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Tag: lead generation

Following up with Sales Leads

Just how quickly should you follow up with your sales leads? I’ve always advocated two fundamental principles of a CRM-based lead generation program.

Traffic Optimization vs. Conversion Optimization

Here’s an article by Oli Gardner who makes a very clear case for why optimizing your lead conversion process/funnel is more important than focusing solely on traffic generation.

Companies don’t know how to use social media

Erik Sass at the blog, The Social Graf wrote a very interesting article recently on the ROI companies are achieving through investments in social media. For instance, he references a survey be eMarketer that found that only 15.4% of respondents believed Facebook was delivering “significant ROI”.

5 Lead Generation Tips

Here’s the deal. I’m running a multi-million dollar search campaign for a client and we’re obviously very focused on campaign copy, audience targeting and creative. However, in campaigns of this size, even the slightest percentage increase can yield huge ROI gains. So, focusing on your landing page and conversion funnel is extremely important. Gains in your funnel can dramatically improve your ROI. I recently change the form and registration step on a landing page and saw a gain in click-to-conversion of 400% for the campaign. Caution: results aren’t typical. We were looking for a 10-25% increase. Who knew. But now we’re not stopping there. We’re doing further split testing to see what the right combination of fields and steps are.

Landing Pages & AdWords Quality Scores

Page load time not only affects your quality score, but it can dramatically impact page load times. I recently worked with someone who’s landing pages were loading in about 15-20 seconds! That has a major affect on user experience. Very few people with broadband will wait even 5 seconds for a page to load, let alone 20 seconds. We reduced the size and number of images, decreased the amount of and size of includes and modified the hosting and caching settings of the web server. The result was a page that loaded in about two seconds. What an improvement! Think of all the people that were leaving even before they saw the message.

More choice is not always better

Interesting article on how offering too many choices and features on your website can inhibit a purchase. ¬†This is a theory I wholeheartedly subscribe to, especially when it comes to a landing page for a specific campaign meant to generate leads. When you are running a campaign driving people to a landing page, you need…
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