5 Things No One Told You About Lead Generation

Written by Jeff Cole on April 24, 2017

Many online marketing gurus make online lead generation sound easy. Just create a website and watch the leads roll in. It just doesn’t work that way. Here are five critical things you need to know about making it work.

1. Your website must support lead generation.

You need to understand your target market and set up a website that speaks to individuals in that market. Most importantly, effective calls to action are critical.

Visitors aren’t going to respond to a clear explanation of the benefits of your product or service. You need to tell them what to do next. Calls to action need to grab a visitor’s attention, so use a large brightly-colored button with simple instructions such as “Buy Now.”

2. You should use tools for your website to improve lead generation.

Live chat is an excellent way to engage visitors. It’s a convenient way for them to get questions answered at the point when the question is uppermost in their mind. Live chat transcripts and data provide insight that will help you to improve customer service and your website layout.

Online appointment scheduling is a real winner for service businesses. Just imagine, rather than a big button that says “Contact us now to schedule a free consultation,” the visitor can simply use the online scheduler themselves. They’ll leave your website with an appointment scheduled at a time that fits their calendar, and the first step toward lead conversion is already complete.

3. You can’t ignore social media.

It doesn’t matter if you enjoy posting a photo of what you had for lunch or not, social media is here to stay. The more places you can come into contact with your target market, the more effective your online lead generation will be.

4. You can’t keep track of leads in your head.

Whether you’re doing the lead generation or you have a sales team, it’s just not possible for anyone to keep track of leads without a tool to assist. Using a CRM is the only way you’ll be able to track online leads effectively and to convert them to customers.

5. Lead generation is a process, not an event.

Many sales people think that since an online lead initiated the contact, they will respond to the first follow up email or voicemail. But, they won’t. Converting online leads requires nurturing over time. The sales person who gives up too soon is doomed to fail.

Using the Internet to get leads is highly effective when done properly. Use these five tips to make your online lead generation shine.