Ever felt like you were following all the instructions correctly but still don’t seem to be converting your traffic into leads like everyone else?
Was it something you forgot to do?
In this post, I’m going to show you how to convert visitors to your website, or Facebook page into leads.
These are some of easiest and most effective lead generation strategies which I’ve tested and used for both myself and my clients.
If you haven’t figured out how to generate traffic to your site, go back to my blog post on traffic generation and then come back here.
Got Traffic But No Leads?
So now that you’ve got targeted web traffic coming to your site, you’ll need a way to convert them into leads.
Because once you’ve done that, you can then follow up and build a relationship with your leads in order to convert them into customers.
The main idea here is to capture their name and email address or phone number.
Name + Contact = Lead
Usually don’t wanna send your traffic straight to your product or order page. That’s because the conversions for such methods tend to be lower since you haven’t build any valuable relationship with your visitors.
You’re also gonna lose them for good if they don’t buy anything immediately and just leave your website.
Even if some of your visitors do buy something, you will not be able to capture their contact information in some cases.
Like when you’re promoting somebody else’s product or if your product fulfilment doesn’t require your customers to leave their email or phone numbers behind.
Instead, you should be converting your traffic into leads before trying to sell them anything.
‘Cos if they give you their contact info, you can then schedule follow up emails to build more value into the relationship and also sell them not just once, but multiple times.
So How Do You Effectively Generate Your Own Leads?
Here’s the problem. Why should your visitors give you their name and contact?
You’ve got to give them a reason to do so.
This is where the lead magnet comes in.
A lead magnet is an irresistible bribe offering specific information of value to your prospects, in exchange for their contact information.
It should immediately address an itch (urgent problem) your prospect has.
Or it can also provide your prospect with some sort of benefit that’s gonna take him a little closer to his goal.
Ideally, your lead magnet has to be:
- easy to follow with actionable steps
- able be implemented immediately
- able to show results that can either be measured or observed
What Kind Of Information Should You Provide In Your Lead Magnet?
It can be as simple as information which promises to alleviate a pain or a how to do something cheaper, faster and more conveniently.
Some great examples…
Instructional: “How You Can Set Up A Blog In 1 Hour Without Knowing HTML and CSS”
Guide/Report: “3 Marketing Strategies To Attract Free Leads And Customers Using Facebook”
Scripts/Templates: “Top 5 Phone Scripts and Email Templates For Converting Leads Into Customers”
Process Map: “Blueprint For Building A High Converting Sales Funnel”
Resource/Checklist: “7 Must Have Internet Marketing Tools and WordPress Plugins To Maximise Your Traffic and Conversions”
How Do You Create Your Lead Magnet Even If You’re The New Kid On The Block?
A very common problem among new marketers is self doubt.
And that’s OK. I’ve been there before.
When you’re just starting out, it’s unavoidable to believe that you are not able to offer someone else any value.
Truth is, you already know more about solving your prospects’ problem than 90% of all your competitors, because you’ve made the effort to search for answers online.
Take a piece of paper, write a list of all that you know about solving your prospect’s problem.
You’ll soon realise that you actually did accumulate some knowledge which can be quite valuable to them.
What if you really can’t come up with anything and its like your first day in business?
Another very simple method to implement is the interview:
- Find somebody who is an authority on any topic related to your market, let’s say Youtube marketing.
- Gather some good questions from either business partners or marketing forums around the topic of Youtube marketing.
- Structure those questions into an interview.
- Conduct the interview with your “expert” on Youtube marketing in either email, audio or video form.
And you’re done.
What’s left to do is packaging that knowledge into STRUCTURED CONTENT designed to build authority and trust.
And there, you have your lead magnet. It seldom matters in what format you deliver your lead magnet. It can be an e-book, a video, an audio recording, or a newsletter series.
How Long Should Your Lead Magnet Be?
Lead magnets don’t have to cover everything from A to Z or anything too complicated. In fact, a complex and lengthy lead magnet may convert poorly.
“A good speech should be like a woman’s skirt; long enough to cover the subject and short enough to create interest.”
― Winston Churchill
Similarly, good lead magnet should also be long enough to cover the subject and short enough to create interest.
You don’t have to solve the entire problem for your prospect by taking him from Point A to Point Z. You just need to take him from maybe Point A to Point C.
Show him enough so that he knows, that you know your stuff.
The Best Way To Present And Deliver Your Lead Magnet
Once your lead magnet’s ready, next thing you’ve got to do is to present and promote it in a way which is straightforward, clearly communicates its benefits and instructions on getting it.
So here’s a super easy 3 step formula you can use as a light pitch for your lead magnet.
1. Here’s What I Got
What is it? Video? Ebook? Newsletter?
Once again, be straight to the point in your headline.
Here’s a template you can use right away:
Free (Video/Report/7 Day Email Series) Reveals How You Can Get More (Benefit) Without (Pain)
eg., Free Video Reveals How You Can Make More Sales Without Having To Call Your Prospects
2. Here’s What Its Gonna Do For You
How are your leads gonna benefit from consuming your lead magnet?
This part is basically a super short summary of how your lead magnet is gonna help your prospects.
Typically, the sweet spot is the 3 bullet points.
Here’s What You’ll Discover…
- How other (marketers) are using these strategies to (attract hungry prospects ready to buy).
- 7 free (lead sources) that all the (top marketers) are jealously keeping from everyone else.
- 3 (marketing tools) that’s helped hundreds of other (marketers) (convert their leads into customers without ever picking up the phone.)
3. Here’s What I Want You To Do Next
Finally, tell your visitors fill in their contact information in exchange for your lead magnet:
“Simply enter your contact information for INSTANT access.”
“Enter Your BEST Email To Receive This Powerful FREE Training”
Super fancy, I know.
So keep in mind the 3 Step Formula and you’ll be fine:
- Here’s What I Got
- Here’s What It’s Gonna Do For You
- And Here’s What I Want You To Do Next
There are 2 ways to collect your propsects’ contact information and deliver your lead magnet:
1. The manual way…
You can use something like the free Google forms or the built-in WordPress contact form to collect their email address and manually email them your lead magnet.
2. The automated way…
Where you use an email marketing service like the Getresponse autoresponder to collect their email address and deliver the lead magnet for you immediately.
If you are already consistently getting traffic to your website, but still not making any sales, chances are…
…your current lead magnet needs some tweaking.
Or if you don’t already have one, start taking action to create one.
Doesn’t have to be a 250 page ebook.
Like I said, the good news is that a lead magnet that’s short and to-the-point actually converts better.
Besides increasing your conversions, a lead magnet can also help you build up lots of goodwill and trust within your marketplace.
This will set you apart from all your competitors who are obnoxiously trying to shove products down their prospects’ throats.
If you find this training extremely valuable and would like further guidance, I’ll be offering a one-time only free consultation.
We’ll set a time to meet up in person or over skype.
I’ll be asking some questions about your business, and together we will help you craft an irresistible lead magnet that’s gonna suck in leads like crazy.
Next thing, I gonna show you some strategies which you can immediately implement to send lots of high quality traffic to your lead magnet, so you can start getting more customers and sales.