Top Tips To Generate More Website Leads
A simple way to convert website traffic into qualified leads
Converting more leads from your website sounds difficult when you use jargon like “Marketing Funnel” or “Conversion Rate Optimisation”. It sounds like this big, complicated, expensive thing that requires a mix of science, psychology and witchcraft.
Here in the parkrow.marketing sales blog, we try to distil sales & marketing practices into simple things that you can try. Here we go, how to convert website traffic into qualified leads.
2 stages to converting leads
It’s really quite simple when you boil it down:
Give them a reason to show up Attract visitors with exciting content
Make the next step really easy Then offer a compelling next step
Here’s a tasty example for you. If you think of your website like a food stall in a town square, you want people to stop and check out your food. Next, you want them to buy something and tell others about it:
Give them a reason to show up In this case, putting out amazing food smells and watching your food prep skills
Make the next step really easy Then offer a compelling next step, like trying a free sample or simply asking “How can I help?”
It sounds simple when you think about it. All you need to do is to catch somebody where they are looking for XX thing, give them a reason to go on your website and offer a compelling next step.
A simple thing that you can do right now to convert website traffic
This is something that you can do right now. We’re going to take this analogy and apply it to your SEO and Google Ranking:
Give them a reason to show up Write blogs and content optimised for keywords
Make the next step really easy Then offer an easy next step by starting the conversation via web chat
Step One: Find out where they’re looking by add Google Site Kit to your website
This is more straightforward than you’d think. I’d like you to add Google Site Kit to your website
Connect your Google Analytics account. If you have any questions on how to do this, here’s a good tutorial.
What Site Kit does
One of the amazing tools that Site Kit does is that it allows you to see what people searched for when your website appeared in the results and then whether or not they actually clicked. This is an incredible tool for gaining insight into where people are looking and how good your title and snippets are at getting people to look on your website.
What’s more, this is great for you gaining insight into what keywords you might want to optimise for. Here’s an example.
(See item 5 on this list? This blog was created using the exact method I just described. We’ve optimised this page to appear for convert website traffic into qualified leads)
Step Two: Write something that people will genuinely want to stick around and read
This is the harder bit, writing something that people will want to stick around and read. This is your chance to showcase the value and expertise that you have. Topic examples include:
Writing useful about a relevant subject
Giving an interesting opinion on a particular topic
Creating entertaining and engaging examples
Providing useful updates on milestones or events
Run through the list above and compare with your company. I reckon you could write think of at least one readable blog about each one of those topics.
Now down to the planning and writing. Whilst I write these blogs I suffer from writer’s block a lot. As such I have the help of Lauren and our content team to write our client’s blogs!
As a side note, we provide readable, engaging blog writing services if you’d like to know more. What’s more, our 24/7 web chat team are on hand and available to engage with your audience and convert leads for you.
Step Three: Ask “Can I help with anything?” using Web Chat
You know when you walk up to the food stand and a friendly rep in an apron says, “Can I help you with anything?”. Before you know it, you ended up buying way more food than you needed because it all looked so good.
Web Chat is the digital form of the food stall rep offering a free sample; It’s a really easy way to get someone talking. And to be honest, that’s all you need to offer; a really easy next step.
We’re not looking to sign someone up on the web chat. You don’t need to get get huge commitments from them. We’re simply using conversation as an easy way to take a passing interest into a qualified lead.
The best web chat strategy is to delight your customers
There we go, I’ve summed up the point of the blog in one sentence! If you’d like to read on I clarify precisely what I mean by this. Web chat is all about service. It’s meant to be a really easy way for your customers to get in touch. As quite a light-touch form of contact, customers expect quick answers. You earn their trust by making it easy for them and giving great service.
What most web chat is like
Most web chat actually gives quite a few barriers to getting the answers you want. Typically, this is done by:
Availability: Having short available times, like 9-5 mon-fri. Your website is 24/7, so should your response team
Slow response times: There’s nothing worse than sending a question and then you get an automated response that someone will be in touch within 1 working day
Contact details: This isn’t specifically good or bad, but it’s important to remember that requiring someone to provide details before they even get to chat to you can hurt your results.
Be very available
Just to go one stage further on the response times. The industry average time to get a first response is usually 2 minutes, which is approximately 1,000,000 years in internet-time. You should be at least thanking someone for their message within 20-30 seconds of their original question so that they know you’re formulating a response
Don’t hold information to ransom, but don’t flood them with info either
If you genuinely have a question about a product, there is nothing more frustrating than having to divulge your name, number, your pet’s name, etc before you get an answer. Refusing to help before you get their details is a great way to annoy your potential customers.
You have to create a balance where the conversation feels like it has momentum. The whole point of web chat is being always open and ready to chat, so make sure your responses actually answer your customer’s questions.
That being said, it’s really important to also get yours as well. You can get something out of this conversation by following this easy 3 step structure:
Thank them for their question
Give a concise, helpful response which either answers their question or at least tells them how you will answer their question
Ask the next-step question
Are you a robot? Make sure that you connect in a human way
You probably will get asked this once or twice and that’s okay. When a customer asks “Are you a robot?” they’re actually asking “I’d like a good answer to my question, can I trust you to give it?”
Make sure that you go over and above to show that you are human and you are more than capable of answering their questions.
How do you know that you did a good job?
There’s 2 quick ways that you can find out if you did a good job:
Did you hit your targeted web chat leads/results?
Did the customers like their experience today?
It’s so important to measure both. One measures the results you get, the other measures how well you do it. Pretty much every web chat platform out there has some kind of feedback available. If you’re there to delight your customers, ask for feedback at the end of every chat. At the time of writing, we’ve achieved a 97% customer satisfaction rating for the last 30 days running
Got a question? Ask our friendly rep in the right hand corner
I hope you found this to be a useful blog on how to convert website traffic into qualified leads. If you did indeed find us through SEO, we’d love your feedback on how that experience was for you and what you’d like done for your site. If you’ve found us through other channels, I hope this gave a good example of what you can do.
The important thing is to take actionable next steps. All of the above, you can do right now. We do provide readable, engaging blog writing services if you’d like to know more. What’s more, our 24/7 web chat team are on hand and available to engage with your audience and convert leads for you.
If you have any further questions about our services, feel free to get in touch on the contact page or just ask my delightful colleague over here >>>>
The point of web chat is being available, being there to answer your customer’s questions. As such, the best thing that you can do is be open and answer their questions in a timely way. What this specifically looks like for your company is something which can take a while to develop. We can help you optimise the best web chat strategy with our 24/7 web chat.
We have real humans available 24/7 who are there to answer your customer’s questions. We respond within 20 seconds, delight your customers and you only pay for qualified leads. Find out more about our web chat here or by speaking with our delightful rep in the bottom right corner!
