How to Double Your Online Leads

A true secret of online lead generation is lead validation — it’s so rarely done, few businesses even know what it is.

Lead validation, explained in detail in the presentation below, is the process of separating sales leads from non-lead conversions that come through a company website as form submissions or phone calls, and tracking the sales leads back to their marketing source (SEO, PPC, email, etc.).

Lead validation is important because about half of your website conversions are likely to be something other than sales leads. Without adding lead validation to your Internet marketing campaign process, you’ll never be able to efficiently improve your campaigns or accurately evaluate them.

See the presentation here:

Aaron Wittersheim, Chief Operating Officer @ Straight North an Internet marketing firm that specializes in SEO and PPC.

AWheadshot

5 Reasons Why Lead Generation Should Be Your Priority

Put your business in a more strategic place for your prospects.

]1 Put your business in a more strategic place for your prospects.

Do you want to be the business that interrupts people with cold calls while they relax at home? Do you want to be the business that knocks on people’s doors and hands out brochures that end up in the trash? Do you want to be the business that speaks to an uninterested audience who responds with impatience and anxiousness to leave? No? That’s what we thought.

no-calls

This is why it’s important to learn about lead generation. And why it should be a priority for your marketing and sales. In a nutshell, lead generation is THE PROCESS of attracting and converting the right prospects and getting them in touch with you.

Lead generation often uses digital channels and is continually evolving. It changes based on shifting trends of online and social media techniques. Lead generation addresses the modern consumer who is 1) constantly bombarded by information, 2) does his/her own research before purchasing and 3) is aware that they can gain something before purchasing your product or service.

“Today, buyers can do their own research online and can find a variety of educational resources through search engines, social media, and other online channels. Through content resources, today’s buyer can learn a great deal about a product or service before ever having to even speak to a sales person. So businesses must make sure that they build their digital presence.”

~ marketo.com/lead-generation/

This only stresses the importance of having a solid lead generation strategy. Lead generation will help you capture the interest of prospective buyers and not only increase your sales but make it a more efficient process for everyone involved.

This chart from Marketo demonstrates the difference of traditional marketing from then to now.

transformation-of-marketing

By showing an interest in your business, it becomes more natural for the prospect to turn from stranger to customer. As you can see in the diagram below, converting visitors to leads is a key point in the journey to having satisfied customers.

The Lead Generation Process

The Lead Generation Process

How does it work?

The most effective lead generation process begins with a landing page where a visitor (you guessed it) lands for a distinct purpose.

The landing page provides RELEVANT information, most effectively through some form of interactive content like a calculator, quiz or a test. This not only engages the visitor but sparks a curiosity, if not a desire to learn more about the product or service.

To access more information, the visitor is then led to a form where he or she provides his or her contact details and sometimes, more specific information about what he or she is looking for.

So now that we are clear with what lead generation is, it’s time to point out WHY it is important for your business.

#1. It Saves Time and Increases Profit Since you are already talking to targeted and interested prospects, the sales process is easier and more efficient. Additionally, tailored conversations based on the information you have gathered equips your sales, which leads to a better batting average and consequently, more closed sales.

#2. It Contributes to a Positive ROI “Since it is a marketing technique, lead generation contributes to a better Return on Investment. You pay only for the leads received and hence have a greater chance of squaring your ROI.” ~ xenoxglobal.com

#3. It Allows Instant Adjustment and Improvement Contrary to traditional marketing methods where your brand’s message is locked to it’s medium (such as print or TV), working with a digital medium allows you to tweak your message or approach based on your learnings from the market. Edit the copy on your page in a few seconds, install a more specific calculator in minutes, change your sales dialogue based on the filled-up forms you have been receiving. Lead generation allows you to be flexible and opens up opportunities to improve immediately.

#4. It Was Built For The Modern Consumer As mentioned earlier, the buying process has changed. The modern and empowered buyer/shopper is who you have to attract and traditional marketing techniques just don’t cut it anymore. Lead generation is your way of adapting to and capturing the market.

#5. It Creates Better Client Relationships Think about it. They found you. You did not interrupt them with a call while they were busy. You did not hold their attention hostage with sales talk. Instead, they willingly sought you out and gave you their information. In return, (through your landing page and interactive content) they got more helpful information that they needed or wanted even before purchasing anything. That already puts YOU in a good position and THEM in an interested state of mind, which if you ask us, sounds like a much, much better way to start.


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The Roadmap to Getting Consistent Leads Online

You have a great product. You also have a website that talks about how great your product is. So why aren’t the leads coming in consistently?

There are a few key steps to getting more consistent leads, and most of them require fresh and relevant content. This is the best way for potential buyers to find you through the noise of an already saturated online market.

To help you understand better, we’ve created a little analogy. By comparing your landing page to a physical store. What is a landing page? Well let’s get on to the first step then.

1. START – Build a clean and straightforward landing page.

Landing pages serve as a one-stop-shop where you can educate your consumer, sell your service and generate leads at the same time. If you’ve ever seen a webpage with a specific offer (like a quotation, free demo or ebook) that you could access by giving your email address–that, is a landing page.

Landing pages are quick and simple to set up. According to Unbounce’s landing page expert Oli Gardner, a landing page must contain 5 essential things:

  1. Your Unique Selling Proposition
  2. The hero shot (Image/Video)
  3. The benefits of your offering
  4. Proof
  5. A single conversion goal – in other words, your Call-To-Action

Click here for a more detailed description of each element.

2. ATTRACT – Show the benefits of your brand with visual content.

Just like putting up a display on your store, give your visitors something that will catch their eye and peak their interest.

Photos – Place attractive images such as that of a hero shot on your landing page, and other engaging visual content. With a visitor’s short attention span, it’s a lot easier and more efficient to tell a story visually. A great example of images that tell stories are before and after photos, diagrams, progress charts and the like.

Testimonials – A customer’s own great experience will give you a lot more credibility than any self promotion. Put in a bunch of rave reviews of your product or service as it has the power to be that final push for a visitor to pick up the phone or send you that email.

Videos – Videos are one of the most attention-grabbing and persuasive forms of content on the web. They are great for telling stories, introducing a product, and are a good format for testimonials too!

3.ENGAGE – Captivate and educate your visitors with modern and powerful interactive content.

Think of interactive content as having that pleasant salesman in the store. He is there to answer your visitors questions and understand what it is exactly that the customer is looking for. Interactive content comes in the form of quizzes, tests, calculators, interactive infographics and white papers. The beauty of interactive content is that it allows you to educate your prospects and give them information they want, which makes them more likely to engage with you and eventually sign up for your offer.

4. DIRECT – Point the way to your landing page through social media and other inbound marketing efforts.

Social media and inbound marketing are the modern ways of spreading the word and pointing arrows to your shop.

1. Social media – You can start by creating a Google+ Business account, a Facebook fan page, and a Twitter profile. Don’t stress because you can limit the upkeep to less than 5 minutes per day. Have a designer make all of your social profiles to look attractive and professional. Then, begin adding content.

Every time you create a new blog post on your website, add the link to each of your social profiles. There are services out there such as Buffer that allow you to automatically post to your social media accounts. Aside from your blog posts, add 2 updates per day. Post funny photos, relevant quotes, links or articles. Do this even if you don’t have any followers or fans yet. Google checks the overall social presence of your business and factors that into your search ranking.

2. Location-based marketing – Using a free tool like Google+ Business can be very helpful in getting your website and business ‘discovered’ in your local. It allows your business to show up on people’s maps when they search for a business within a specific place. If your physical location matches the zip code of the ‘searcher’, there is a big chance that you will be featured in the top of the search listings.

3. Paid Search – We’re talking about Bing Ads and Google Adwords. Among paid ads, these are the ones that are proven to generate the highest ROI. The process in managing these ad platforms can be tedious and overwhelming, so you might want to consider hiring an external company to do this for you. In the long run, you will save a lot of time and money.

Lastly, we’ll leave you with these facts from SmartInsights.com:

1-4% of landing page visitors convert to leads BUT having RELEVANT and ALTERNATIVE content produces 9% less bounce and 4.5% more leads.

More importantly, 35-65% of alternative content viewers convert.

Now that you are equipped with a fairly simple roadmap to follow, we hope you get started with a lot more confidence. Feel free to print this out or share with your team. We hope to see you at the end of this road with a great big smile and more consistent leads.

Easy steps you can do to get more leads through your own website.

Easy steps you can do to get more leads through your own website.


Graphics Sources:

Infographic vector designed by Shahsoft1 – Freepik.com Designed by Freepik Designed by Freepik Designed by Freepik Designed by Freepik

LeadDoubler Receives Two Awards From Finances Online

FinancesOnline – one of the top online SaaS software review sites has reviewed LeadDoubler and given us two amazing awards.

rising2016

userexperience2016

These rewards are given only to selected companies in their best sales software category and are conducted by their expert review team. Their precise analysis may help you fully understand what LeadDoubler can do for you – so head over there and take a look at what they wrote about us:

reviews.financesonline.com/p/leaddoubler

That their positive review is written by review experts knowing all possible alternatives makes us amazingly happy. It feels a bit like getting a Michelin Star.

~ Morten Matras, CEO LeadDoubler.

The review is done by assessing the software, the team, social media statements and reach.

“Our experts analyze all the key aspects that may affect your alternatives, so that you can easily compare your options and pay attention to elements that really matter to your staff. We carefully examine each solution based on its merits and flaws, with big focus given to aspects like main features, collaboration capabilities, support for mobile devices, help and client support, integration capabilities, pricing and much more. In addition to that, our user reviews and state-of-the-art Customer Satisfaction Algorithm will enable you to easily discover what people who purchased a particular service think about it and what aspects they found beneficial or problematic. To ensure objectivity our reviews are not affected by vendors in any manner.”

FinancesOnline put a spotlight on the following aspects of LeadDoubler:

  • That it takes less than 5 minutes to create and launch an interactive online calculator
  • That the software integrates with leading CRM and newsletter application
  • That LeadDoubler makes it possible to design the calculators and quizzes easily and quickly
  • That all LeadDoubler clients give positive reviews and feedback.

The team at FinancesOnline does an amazing job of describing the core benefits of LeadDoubler ensuring you don’t have to do a detailed data-analysis before choosing to contact us.

“Our team at FinancesOnline is here to help business-owners find the best service to fit their needs. We know that searching for a perfect solution for your company may be difficult and asks for a lot of time-consuming research. Our team does that research for you to help you save time and allow you to choose from only the most trustworthy solutions out there.”

Sales Habits Mistakes for Finance Banking

Finance and Banking – Habits That Prevent You From Closing More Sales

Being a sales manager is a juggling act. More so when you work for the finance or bank industry. The deluge of information that you are expected to absorb, the long hours on the phone, the back and forth between clients, not to mention having to maintain that chipper and expert attitude all day. There’s obviously a lot of things to handle. But if you are not closing as many sales as you expect, then take note, because you may be falling short in some of these areas.

1) Not Qualifying

You do not want to waste your time with unqualified leads. We know this isn’t only just the sales department’s responsibility as we’ve discussed in a previous post. Double check your company’s lead scoring techniques and work closely with your marketing team to give your own department a better and more efficient use of your time and skills.

2) Not Establishing Enough Trust and Rapport

Too often we fall into practiced and (honestly) dry sales tactics that clients see through. Remember that buying decisions are primarily emotional. Which means a potential client’s feeling of whether or not he or she likes you will greatly determine your success. A natural, spontaneous and genuine vibe is what potential clients will respond too. Throw away some of your practiced lines and really listen and respond to what your lead is asking. You want them to feel like you care for them and are not just there to make a sale.

3) Talking Too Much

Some sales people think that demonstrating their know-how will earn a client’s trust. While knowledge of the industry will be much appreciated and expected, don’t overwhelm your lead or chatter until they get to the point of boredom or annoyance. Attention span is precious. Keep your information sleek and concise.

Sales people talk too much sometimes.

Slow down, no one’s doing a word count.

4). Not Communicating Your Value Effectively.

The client needs to know your business’s value to them. How are you demonstrating this?

Take a look at this advise from Jill Konrath on increasing your closing ratio:

“Know your impact. Make sure you’re clearly able to articulate the business value of your offering. You should ensure that you’re talking about key business drivers such as reduced operating costs, increase sales conversation rates or improved efficient. Adding metrics makes your message even more impactful.”

In the world of banking or finance of course, metrics/numbers talk. Once your client’s needs are evident, you can fine tune your presentation to meet their specific needs and preferences. On top of slides and portfolios, we suggest exploring interactive tools that will help you demonstrate these to your leads. Using interactive tools like an ROI calculator also greatly increases a lead’s emotional response to the discussion because of its dynamic nature.

[roi-calculator-sample][5]

On top of slides and portfolios, we suggest exploring interactive tools that will help you demonstrate these to your leads. Using interactive tools like an ROI calculator also greatly increases a lead’s emotional response to the discussion because of its dynamic nature.

Not closing a sale is like missing a slam dunk.

Just when you thought you had it… what happened?

5) Not Fully Understanding Your Lead’s Pace

We are talking about their timing and priorities, not yours. This includes their process for evaluation, selection and a number of other factors. This is where your patience is needed most. You don’t want to be too assertive.

“Objections usually evidence that the seller has made mistakes by pushing before trust and value has been established and without the necessary understanding of their timing, priorities and processes.” ~ Tony J. Hughes

You’ve established a rapport and have created a great and convincing presentation. Allow your potential customer time to ponder and get insight and discuss with other decision makers if there are any. Most saless experts will tell you, as much as talking is key in selling, so if knowing when to shut up.

[5]: Leaddoubler ROI calculator