Leads, we all need them. They are the lifeblood of any business, and without them, your company will surely fail. At least, that’s what everyone always tells you.
But generating leads from a website can be difficult. You put all this effort into creating a great site with amazing content, only to find that no one is visiting it. And even when people do come to your site, they never seem to convert into leads.
Sound familiar? We know the feeling. But don’t worry, we’re here to help!
After months of trial and error (and a lot of coffee), we finally cracked the code and started generating tons of leads from our website.
Here are our top tips on creating a high converting lead generation website:
How to get leads from your website
1. Create a compelling offer
Your offer is the first step in generating leads from your website. It needs to be something that will grab attention and make people want to learn more about what you have to offer. Without a strong offer, people will simply move on to the next thing without giving you a second thought.
To create a compelling offer, ask yourself:
- What is the biggest problem your potential clients have?
- How can you solve this problem in a way that is specific, realistic and exciting?
For example, our core offer is “How to get 10, 15, 30 or more high quality appointments each month”.
This offer works well because it’s:
- Realistic: we’ve done it for many of our clients and we’re not overpromising thousands of appointments each month
- Exciting: Most service-based businesses who need more clients would love 10-30 quality appointments each month
- Specific: “Getting 10, 15, 30 or more appointments” converts better than “getting more appointments”, because when you’re specific it is easier to visualize the result
In your business, communicating how you solve a big painful problem (your offer) is so important that it’s actually the first training video in our lead generation online course.
Display your offer often
Now that you have a high converting offer, your offer should be prominently displayed on your website so that visitors can’t miss it.
Make sure it’s clear and easy to understand so that people know exactly what they’re getting when they sign up.
If you’re not sure what kind of offer to create, take a look at what your competitors are doing. See what’s working well for them and use that as inspiration for your own offer.
Once you have a strong offer in place, you can start driving traffic to your website and generating leads.
There are a number of ways to do this. Some of the most effective methods include:
Paid advertising is a great way to get people to your website quickly. You can use pay-per-click (PPC) ads, banner ads on Adroll, Facebook lead ads or other types of lead generation paid advertising platforms.
Social media is a powerful tool that can be used to generate leads when used correctly. Use social media platforms to share your offer with your audience and encourage them to visit your website.
For example, LinkedIn lead generation is a very powerful social media marketing channel for b2b lead generation companies.
Email marketing can be used to reach a large number of people with your offer. You can send out regular emails promoting your offer or create a special email campaign specifically for generating leads.
Content marketing is a great way to attract people to your website organically. Create blog posts, infographics, or other types of content that will be valuable to your target audience. Then promote your content across the web to reach a wider audience.
Follow up with leads
Once you start generating leads, it’s important to follow up with leads in a timely manner. The more helpful you are in your follow up emails, the more likely they are to do business with you.
2. Add an opt-in form on all pages of your website
An opt-in form is a great way to get leads from your website.
You need to make it easy for people to sign up to learn more about your offer. The best way to do this is to add an opt-in form on every page of your site.
An opt-in form is a simple form that asks for someone’s name and email address in exchange for something valuable, like a free video training.
Most visitors that go to your website will leave straight away.
So adding an opt-in form to your website is a great way to increase the number of conversions you get from your website.
If you can capture their name & email through an opt-in form before they leave your website, you’ll be able to follow up with them until they convert.
Once you have an opt-in form on your website, make sure you’re promoting it prominently.
Add links to your opt-in form on the top of your homepage, include it in blog posts, and make sure it’s visible on all site pages.
Here’s an example of a few places we link to our opt-in page on our sales funnel:
Remember: The more places that you link to your opt-in form, the higher the chances are people will sign up for your offer.
3. Offer a free consultation, trial or demo
To generate leads from your website consider offering a free consultation or trial period.
This is a great way to get people interested in what you have to offer without requiring them to make a commitment right away.
Offering a free consultation is a great way to show potential clients what you can do for them and build trust. It also gives you an opportunity to upsell them on your services.
If need goal is to get sales appointments to win more clients in your business, then offering a free consultation is essential to success.
On the free consultation, you can:
- Ask questions about their business and their needs
- Offer advice on how they can improve their business
- Give them a demonstration of your services
- Answer any questions they have about your services
You can use calendar scheduling tools like Calendly to make booking free consultations with potential clients easier.
However, if you already are offering a “Free consultation” and not many people are taking you up on your offer, consider adding a lead magnet with an opt-in form on your website (see tip 8 below).
4. Provide valuable content on your website
To generate leads from your website, you need to provide valuable content. This content can be in the form of blog posts, infographics, eBooks or even videos.
The goal is to create something valuable to your target audience. Something that will help them solve a problem or learn something.
This valuable content on your website can be used to generate leads in a few different ways:
- It can be used as an opt-in freebie lead magnet. You can offer it in exchange for someone’s email address.
- It can be used to drive traffic to your website. The more content you create, the higher your website will rank on Google organic search.
- It can be used to build trust with your audience. The more helpful and valuable your content is, the more likely people are to do business with you.
If you want to generate leads from your website, focus on creating valuable content that will help your target audience. Then promote it across the web to reach a wider audience.
5. Publish case studies or success stories
If you want to generate leads from your website, consider publishing case studies or success stories. This is a great way to show potential clients what you can do for them and build trust.
Case studies are stories that showcase how you’ve helped a client achieve their goals. They typically include before & after results, testimonials, and details about the project.
Success stories are similar to case studies, but they focus more on the client’s story and how your product or service has helped them.
Both case studies and success stories are great ways to build trust with potential clients and show them what you can do for them.
If you have any past clients that are willing to share their stories, be sure to publish them on your website. One way of showcasing these stories is through video testimonials on your website. There, potential customers can actually see and hear your loyal customers share their first-hand experience with your product or service.
6. Publish industry reports or white papers
If you want to generate leads from your website, consider publishing industry reports or white papers. This is a great way to show potential clients what you can do for them and build trust.
Industry reports are in-depth looks at a particular industry or market. They typically include data and analysis on trends, opportunities, and challenges.
White papers are similar to industry reports but more focused on a particular solution or product. They typically include data and analysis on how the solution or product can help solve a problem.
7. Host webinars or podcasts
If you want to generate leads from your website, consider hosting webinars or podcasts. This is a great way to show potential clients what you can do for them and build trust.
Webinars are online seminars that people can attend from the comfort of their own homes. They typically include a presentation followed by a Q&A session.
Podcasts are similar to webinars, but they’re audio-only. They’re a great way to reach people commuting or doing other activities where they can’t watch a video.
Both webinars and podcasts are great ways to build trust with potential clients and show them what you can do for them. If you have any past clients willing to share their stories, publish them on your website.
However, as good as webinars or podcasts are, in my experience, a video sales letter works even better (and it’s easier to create too!)
8. Create a lead magnet
If you want to generate leads from your website, consider creating a lead magnet. This is a great way to show potential clients what you can do for them and build trust.
Here is an example of our primary and best performing lead magnet.
A lead magnet is an incentive you offer people in exchange for their contact information. It could be a free e-book, report, or video series.
The key is to make sure it’s something that your target audience will find valuable.
Offering a lead magnet is a great way to increase the number of leads you get from your website. By providing something of value, you’ll be able to entice people to give you their contact information.
So if you’re looking for ways to generate more leads, create a lead magnet.
9. Use live chat
If you want to generate leads from your website, consider using live chat. This is a great way to show potential clients what you can do for them and build trust.
Live chat is a tool that allows you to communicate with visitors in real-time. It’s a great way to answer questions, support, and build relationships with potential customers.
Using live chat is a great way to increase the number of leads you get from your website. By being available to answer questions and provide support, you can build trust with potential clients.
10. Have fast loading landing pages
To generate leads from your website, you must have fast-loading landing pages. This is a great way to show potential clients what you can do for them and build trust.
Your landing page is the first thing people will see when they visit your website, so it’s essential to make a good impression.
If your landing page takes too long to load, people will likely leave before seeing what you offer.
There are a few things you can do to improve the speed of your landing pages:
- Use a content delivery network (CDN)
- Optimize your images
- Minimize redirects
- Enable browser caching
Or, you can use an all-in-one WordPress website speed optimization plugin such as Nitropack (this is what we use).
11. Make it easy to contact you
To generate leads from website visitors, you need to make it easy for people to find your contact information and contact you if they want to learn more about your services.
It’s usually a good idea to have a “contact”, “apply” or “learn more” button in the header and footer of your site.
12. Always be testing
Testing is crucial because it allows you to see what’s working and what’s not. If you’re not constantly testing, you could miss out on opportunities to generate more leads.
There are a few things you should test:
- Call-to-action (CTA)
- Lead magnet
- Landing pages
By continually testing, you’ll be able to improve your lead generation results and get better conversion rates from the content on your site.
Each test you run on your site will help you turn your site into a lead generating machine!
For testing, I like to use Kartra as it allows you to split test forms, landing pages, videos, products, follow up emails and more.
Build a lead generation website
Now that you know what to include on your website to generate leads, here’s a tutorial on building a lead-generation website from scratch.
Let’s go through step by step what you need to do…
Step 1: Buy a Domain Name
If you already have a domain name, that’s great, you can go ahead and use that.
But you’ll need to buy one if you don’t yet have a domain name.
With your domain name, you want to choose something that:
- Doesn’t have a lot of hyphens
- Doesn’t have a lot of words.
- Easy to remember
Step 2: Find a web host or online website builder
When it comes to creating your website, you have two main options:
- Hire a web design / development company
- Build a website yourself using a drag and drop website builder
If your budget is less than $1K and you are happy to build the website yourself, then I would recommend using a Drag and Drop website builder using Squarespace, Rocketspark or WordPress.
For most of my clients, we use Rocketspark.
If you want to get a free trial of Rocketspark, I’ve partnered with them, and can get you a 60 day free trial without needing to enter any credit card info…
Click here to sign up for the free Rocketspark trial
So you can build your whole website for FREE and only pay after you’ve finished IF you’re happy with how everything looks.
If you like it, then you can continue to pay for the web hosting, maintenance & support, which is roughly only about $30/month.
Step 3: Add Content to Your Website
Once you’ve chosen your web host/website builder, you need to start putting the content on the pages and build everything out.
If you’re unsure what pages to create or what to say, look at websites in your industry for inspiration.
For example, if you’re in the financial industry, here are a few examples of financial advisor websites.
Step 4: Optimize Your Website for Search Engines
At this point, you almost have your website ready to go live.
But before you do that, you need to optimize your website for search engines.
How can you optimize your website for SEO?
I’m not going to go into very specific details (I go into a lot more detail in Week 2 of my training program), but in this video, I go through some of the main things to do:
Step 5: Optimize your website for lead generation
One of the biggest mistakes I see business owners make is NOT optimizing their website for lead generation.
They create a great-looking site.
They optimize it for search engines, and everything looks good.
But then they don’t optimize it for leads.
You can follow the tips at the start of this article to learn more about optimizing your website for lead generation.
Launch your website
Once you’ve completed the steps above, you’re ready to launch your website.
It’s vital that once you launch your website, you continue to add content to it (in the form of blog posts and videos).
The best websites built for lead generation are regularly updated with content and a call to action for people to go to the next step in your sales funnel.
To get the best results from your website, I recommend you watch this video that will go through how to generate 10, 15, 30 or more high quality appointments each month with your ideal clients.
Can you make money with lead generation?
Yes, you can make money with lead generation. There are several ways to do this, such as charging a per-lead fee, charging a monthly retainer, or selling leads to other businesses that buy business leads online.
Which platform is best for lead generation?
There is no one-size-fits-all answer to this question. It depends on your business, your budget, and your goals. Some popular platforms for lead generation include Facebook, LinkedIn, YouTube and Google Ads.
What are some good lead generation examples?
Some good lead generation examples include video sales letters, webinars, podcasts, and case studies. You can also offer a lead magnet, such as a free e-book or video series.
See also: What is the best lead magnet?
How do you optimize your website for lead generation?
You can optimize your website for lead generation by ensuring that your website is designed with lead generation in mind!
Here are a few tips to help you get started:
- Make sure your website has a clear and concise message. Your visitors should know exactly what your business does within seconds of landing on your site.
- Include calls-to-action (CTAs) throughout your website. A CTA is a statement or button that encourages your visitors to take a specific action, such as contacting you or subscribing to your newsletter.
- Make it easy for visitors to contact you. Include your contact information in an easily accessible place, such as the footer of your website.
- Include a lead capture form on your website. A lead capture form is a form that visitors can fill out to provide you with their contact information. This is a great way to collect leads from your website!
By following these tips, you can optimize your website for lead generation and see results quickly!
What is the lead generation process?
The lead generation process begins with identifying your target audience. Once you know who you’re trying to reach, you can create content that is tailored to their needs and interests.
Once you have compelling content, you can incorporate calls to action that encourage your target audience to contact you or request more information.
What is a lead generation website?
A lead generation website is a website that is designed to generate leads. The website design should focus on generating leads, and the content should be compelling and relevant to your target audience.
Calls to action should be included throughout the site to encourage visitors to contact you, request more information or fill out an opt-in form to access one of your lead magnets.
Ashley Davis (or ‘Ash’ for short) is the CEO & Founder of Skyline Social. For over 15 years, he has been helping business owners with lead generation. Ash specializes in helping businesses get high-quality leads, appointments and clients each month in an automated, scalable and profitable way. You can watch his free Masterclass training to learn more.