How to generate sales leads with your small business website

In this article I'd like to discuss the right way and the wrong way to generate sales leads on your website.  For most of the small businesses I work with, the ability to generate sales leads with their website is really the ultimate goal of their page.  If you can consistently use your website to generate sales leads for your small business it will allow you to consistently speak with people about your product or services and all you to consistently generate revenue!

Whenever we build a page for our client's with the intention to help them generate sales leads for their small business, there is a specific process we go through:

1. Research
2. Grabber
3. Trust
4. Call to action

These are all the specific elements that are required to generate sales leads from your page and I'll share with you each step.

Research:  The first step in building a page that is important is to do a little research to see what keywords people are searching for.  I do this for two reasons:

1. If you know what keywords people are searching, you can use those keywords in your marketing so that people feel more comfortable with your ad.
2. If you know what keywords people are searching, then you can optimize your site for those keywords.

One of the easiest ways to do research is to go to google's keyword tool (it's free) and you can simply type in keywords that are relevant to your business and you can find out what phrases people are searching in the search engines to find your company.  The keyword tool will show you what keywords are popular, how many people are searching for those keyword phrases and whether or not those keywords are highly competitive or not.  If you want to generate sales leads from your website, this information is crucial.

Grabber:

The next step is to create a grabber for your site.  A grabber is something that is designed to grab someone's attention and get them to stay on your site.  A grabber can be anything from an interesting picture, a solid headline, a video...really a good grabber just needs to capture the reader's attention and keep them on the page.  Studies have shown that you have 7-10 seconds to grab a reader before they leave you page and go somewhere else.  A good way to come up with solid headlines is to look at magazine covers.  You can go to http://www.magazine.com/ and you can look at hundreds of old magazines and you can find different headlines to model your headline off of.

Trust:

Another consideration you need to make it that you have to build trust with your prospect before they will take action on your page.  There are a few good ways to build trust in order to generate leads.  First, your page should look quite professional.  Having a well organized page with professional graphics and a professional logo will go a long way to earning the trust with your readers.  Another great way to earn trust is to add testimonials from your client's!  Testimonials help to show you're a real business and actually do good work.  Additionally, you can earn trust by adding logos of trusted third party organizations like the better business bureau, trade associations etc.  If people find your site through an article you've written that demonstrated expertise in, this can also help you to generate sales leads for your business.

Call To Action:

That last thing that your page needs to have if you want to effectively generate sales leads is to have a call to action.  A call to action is a specific step that you want your customers to take.  This is usually filling out a form, but it could be anything you want them to do.  In order to generate sales leads most effectively, it is best to offer an incentive to create a sense of urgency so that your prospect will take action now.  Your call to action needs to be clear, compelling and should have a deadline to generate sales leads most effectively.

These are the 4 elements that should be in every lead generate campaign and if you make sure to include all of these elements into your website, you should be able to generate sales leads with ease as long as you get sufficient traffic to your website.

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