It’s not an easy task to attract, educate and convert website visitors into leads (and then hopefully customers). In fact, it takes a lot of time and energy. In this quick article, we’ll walk you through a few tips and tricks on how to get leads from your website.
1. Develop Customer Personas
This is the first and most important step. You have to know who you’re targeting. It sounds straightforward but you should spend a significant amount of time creating one or two customer personas so you can develop campaigns specifically built for them. Your entire success (or failure) revolves around nailing your customer personas.
Quick Tip: After writing down a customer persona’s basic information (demographics, position, pain points etc), create a story about what a typical day in their life looks like.
2. Setup Campaigns
The next step is to create campaigns that target your customer personas. These campaigns will consist of call-to-actions, landing pages, email campaigns, blog posts, social media posts, keywords and pay-per-click ads. In addition to the initial setup, you’ll want to spend time attracting people to your landing pages with keywords, blog posts and social media posts.
Quick Tip: Start with a single campaign targeting a single customer persona to get your feet wet. You’ll be swimming in leads before you know it.
3. Track Results
It’s not enough to just setup everything and cross your fingers that new leads will start jumping into your lap. You need to track the results of your campaigns. As new people visit your website, they’ll begin turning into contacts and then into customers – you’ll want to make sure you can track that entire process from start to finish.
Quick Tip: Make sure to track results as granular as possible but report at a high-level. You can always dig into the data later.
4. Nurture Contacts
So what happens if someone comes to your website but isn’t ready to buy yet? It’s simple, we nurture them. We provide them with resources and information so they can make a buying decision at their own pace. You’ll want to make sure you have campaigns setup for buyers who are in different stages of the buying cycle. For the contacts that aren’t ready to buy, you should be nurturing them through email and social channels.
Quick Tip: Setting up automation can be very useful but make sure to provide a personal touch at some point in the nurturing process.
5. Rinse & Repeat
Once you have a system setup – analyze, improve and repeat. Your inbound marketing strategy should always be evolving and improving.
Quick Tip: Never settle. There is always room for improvement. When you see success or failure, understand why and capitalize on that knowledge.
Hungry for more?
Download a Free Checklist we’ve created to help you plan, setup, design, execute and measure your inbound marketing campaigns. Before you dive in, make sure you’ve dotted all your i’s and crossed all your T’s. Here’s the checklist to make sure you’ve covered all your bases: