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Why Am I Here?
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Lead Generation and Conversion
Turn Your Traffic into Leads & Sales
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Great to see you (again)!
Dan SminkPartner
James OmdahlDigital Strategist
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“Leads are metric that, as marketers, we have to rely on. Because leads mean money.”
~ Kipp Bodnar, Hubspot
• What Is A Lead?• Lead Generation• Offers• Calls To Action• Landing Pages
Agenda
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What Is A Lead?
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What Is A Lead?
It’s a chance to start a dialogue with a potential
customer to convert to a sale
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Create Offers To Generate Leads
Calls To Action (CTAs)Lead Capture Form
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Target Different Customers
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What’s A Good Offer?
• Good offers should:– Address one or more
customer problems– Provide a targeted
solution to the problem– Be time sensitive– Give a special
discount or reward for taking action
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Offer Examples
• Whitepapers: “Seven Secrets for Planning a Successful Party”
• Checklists: “Colorado Fall Law Care Checklist”
• Special Events: “October Camper Clearance Preview Party”
• Infographics: “What the Government Shutdown Means to Your 401k”
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What Makes a Good Call to Action?
• Good calls to action:– Use the language of
your customer– Create a sense of
urgency– Convey value– Create excitement– Clearly tell your
prospect what to do
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Call to Action Examples
• Buy Now Before it’s Too Late!
• Get Your Free Copy Today (a $79 value!)
• Only 3 Left at This Price! Buy Now!
• Don’t Make the Same Mistake I Did, Download this Report Today!
• Join the Revolution Today! Click Here to become a Member Now!
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Landing Page Background
• Landing page - allows you to capture a visitor’s information through a lead form.
• Good landing page - will target a particular audience.
• Landing page – helps convert a higher percentage of your visitors into leads.
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Landing Page Optimization Tips
1. Use a clear title, description, and layout.
2. Remove all distractions.
3. Streamline and shorten forms
4. Follow up with a “thank-you” page or an auto-response email.
5. Suggest other offers or steps they can take.
6. Track your conversion rates closely
7. Test, Test, Test.
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Landing Page Comparison 1
Highest Email Opt-in?Version A Version B
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Landing Page Comparison 1
Highest Email Opt-in?Version A Version B
Version BIncreased Email Opt-ins by 11%
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Landing Page Comparison 2
Most Appointments Scheduled?Version A Version B
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Landing Page Comparison 2
Most Appointments Scheduled?Version A Version B
Version BIncreased
Appointments Scheduled by 17.9%
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Offer Text Comparison
Highest Trial Registrations?Version A Version B
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Offer Text Comparison
Highest Trial Registrations?Version A Version B
Version BIncreased TrialRegistrations
by 38%
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Call to Action Button Comparison
Highest Sales?Version A Version B
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Call to Action Button Comparison
Highest Sales?Version A Version B
Version AIncreased Sales
By 24% and Revenue per Customer by 48%
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• Testing your Pages is Crucial!!!– Visual Website Optimizer– Google Content Experiments– Unbounce– SiteCatalyst
Testing Tools
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• Use multiple offers or CTAs per page to address – Different customers– Different stages in buying process
• Rotate offers on page• Place CTAs on blog sidebar and at bottom
of blog• Create a thank you page and/or an email
with a subsequent offer
Lead Generation Tips
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Questions?
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C1 Partners
P: 303.501.1821
W: c1-partners.com
T: @c1partners
Contact Us
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