version A Version B

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Offer Text Comparison

Highest Trial Registrations?Version A Version B

Version BIncreased TrialRegistrations

by 38%

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Call to Action Button Comparison

Highest Sales?Version A Version B

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Call to Action Button Comparison

Highest Sales?Version A Version B

Version AIncreased Sales

By 24% and Revenue per Customer by 48%

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• Testing your Pages is Crucial!!!– Visual Website Optimizer– Google Content Experiments– Unbounce– SiteCatalyst

Testing Tools

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• Use multiple offers or CTAs per page to address – Different customers– Different stages in buying process

• Rotate offers on page• Place CTAs on blog sidebar and at bottom

of blog• Create a thank you page and/or an email

with a subsequent offer

Lead Generation Tips

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Questions?

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C1 Partners

P: 303.501.1821

W: c1-partners.com

T: @c1partners

E: info@c1-partners.com

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