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How to Increase Leads and Online Conversions

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For service firms and businesses involved in complex sales processes, such as an online marketing company or online agency, the main objective of the website isn’t to direct customers to a shopping cart; the main objective is to convince the site’s visitor to contact the business. The main objective of the website is to generate leads for the sales team so it can convert that web site traffic into business.

In order to make sure that your website is giving you the most amount of leads possible, you need to view your site from a prospect’s point-of-view. In this post, and the next few to come, I will describe a few simple steps, 10 to be exact, that you can take to ensure that your website is a lead generating maching.

The first thing you need to do is establish credibility. You can start by creating rapport with prospects as soon as they reach your website. Make sure your website has a headline that creates a positive, reassuring feeling in the visitor; instead of a simple “welcome”, make your headline say something like “you’ve reached the only website you’ll ever need for (your industry)”. This tactic encourages people to stay on your site and even click a link or two. This will give you the opportunity to earn their trust. The first impression the visitor gets of your website will influence his/her view of the rest of the site. Make sure you speak to your visitors in a professional manner when you are telling the benefits of your solutions. Of course, you need to let them know what’s in it for them.

The next thing you need to do is quickly respond to all inquiries in a timely manner. Whatever way you receive the inquiry, whether it’s by phone, email, blog comment, or social media, you need to respond quickly in order to build confidence and trust with the prospect. The ideal response time is within an hour. This way you can also nurture the lead before it changes its mind or goes to another business.

In the next post, I will give you two more steps that will enable your website to maximize traffic conversions.

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