3 Simple Steps to Transform Your Website into a Lead Generation Machine

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18 June 2016 Christina Hall 2 Comments Websites

Let’s face it not many companies have a big budget for website design projects that don’t lead to new revenue. Yet so many companies spend boat loads of money on website redesign projects every 2 – 5 years that net them nothing. Certainly stranger things have happened I know, but I am here to tell you there is a better way!

Traditional website design does not:

  • Convert buyers at all stages of the sales cycle.
  • Highlight your content.
  • Have an easy navigation menu.

Now think of the many ways a prospect can interact with your company: they can inquire about a product or service, they can call you, they can send you a general inquiry, or they can subscribe to your newsletter or download a content offer.

Is your current website converting your unknown website visitors to leads in all the ways a user can interact with your brand? It’s likely your website is not working this hard because many website design projects don’t focus on lead generation.

Keep in mind that most first-time website visitors are not ready to buy. Actually 96% aren’t ready to buy. Therefore, its important to focus your online lead generation efforts for buyers at all stages of the sales cycle.

Follow these 3 simple steps to turn your traditional website design into a lead generating machine.

Step #1 Map Out Your Buyers Personas

Dr. Jane

A deep understanding of who your buyers are is not only important for the foundation of the business but also for effective marketing. Selling a product or service to an unknown buyer is challenging. It’s even more challenging in online marketing if you do not know who your ideal customer is.

Luckily mapping out buyer personas is as easy as determining your most likely to buy customers, use historical data if you have it, and then understand their motivations, goals and challenges. If you are not sure exactly what drives your buyers you can select a handful of past clients to interview to uncover their specific persona.

Step #2 Build Your Marketing Assets

Owned media is the most important marketing asset a company can have. In addition to owning it, meaning it’s not leased or rented, you have something that never loses value over time. Hence the reason why it’s a valuable asset!

Just like building an art collection, building marketing assets takes time. It’s unlikely you will create your entire brand collateral and then stop. Every campaign you run online and offline will need its own set of assets.

You can lessen the content burden by focusing on content assets that are reusable such as evergreen case studies, newsletters and presentations.

Step #3 Always Be Iterating

I had thought about making #3 about improving the user experience. But that’s so played out don’t you think? Every website designer will talk up and down about the user experience of your site. However, I rarely (if never actually) heard a website design pitch that involved a reiterative process to improve the actual user experience. I mean after all the user experience is about the user, and designing for the user is not a project but a process.

Unfortunately many companies don’t have in-house resources to iterate, which is almost always why they can’t make adjustments until the next redesign. If this is you, instead of employing a website design company that thinks about your website as a project, on-board a company or a marketer with the ability to iterate until your website has achieved your growth goals.

To learn more about what your website needs to drive traffic, leads and sales, download our 25 Website ‘Must Haves”.

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