Top 3 Factors to Generate Sales Leads
June 4th, 2007 by 
Chris
How to Generate Sales Leads: Top 3 Factors
Selling complex services or products that require some coaching, education, engineering, or complicated logistics is a different game than getting people to click-and-buy simple easily shipped items. I am not saying it is always more difficult - just that it USUALLY is. I have been asked if I can narrow how to generate sales leads online down to just one rule and my answer is no. The closest I can get to is 3.
In fact, there are a multitude of tricks and tips to improve your site’s sales lead generation rate. The folks over at GrokDotCom say there are more than 1100. In my experience the top three factors to generate sales leads from your website are reasonably straightforward. Drum Roll…
- Clear Content
- Professional Images
- Contact Opportunities
Clear Content (Yes, Quality Too)
Clear content tells customers they came to the right place. Your site’s content should be very clear about what it is you do. Seems obvious, right? Sure it does but pay more attention to how many sites you leave immediately after entering.
Learn how to write well online. Use keywords, bold letters, numbered and bulleted lists, short paragraphs, easily visible links, and clear images that draw attention to your best and most profitable products which brings us to…
Professional Images (Bright, Clear, Recognizable, Telling)
Use lots and lots of quality images. Give them alt tags and captions. Make sure the pictures are clear and descriptive even without captions. They should be bright and even enchanting. If you have to question the quality of a picture, don’t use it - ever! Go take more pictures if the ones you have are not good (i.e., too dark, old, faded, ugly, etc.).
You will find that many visitors to your site are looking for what they want NOT what you sell. Providing pictures of many of your projects gives your visitors more opportunities to see what they are looking for. Countless site leads say, “I want a (blank) like the one in the 3rd picture from the top on the left side of your page about (blankables).”
Now that they know they are on the right page and they have seen a picture of the thing they want…
Contact Opportunities (aka: Calls to Action)
Give your site visitors numerous opportunities to contact you. As a general rule, sites I design for clients have at least three locations for contact opportunities on each page of the website. Each contact opportunity has more than one contact method such as, “Call me at (832) 628-0987 or contact me online to discuss Lead Optimizing your website.”
To Review:
- Clear Content
- Professional Images
- Contact Opportunities
Happy Sales to You…
Until We Meet Again
If you want help or guidance with how to generate sales leads call me at (832) 628-0987.
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Posted in Lead Optimize, Marketing, Selling | 
June 5th, 2007 at 7:55 am
This is extremely useful information for someone who is just starting out and wants a “how to”.
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July 5th, 2007 at 6:34 am
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July 5th, 2007 at 4:24 pm
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July 6th, 2007 at 8:32 am
I would just like to expand on the definition of “clear content”. I do agree that the site should be very clear about it is that a company does. I would add that making the site easy to navigate is just as important. Customers want to find what they want without having to look everywhere for it. Ease of navigation is something that should always be taken into consideration.
July 9th, 2007 at 8:49 pm
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July 10th, 2007 at 10:33 am
Question Of The Day: What do you do with the sales leads once you generate them? It is often the cause of failure in what would otherwise be effective web marketing campaigns. The common-sense answer is easier said than done: Have your best employees respond to them quickly and consistently to qualify them into prospects.
Our research shows that the average salesperson only makes four to five attempts to contact them the first week. This means only 55% of a company’s web leads will actually get contacted.
There are solutions available that trigger callback attempts within seconds. They will continue to make twenty or more attempts at different times of the day and different days of the week to boost contact rates above 85%. Also, these solutions can automatically market to these leads and continue to generate prospects every 3-4 weeks for 2 years or more.
Speed is critical. We are finding that most leads sit somewhere between forty-eight and seventy-two hours before the salesperson actually attempts the first live contact. Much of the slowdown in routing leads is because there isn’t a pre-defined process to decide which salesperson get’s to work the lead. Many sales managers still dole out leads by hand after taking time deciding who is best suited to work each of the leads.
Bottom line: Acquire a system that immediately and systematically pushes the leads to the best qualified salespeople. A system that also allows the salespeople to immediately and frequently respond to leads and turn them into prospects. Again, this simple but overlooked approach can boost net results by 20 to 200%.
September 12th, 2007 at 8:43 pm
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