Having successfully enticed leads to your website, landing page, or store through your advertising efforts, the next critical step is to capture their contact details. This is also known as converting traffic (strangers) to leads – people who show interest in your company, products or services. This allows you to follow up with them later, a key component many businesses often overlook.
Remember, it’s your responsibility to follow up with prospects, not the other way around. If you’ve experienced a situation where potential clients promised to return but never did, chances are they ended up purchasing from a competitor who did follow up with them. Therefore, not capturing contact details when prospects visit your website, landing page, or brick-and-mortar store is like leaving money on the table.
The most effective way to sign your leads up is through online forms on your website or landing pages. You can also use physical paper-based forms at events or within your physical store or office. However, this is an ineffective way to sign up your leads. Online forms from within a CRM system is highly effective, reduces huma-error and unlocks automation.
When designing these forms, request as little information as possible initially—typically, their first name and email address. Asking for too much information upfront (like a phone number or street address) can deter prospects from signing up or completing your forms. Aim to make the process as comfortable as possible for your leads by asking for as little information as possible.
Remember, people will only provide their information in exchange for something valuable. Whether it’s a lead magnet or an offer, make sure the perceived value is clear so that they willingly provide their contact information.
1. Online Forms: These are typically embedded on your website or landing pages. The form might prompt visitors to subscribe to a newsletter, download a lead magnet, or register for a webinar or event.
2. Physical Forms: During in-person events or within your brick-and-mortar store, physical forms can be used to capture lead information. This could be tied to an event signup, a free giveaway, or a loyalty program.
3. Pop-ups or Slide-ins: These are typically displayed on your website after a visitor has spent a certain amount of time on a page or is about to exit. They usually offer something of value in exchange for the visitor’s email address.
4. Social Media Lead Generation Tools: Platforms like Facebook and LinkedIn offer lead generation tools that allow businesses to collect lead information directly from the platform. These can be particularly effective due to the large user base and targeting capabilities of these platforms.
Remember, signing up leads is not a one-time event but a continuous process. Regularly evaluate and optimize your sign-up strategies to ensure they remain effective and aligned with your business goals and lead’s preferences.
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