Tune Up Your Lead Capture Engine

Tune Up Your Lead Capture Engine

By John McTigueOct 1 /2009

So you had 1000 new visitors to the website last night... How many of them are now fresh, promising leads? None? Not sure? It's time for a lead-capture tune-up.

tune up your lead capture engineI think it must be a hangover from the 90's Internet bubble that many business owners still think that getting on Google page #1 is the end of the rainbow. Get your web traffic up and your business will grow. I'm not bashing SEO mind you. Getting on page #1 is definitely a good thing because it can drive visitors to your site, but the question is, then what? What good does it do you to have a gazillion visitors and no new business? We've been over this before, but your Website needs to be tuned to capture leads and convert them to customers.

Step 1 - Strategy

Put yourself in your potential customers' shoes. What do you have to offer them that they really want? When they sign up, who will contact them? When will you contact them? How will you contact them and what will you say? Draw up your game plan and stick to it.

Step 2 - Communicate and Make Calls to Action


Make simple and attractive buttons or graphics that communicate the value of your offer and invite them to click through. Put these calls-to-action in prominent places on your site that can't be missed by the casual visitor.

Step 3 - Ice the Deal With a Landing Page

Each call-to-action should link to an effective landing page. Design the page to be simple and appealing to the eye. State the value of your offer and give them some more detail - what's in it for the visitor. Give them only one option, to click on your sign-up link. Minimize or hide all other options, including navigation menus. Make your sign-up button and headings action-oriented, like "Sign Me Up to Save $100". Don't make them think - tell them what to do.

Step 4 - Monitor New Leads and Respond Quickly

Don't let your new fish off the line. Make sure you have a lead nurturing program set up - i.e. set up a series of e-mails that follow-up on your prospect and contact them personally by e-mail or, ideally, by phone.

Step 5 - Follow Up and Close the Deal

Get a meeting set up, whatever you do. Get some one-on-one time and explain who you are, what you're selling and why they need to buy from you. There is no time to separate sales and marketing these days - they are one and the same, so market and sell in one breath.

Step 6 - Measure and Analyze

No person or strategy is perfect, so measure the leads and conversions to customers relative to your marketing content, calls-to-action, landing pages and follow-ups. What works best? Fine-tune your strategy to increase conversion rates and sales.

Now you've gotten your website up to speed. Now you can actually gain something from all that SEO juice. Go forth and prosper.

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The Author

John McTigue

With over 30 years of business and marketing experience, John loves to blog about ideas and trends that challenge inbound marketers and sales and marketing executives. John has a unique way of blending truth with sarcasm and passion with wit. You can connect with John via LinkedIn and Twitter.