Nothing is more frustrating for a business owner than to attract countless visitors to their website yet fail to convert those visitors. Thankfully, there are ways to improve your conversion rate.

Of course, the only way to solve a problem is to acknowledge that problem. In the case of low conversion rates, you need to pinpoint what causes a visitor to decide not to press the buy button. Chances are it comes down to one of three reasons.

Reason #1: Trust

It is hard to hear that people don’t trust your brand. However, it should help to know that it is difficult for people to trust a brand until they really get to know that brand. In other words, it takes time to build trust. In order to speed up the process, you need to let prospects get to know you. Testimonials are a great way to do this because they allow people to hear stories from real people on how they benefitted from a product or service you provide.

Reason #2: Value

You know you offer real value but if visitors to your website don’t convert, it’s likely they aren’t getting the message. So, what’s the problem? Chances are you aren’t communicating your true value. Sometimes it can be difficult to take an objective view of your own copy. In such cases, it pays to outsource your writing or editing duties. Remember your copy needs to let readers know why your product or service will make their life easier or more profitable.

Reason #3: Experience

Trust and value are reasons people make purchases from a website. The sad fact it, however, that many times they do trust you and do believe you offer value but your website is just too complicated. If your website is difficult to navigate, few people are going to spend the time to figure it out-no matter how much they want to. In today’s digital world, there is always another place to turn. Ease of checkout, therefore, is one of the key components when it comes to converting customers. Not only do you need to give people the products and services they want, you need to make getting those things a simple process.

If you are seeing a significant number of visitors to your website but few conversions, it’s time to figure out why. After all, you invest a lot in your website so it is important to see a healthy return on that investment!

In the marketing world, it’s all about data. Data is gathered, it’s analyzed, it’s bought and it’s sold. Unfortunately, as important as data is to businesses, few of us are taking advantage of the most important—and accessible—data of all: our internal data.
At GoLeads, we know that a company’s internal customer database is the most valuable list out there. Despite this fact, in many cases, internal lists are some of the most incomplete lists of all. Think about it. How many of your internal files are missing basic facts such as a number of employees or industry type? Now consider how valuable this information would be for securing new business if it was coupled with your internal invoicing, for example.

 

Of course, not all lists are not created equal. There are cold lists, response lists, and everything in between. What you consider to be the most valuable list can (and will) depend on what you are trying to accomplish. Want to saturate consumers or businesses in a particular geographic area? A list with all demographic filters removed is the way to go. Looking to reach only your best prospects? A list with precise demographic, geographic and psychographic filters will help you do just that.

Here is a list of the most common types of lists:

  1. Cold Lists: Prospects who have not expressed an interest in your product nor have they reached out to you.
  2. Warm Lists: Prospects who have purchased similar products and have expressed an interest in a related product.
  3. Response Lists: Businesses or consumers who have responded to an offer from your company.
  4. Customer Lists: Business or consumers who have purchased something from you in the past.
  5. Hot Lists: Prospects that have expressed a strong interest in your product or services.

 

GoLeads is the list expert. We provide B2B and B2C companies general lists, laser-targeted lists and any other type of list they require. Finally, what sets us apart from other list companies, however, is that fact that we do more than provide lists to our clients, we work with them to drive up the value of their internal database.

Have a new email list of sales leads you are ready to approach? Great. Email lists are an outstanding way to grow your business. When done correctly, emails can be an incredible boon to your business.

However, before you send any emails out, it is important that you make sure you don’t jeopardize these new relationships (and potential customers) by failing to include some important items in your email. After all, first impressions are often lasting impressions, and this is especially true in the marketing world.

Your first email should set the stage for all of your emails going forward and will play a large role in whether or not individuals will decide to opt into your subscriber list. Keep in mind that the first email an individual receives from a business will be the one most likely to be opened so it really is your best chance to connect with prospects.

So now that you know how important these emails are, it’s time to talk about what they need to include.

  1. A healthy dose of appreciation. No one is forced to open an email so the fact that someone did means they deserve a hefty thank you. And not a generic thank you. You need to thank the individual by name. You may be surprised at how such a simple gesture can have such a huge impact on building a relationship.
  2. Something in return. If you ask someone to agree to receive future emails, make sure that person gets something worthwhile in return, such as a whitepaper or a coupon code. If you don’t offer something of value, a prospect will most likely decide that future emails from you won’t offer anything of value, either.
  3. An opportunity to mine some data. Your first email should allow you to learn something about your target audience. Consider a brief survey that allows people to tell you what they are looking for from your business. You also should include questions that gives you an idea of how often they are comfortable receiving emails. Once you have this information make sure that you use it. Nothing is more frustrating to a prospect than when they tell you what they want and you ignore it.

Your welcome email is one of the most important things you will ever send to prospects. Don’t waste the opportunity by failing to include the things that matter most.

More and more consumers are asking for personalized experiences. After all, in today’s online marketplace, people are asked to give up more personal information. Therefore, it only seems fair that they should expect this information to be used for their benefit.

Unfortunately, many businesses – especially small businesses – are at a loss when it comes to knowing how to provide these types of experiences. Further, the time, money and resources that are required to develop these types of experiences also can seem overwhelming.

The truth is, however, that creating these types of experiences don’t have to be as complicated as you might think. In fact, you may already be doing many of the things that allow you to customize the overall customer experience.

Below are some the easiest and most practical ways to offer your customers and prospects the personalized experiences they are looking for – without expending a great deal of extra time, money and manpower.

  • Targeted searches. When your customer is searching for something, quality always trumps quantity when it comes to search results. Focus less on volume and more on targeted offers.
  • Specific content. Again, more doesn’t mean better. Nothing is more impersonal than content that is merely sales copy or copy solely designed to drive a reader to a particular website. Instead, make sure your content connects, educates and inspires. Solving a problem for a customer or prospect is the ultimate personalized experience.
  • Do your research. If you aren’t conducting market research it is impossible to know what your market wants. And if you don’t know what your target audience wants you can’t give them a personalized experience. Try to hone in on specific segments of your target audience and market to these particular segments separately instead of using one broad marketing message.
  • Get interactive. Calculators, quizzes and other tools that help you engage with your target audience are more popular than ever. Further, when these tools help an individual determine a product they could use, for example, the personalization factor increases dramatically.
  • Don’t forget to be human. In many cases, the most effective personalized experiences are just that: person – to – person. Don’t get so caught up in trying to give your target audience the latest in digital technology that you fail to really get to know them on a personal level. After all, the most personalized experiences occur when your customers and prospects feel that you really want to get to know them.

Lead generation is the lifeblood of any business. While there are many effective ways to attract qualified leads, often you a little something extra to jumpstart your efforts.

While we aren’t suggesting that you forgo the tried-and-true methods of lead generation, there’s no harm in augmenting those methods periodically. What follows are some ways to do just that.

1. Consider product videos. A majority of people are visual learners. Consider posting videos that illustrate how one of your products works.

2. Get rid of (the word) spam. Research shows that when a company proclaims that it will never spam a customer, just reading the word spam makes a person less likely to buy. Protect your privacy is a better phrase to use.

3. Make sure your call-to-action stands out. When you make your call-to-action LARGER it results in more leads. Speaking of calls-to-action, more is almost never better. Instead of sprinkling a variety of calls-to-action on your webpage or in an email, stick with just one. Research shows that when people have too many choices, they are less likely to make one.

4. Don’t be afraid of a little self-promotion. Promoted tweets and Facebook posts get you more customer exposure. While these type of posts often get a bad rap, the truth is that as long as your promoted content is original and offers something of value, these posts can payoff.

5. Update your blogs. We all know how important original content is but updating blogs (when appropriate) can work just as well. If you previously wrote about an industry trend and new numbers come out regarding that trend, simply update your original blog to garner attention without spending a lot of extra time.

6. Make the most of your signature line. Studies show that the simple act of linking the signature line in your emails back to your website or landing page can increase traffic back.

7. Administer a quiz. When you offer a quiz on a timely and relevant topic, you can also gain a number of new leads. Make sure the quiz is simple to use, however, or people won’t bother to take it.

Adding a little something extra to your lead generation efforts doesn’t have to take a lot of time or effort. The payoff, however, makes it well worth it.

In today’s digital marketplace there have never been more ways to promote your business. Despite these new promotional avenues, tradeshows continue to be one of the most important marketing investments a company can make, particularly in the B2B industry.

The average B2B company will investment almost 40 percent of its annual marketing budget on tradeshows. This is not surprising considering tradeshows’ excellent return on investment.

So the question is not if a B2B company should attend tradeshows but rather which tradeshows should they attend. And this is an important question since tradeshows are a tremendous opportunity to show off new products, make new contacts and, most importantly, secure new sales leads.

In light of these facts, it is essential that you attend the tradeshows that are right for your particular company. Before you attend any tradeshow, however, you need to consider the following:

Cost: While it would be great to have a presence at all of the hottest tradeshows, a lot will depend on your budget. Once you decide how much you have to spend, you can determine which tradeshows to attend. It is important to do your research as different tradeshows charge different rates for many of the same offerings, including booth rental. Display design, shipping and traveling costs are all important considerations, as well.

Prepare: Once you have an idea of how much you have to spend on a particular trade show you need to make sure your booth is scaled for your rental space. You also need to make sure you have filled out all the necessary paperwork and are aware of any deadlines so that there are no surprises once you arrive at the tradeshow.

Promotion: Attending a tradeshow is a great way to promote your business but just showing up isn’t enough. Launching a new product? Make sure you have demos and product data sheets ready to go. Further, make sure your collateral is printed, checked and re-checked as far ahead of the tradeshow as possible.

Staffing: Who you will send to a tradeshow is almost as important as the tradeshow itself. The first thing you need to decide on is a point-person who will be responsible for making sure that everything runs smoothly. Next, make sure the individuals who will staff your booth are not only the most knowledge but also the most energetic. Tradeshows mean long and sometimes grueling days and nights of promoting your brand and the products and services you offer.

Finally, the most important aspect of any tradeshow is the follow-up. Make sure all of the leads you obtain at a tradeshow are immediately and correctly classified so they enter your sales funnel in the just the right place.