Digital marketers tend to focus on getting traffic to a website. This is where the marketing budget is usually spent.
However, making the most of the traffic you get is a much smarter (and more effective) marketing strategy.
First of all, it doesn't require huge ongoing budgets (unlike building traffic). In most cases, onsite tactics are free or much less expensive than trying to drive new clicks from the outside. All you will definitely need is time.
Second, investing in lead generation and nurturing allows you to understand your target audience better and accumulate your own data, which will help you with your marketing strategy in the long run.
Here are five ways to generate and nurture more leads from your existing traffic.
1. Start Building Strong Customer Relationships
This is the most basic step here, but also the first step you need to deal with. Unless you have a well-defined customer relationship management system and marketing automation platform it doesn't do any good to get new leads.
The moment a new lead arrives, your team needs to start developing ongoing relationships with them. Otherwise, you will lose leads that are hard to get!
Investing in a customer relationship-building software is almost always a good idea here. You may think your sales team will be able to handle it manually, but you'll really see the difference when you empower them with a solid tool.
Featured tool : Super Office is one of my most recent discoveries because it makes the process very well organized and consistent. For each lead, you know exactly:
- How and when the lead was purchased
- the point of contact was there (and when)
- Which touchpoints are still ongoing (and when)
- Which sales manager contacted that lead?
On top of that, you'll have a detailed client profile (the company they work for, their budget, their contact info, etc.)
Of course, yes 
Other CRM solutions are available, including Freshsales and Zoho CRM, so do your own research and choose the one that best fits your needs.
2. Match your content to customer expectations
Building a website that attracts pre-qualified leads is key to lead generation success, especially when it comes to organic search traffic.
Imagine someone searching for something directly related to your business. More often than not, it's pretty obvious what they need to look for. And this isn't just the real answer they're looking for.
It's also about formatting and the action they intend to take when they find what they need.
For example, if they're searching for , they're buying one. These searchers are very close to a sale. But if they are looking [CRM examples], they may be in the beginning stages of research. They need answers.
Now, if you're selling a CRM solution, you'll want both of those search groups, but you may not want to actively sell to the latter. So in this case, you need two types of landing pages that match both of these searchers, their expectations, and how close they are to the sale.
This is the basics Search intent optimization which we have talked about in great detail. The basic step that many businesses are still missing.
Using your own common sense and trying to put yourself in the shoes of the searcher is an important first step to search intent optimization. Searching on Google is another great idea because Google provides a lot of clues about what users are searching for.
Finally, using intent optimization tools is another great idea.
Featured tool : Text Optimizer Search Google for your target query and apply semantic analysis to identify underlying and related concepts to help you meet searcher expectations when creating your copy.
3. Customize Back User Experience
As SEOs, we tend to be obsessed with attracting new visitors to our websites. In many ways, our returning visitors are often ignored, which is unfortunate because those who have chosen to return to your site are often more likely to convert into leads or leads. .
- They already know your brand (and can trust you)
- They already know what they want
It's no surprise that returning visitors have historically consistently converted better. Back in 2017, Barilliance published a study claims the conversion rate of returning visitors is almost twice as high as for new website visitors.
The conversion rate of returning visitors is almost twice as high as for new website visitors.
Do you know how to make this number even higher?
Try onsite remarketing.
Essentially, a remarketing (or retargeting) strategy means customizing your website users' experience based on their previous interactions with your website. For example, if there's a dedicated campaign on Facebook and one of your potential customers has visited your website twice as a result, chances are that person has gone back to what they originally saw in the video. advertisement. So customize your CTA to match your old campaign.
This helps you increase your chances of getting their attention and eventually getting them to convert.
Featured tool : Finteza can help you set a remarketing campaign serve returning visitors based on their previous interactions with your site. Simply set up your goals (pages visited, email signups, etc.) and then define the banners and CTAs you want these site users to see when they return.
Finteza can help you set remarketing campaigns that cater to returning visitors based on their previous interactions with your website.
The good thing about this tool is that it's very easy to use, so you may need to invest in third-party services to set up your remarketing campaigns.
4. Create and market more videos
Videos have long been found to be the main conversion boosters, and they're only getting more and more effective:
- Using videos on landing pages can increase conversions over 86% .
- In a survey, CharityDynamics found that 60% of millennials like to watch videos than reading the news. This survey was conducted in 2017, so the number is definitely higher. Not to mention the younger generation, which operates almost entirely through video.
Featured tool : Editing doesn't have to be a hassle. Tools like InVideo are full video makers with low subscription prices and will help you through the process. Simply choose a template and customize it with their visual editor to add your text, images, branding elements, and transitions.
Invideo is a great solution to easily create and edit videos.
Hosting your videos is also free. Both Youtube and Vimeo offers free video hosting and I recommend both.
5. Create more engaging landing pages
Finally, here's a super-simple test that can help you gauge your audience's interest in your content: does it catch your eye in five seconds or less ? Title extremely important in online content as they are all you have to engage your readers in an instant.
Email newsletters, blog posts, and even social media posts need to make an impression in those 5 seconds, or the person will continue to skim. Just think of all the content they have to choose from, all the stimuli and distractions. Without a compelling headline, you won't stand a chance.
While the headline is what makes your landing page stand out, it's social proof that convinces visitors to take action. In fact, 37% of the most successful landing pages There are testimonials on the web.
However, keep in mind that customer testimonials should show how your customers or partners have benefited from working with you. What exactly do they love about your product or service?
Use only testimonials that are descriptive enough to reveal the essential benefits. Otherwise, they won't work. For example, see at main page of this site where you can find the following section with testimonials.
Featured tool : Try Second year test to see people instantly associate your landing page with. It's a great way to generate instant user feedback.
Try the Five Seconds Test to see how people instantly associate your landing page with.
Inference
Lead generation takes time and effort. You should always refine your process and test new tactics. Hopefully the tips above will give you fresh ideas and allow you to convert more of your existing traffic.
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