Working at an IT marketing agency, I can tell you that we employ tricks of the trade to generate more leads for our clients. By basing your actions on simple psychology, you can pretty much make people do whatever it is you want them to do without them ever knowing that you are manipulating them.
One of the most important things to understand about people is their need for instant gratification. How many times have you paid extra for something that you could have ordered online for less – just because you wanted it then and there? Including a contact number as well as a form is a great way for visitors to satisfy their urges for instant gratification – getting in contact with you first, instead of waiting until you reach out to them.
This one also goes back to instant gratification. People tend to buy with their emotions and use logic to justify their decisions later. When you include a form, coupled with everything else in this blog, you’ll bring out the emotional responses in people – hopefully prompting them to sign up or make a decision right away. However, don’t ask for too much information. It’s been shown that most visitors don’t like filling out long and invasive forms. Ask their name, a way to contact them, and the ability to provide additional information if they need to.
Photos and Testimonials
Photos and testimonials are a great way to build the trust required to generate more leads for your business. A majority of people tend to listen to what other customers are saying in regards to a product or service over the company’s word. Other customers are viewed as honest and unbiased. Including testimonials from happy clients drives the trust factor, prompting prospects to think, “well, others are satisfied, I might be as well.” Photos of your team and workspace also helps generate trust amongst your prospects. It’s always nice to be able to see who is actually providing your services.
Your videos should speak to your prospects above all else. What are they looking for? What are their demographics and interests? By actively engaging your viewers, you are able to greatly increase conversion rates. The key thing to remember is that no one likes to be spoken at. Speaking to clients and prospects tends to promote the feeling of inclusion.
Use Your Words
Words that have action behind them are great words to use in your marketing. Words such as “get,” “feel,” and “have” actually pack more of a punch than you may realize. Your prospects are put in an important position – they’re actually on the receiving end of your product that simply dreaming about your product. Be sure your action words are above the fold for maximum effect.
If you’ve read our other blogs, you may recognize this point. AVOID TEMPLATES AT ALL COST! There is nothing unique or special about a plug and go website template. Investing in an IT marketing agency (like TRIdigital) to create a one of a kind website will significantly help. Your websites purpose needs to be clear and should be designed for the purpose of generating leads. You really don’t need all the fancy bells and whistles to have a great site. A well designed site can also increase your credibility, since it shows you actually put some effort into their experience.
Consider the End Goal
What is a lead? If you’re working with an IT marketing agency, you should be provided with what a lead is. At TRIdigital, we classify leads as phone calls, form submissions, asset downloads, clicking a call to action, multiple campaign clicks, newsletter subscriptions, and direct emails as leads. Find out what a lead is to you and keep that in mind when building your website.
Most viewers find too much (or too little) whitespace, or negative space, to be unnerving. You don’t need to fill up your entire page with graphics, colors, or content to be attention grabbing. You also don’t want to have too little content on your website. Both scenarios can prove to be a distraction to visitors and prospects, declining conversion rates.
Test, Test, and Test Again
Make sure you test these ideas for yourself to make sure they are working the way you want them to. Services such as HotJar and CrazyEgg can help you get a view on where your site visitors are going on your page and if they are filling out forms or not. Invest in analytic software to provide you with real-time data, historic timelines, and trends. Make sure your software includes conversion tunnels that allow you to drill down into the smallest of details. When you find something that doesn’t work, make changes to your site and then test it again!
Hire an IT Marketing Agency
Of course, if all of this sounds like a lot of work that you just don’t have the time to invest in yourself, you can always reach out to an IT marketing agency to help in your marketing efforts. At TRIdigital, we have perfected the art of lead generation – and not just on your website either. All of the collateral we generate, as well as events we plan for your company are specifically designed to generate the most leads and help you close more sales. Give us a call and see what we can do for you!