Sales & Marketing Consultant, Bestselling Author & Business Motivational Speaker

Lead generation pages (or Squeeze Pages as they are often known) are a great way to gain qualified leads from your company websites. By offering your web visitors access to a free report, an evergreen whitepaper or the chance to sign up to weekly industry tips in exchange for their contact details you can continuously fill your pipeline with new names and opportunities.

Once your new lead has entered their details and clicked “submit”, they will usually find themselves on a conversion page which will say something like “Thank You, you will receive your report shortly”, confirming that they have been successful in their submission.

Even though these leads will no doubt be followed up through one method or another, for some businesses this is where the importance of the conversion page ends…but should it?

Here are 4 key ways you can optimise your conversion pages to ensure they do much more than simply say thank you and wave goodbye.

Add A “Download Here” Button
These leads have taken the time to fill out your submission form and given you access to their important contact information so the least you can do is give them access to the content they’ve signed up for there and then.

This instant gratification will bode well with some of your new leads, who are very busy and just want everything now. For those who don’t want to have to view and download your content there and then you must, of course, ensure that you email this out to them anyway.

Don’t Just Have A Call To Action – Shout It From The Rooftops!
Your conversion page should already have some type of call to action within it, which encourages your new leads to access further information you have on offer or suggests they enquire for further information – but could you be doing more?

Start by bringing back any navigation on your site which you may have removed to encourage the lead to sign up in the first place – this will give your new leads a chance to have a browse around your site and learn more about the company and your products and services.

On top of this, encourage your new leads to link up with you on your social media sites, and – depending on whether these leads have landed on your company website or your blog – direct them to any alternative sites you may have to encourage further interaction with you.

Make Your Social Sharing Buttons Pride Of Place
The leads which have made it to your conversion page obviously thought enough of the content or deal you were offering to part with their contact details in order to get their hands on it so why not give them the option to share this great offer with their social media followers?

By displaying all manner of social sharing buttons on your conversion page you are allowing your new leads to pass on your information for you BEFORE they leave your site, ensuring that you squeeze this extra advertising from them while they are still enthused about you and your company.

You Have The Gold, Now Make It Valuable
The way you choose to follow up with each of these new leads will be different depending on each company’s current sales and marketing processes, but where possible you should feed all new leads into an on-going email campaign, to ensure that they are consistently being updated with new content and ideas which will make sure they remember you and don’t just take your content and run.

The whole point of a lead generation page is to generate leads so ensure that these are properly monitored and followed up through whichever method suits your company best.

Happy marketing!

Sean

Sean McPheat

Marketing Consultant – Sales Expert – Motivational Speaker

Let’s say you’re at a networking function and you spend a good 30 minutes speaking to an individual you may be able to work with at some point down the line. You might be able to sell him your products or services or you might be able to form some sort of joint venture. Whatever the case, you are preparing to end this stunningly productive conversation by handing your new contact your business card.

BORING

Sadly, if your only plan is to hand your prospect a business card you might as well just dump all of your business cards into the nearest trash bin. Your card will likely make it into the pile of “business cards from networking events” this gentleman already has on his desk back in the office. Your card will not stand out from the rest and, as a result, you will be forgotten.

So what should you do?

Make a show out of not just giving your business card but of taking out a pen and writing something important on the card. Write your personal email address (as opposed to your business address), your home phone number, your cell phone number – something that isn’t pre-printed on the card to begin with.

Doing so will make the person you’re working with feel special – as though he or she has access to you on a level not many others share. You will have personalised the experience and, as a result, given yourself a better chance of hearing from that person again in the future.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

The five main buying roles. That sounds a bit strange, doesn’t it?

What it illustrates, though, is that in many cases more than one person will be involved in the process of purchasing the product you are trying to sell. In some cases one person may embody all five of these roles, but in others you may have to deal with 2, 3, or maybe even all 5 different people.

Are you prepared to appeal to that many different mindsets?

The five main buying roles are as follows:

1. The Initiator – the person who decides to start the buying process.
2. The Influencer – the person who tries to convince others they need the product.
3. The Decider – the person who makes the final decision to purchase.
4. The Buyer – the person who is going to write you the check.
5. The User – the person who ends up using your product, whether he had a say in the buying process or not.

If you’re smart you’ll find out who all of these people are well in advance and prepare a presentation that can be tailored to all of their interests at the same time. If you’re lucky you will only have to deal with one person, but in the event that more than one person needs to be in on the decisio you’ll need to be ready to answer all of their questions and objections.

Are you prepared?

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Prospecting and networking may not be natural to you but it’s not something you can’t learn to do. The worst feeling in the world, though, is walking into a room, realising you know no one, and then trying to figure out where to start.

Fortunately, I have good news for those who are a bit shy. Building rapport with new people is a skill that can be learned. Your conversations with new people and strangers don’t have to be strained and jilted. Besides, if you can build up a personal rapport first you’ll have an easier time discussing business later on.

So what can you do to build rapport? Try these approaches:

• Dress to impress. The first thing a person will notice about is is the way you look. As a matter of fact, they’ll look at your appearance before they even greet you. Make sure your hair is done, your clothes are clean, and that you are dressed in a style similar to what your customer wears daily.
• Be disarmingly honest. What I mean is that you shouldn’t answer the standard greeting questions with the same old “Fine – how are you?” responses all the time. Occasionally you should be honest when answering this type of question. Laugh the question off and tell them about the rough start you had that morning or relay a funny story about your children. Your answer, while honest, will be completely unexpected.
• Incorporate a sincere complement into your conversation. The next time you meet with a customer, prospect, or peer pay special attention to him and his business. Let him know if you see something that really makes a positive impression. He’ll appreciate the compliment and it will open up doors for continued conversation.

These are just three simple tips for establishing rapport but you can see from these how easy it really is to strike up a conversation with someone you know very little about. Try to make a connection on a personal leve and the rest of your prospecting experience will go much smoother.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker