Leads to Sales: How to Get More out of Search Traffic

SEO can bring you traffic, new customers, and sales. Does any of your traffic convert into leads? This article will show you a few tested methods that can increase your conversion.

There are many ways to improve your ranking from search engines, including article marketing, press releases, guest blogging, and directory submission. Our expert at  Digital Marketing Agency in Mumbai will teach you the best methods to get the highest conversion from the traffic that comes to your site.

 

Table of content:

• • What is SEO?
  • What is Lead Generation?
  • How to generate more leads?
  • How to convert your Leads?

 

What is SEO?

SEO is the art and science of improving your site’s ranking in search engines. There are many tools involved: keyword research, on-page optimization, backlink building, content creation, link sharing, and PR, to name a few.

When you hear “SEO” what comes to your mind? I’ll bet it’s not a picture of a happy customer holding a big bag of cash. But that’s the result of everything we do in SEO.

SEO is not just about rankings; it’s also about generating leads for your business. So before we start, let’s figure out what types of leads you need for your marketing strategy.

Because it isn’t always easy to identify qualified leads for your business. For example, if you’re in the fitness industry then signups from your blog may not be considered qualified leads because most of them aren’t ready to buy from your site yet. However, if you’re selling products or services, then leads who sign up for your blog are considered qualified because they’ve demonstrated interest by signing up for your content.

 

What is Leads Generation?

 

 

Lead Generation is the process of converting a potential customer into an actual customer. This means the lead generation process should serve the purpose of generating leads and turning them into paying customers. This is how you convert leads into sales.

It is also a practice of providing business owners with valuable information and materials when they need them. If a business owner identifies a problem, they can use it to get the answers they need.

The lead generation process aims to reach out to a majority of potential customers to increase sales and profits for your business. Lead conversion is usually done through call-to-actions, landing pages, and forms. Call-to-action is used to attract people’s attention. Landing pages are designed in a manner that makes people take action. Forms are used for gathering lead information to make follow-up and sales easier.

Lead generation can be done on your site, or through other sites. If you choose to have it done on your website, you will need a page designed for that purpose. This page will contain links to other websites that offer information related to your website.

These resources, most often eBooks or some other type of document with valuable information about the subject matter that you are targeting, can be found all over the internet. We also want to make sure that this page is easy to read and navigate so that visitors will keep coming back to find all the information they need.

If you choose not to conduct lead generation on your site, you can also do so through other sites. For example, if someone has written an article on a subject related to your business, ask that person to mention your website in their “Resources” section. This will help people find your website, and at the same time give them access to valuable information through the link that you have provided.

 

How to Generate more leads?

What are some common methods for lead generation? Any way to get people to contact you to buy your product or use your service is usually considered a form of lead generation. Some companies use trade shows, seminars, and other events to generate leads; others use online ads or email campaigns.

Many companies use advertising methods such as mailing, emailing, and online advertising to connect with potential customers and qualify leads so that sales representatives only follow up with people who are seriously interested in their services.

A lead is someone who has shown potential interest in your product or service. A lead can be an inquiry or a subscriber to your newsletter. Companies can generate leads via SEO, SEM, Social Media Marketing, or any combination thereof.

More leads mean more opportunities for conversions. If you’re converting a high percentage of leads into sales, you’re doing a great job. If you haven’t done so already, then I encourage you to explore your website’s user experience (UX) and make improvements wherever necessary.

You can have a say in your website’s conversion rate. By understanding your audience and their needs, structuring your site well, providing relevant content, and making customers feel confident about doing business with you, you can create a high-converting site.

Given below are some ways to generate more leads:

1. The first thing to do is to create a targeted list of keywords for each page on your site.

Use them in the title tags and meta descriptions so that the search engine spiders can easily crawl them. You will get more traffic and qualified leads by using appropriate keywords.

A Tip from experts in Digital Marketing Agency in Mumbai, to get potential customers for a product, include several synonyms and related words. An example would be if you are selling men’s shoes, then your target keywords could be “men’s shoes” or “male shoes” or “men’s footwear”. You get better results by being more specific.

The next step is to develop a website that is relevant to the chosen keywords. To make the site easy to navigate for the user, you should design a simple, clean layout with links that go directly from one page to another.

You also need a content strategy that allows you to attract traffic through search engines by having at least three content pages for every keyword you have targeted (more is better). Written on topics that interest you and your readers, these pieces can take the form of stories and news articles, with photos of your products and services to show how they are used.

 

2. Write quality content that attracts prospects.

With the recent Google update, it looks like the search engine is going to show more content from their knowledge panel on top of the search results. That should have a positive impact on organic click-through rates.

 

 

Let’s look at some of the essential aspects that will make this change successful for our clients:

Write quality content. To make it into Google’s knowledge graph, you need to write articles that are longer than two hundred words and have good quality. When your content is of poor quality, Google will rank your competitors over you.

Get backlinks to your articles. Search engines see a backlink as a vote of confidence about the quality of your article. To get more traffic from search engines, try getting high-quality backlinks by reaching out to influencers in your industry.

Optimize your images and videos. When you optimize your video thumbnails, it helps increase the likelihood of getting clicks from people who find it on Google’s image search. Optimizing your images can help get more clicks and traffic from Google image search.

Search engine optimization (SEO) should be a part of every company’s marketing strategy. If you’ve been looking for other ways to increase your SEO strategy, SEO software can help you optimize your website and make sure it:

 

3. Implement social media marketing campaigns to promote your business and services.

Social media marketing is a powerful tool for businesses of all sizes. In addition to creating a more personal connection with customers and clients, social media marketing can also help generate leads, sales, and profit.

 

 

Social media covers big platforms, including blogs, forums, and review sites. Businesses that have been able to leverage these platforms effectively have typically done so by focusing on a few key areas:

a. Make your content Interesting.

People will share content that they find valuable or entertaining, so make sure that you focus on providing the audience with the content they want. You don’t have to post only positive information or always promote your business; in fact, being an active participant in the community can help you gain followers and increase trust among potential customers.

b. Share other people’s content.

 

 

If you enjoy sharing information with others, you’re likely to see some good results as well. Focus on sharing content that is relevant and valuable to your target market. In addition to gaining traffic, you’ll also gain the opportunity to be seen as an authority in your industry by offering value to people through your social media accounts and website.

c. Be responsive on social media channels.

Use Twitter live search to watch for questions from potential customers and answer them. Responding to and participating in social media channels and in relevant, timely campaigns can help a brand build a following.

For example, if a negative story breaks about a competitor, a company could respond within minutes with a post that addresses the issue directly and provides helpful information. Or if there is an important industry event or holiday coming up, companies could post a video with tips to help customers get the most out of the event or capitalize on it.

These posts will attract clicks, but they also will build trust with potential customers by showing them that the company listens and cares about their needs.

 

4. Use landing pages where you provide information about products or services like how it works, how it helps customers etc.

With the rise of voice search and other search changes, SEO is evolving to include more than just keywords. What worked in 2017 might not work in 2022. People will still be searching online, but they’ll be looking for information that helps them make a decision, rather than simply getting directions or a phone number.

 

 

It is said by experts in the Digital Marketing Agency in Mumbai that search engines prefer content above all else to give people what they need immediately rather than sending traffic to websites with vague ads and only one or two sentences about the product.

The days of keyword stuffing have ended because Google and other search engines are beginning to penalize sites for using manipulative tactics like keyword stuffing and hidden text. Instead, search engines are focused on creating a user experience that delivers the content customers want.

To meet those standards, you’ll need to start creating landing pages that focus on providing information about products or services instead of directing customers toward your home page. It is more beneficial to direct visitors to specific pages on your site that convert better than to send them through your site’s pages aimlessly.

 

5. Make use of PPC (Pay-Per-Click)

PPC is a great way to generate leads if done right. PPC advertising allows you to reach your target audience immediately, which means you can start getting responses from potential customers quicker. It also means that you can track your ROI with real data, not just guesswork and supposition.

There are many ways to use PPC. In addition to driving traffic to your website, it’s also possible to use it as a lead generation tool. The benefits of this are twofold:

Your PPC ad can direct people to a landing page, where they can submit their information in exchange for valuable content such as a whitepaper or eBook. This will help you build up your list of interested parties without paying for the list itself.

You can also use PPC ad campaigns to drive people to your website instead of directly into your sales funnel or lead conversion process. There, they might leave their information on a form or fill out a lead magnet subscription form (or both). Again, building up your subscriber list cost-effectively using PPC is an excellent strategy that allows you to get higher-quality leads.

 

6. Start Guest Blogging.

Guest blogging is one of the best ways to generate valuable leads-guests want to talk with you, they’ve already decided they like your brand, and they’re already looking for more information.

 

 

The best guest blogs are highly-targeted and niche relevant. You will also want to ensure that you have an opt-in checkbox on the blog post itself or a way for readers to subscribe to your content.

If you do not have your blog or website, consider using sites like Squidoo or HubPages as a way to produce high-quality content that you can promote and build links from in a relevant niche.

 

How to convert your Leads?

 

 

One of the best ways to convert your leads is by following up with content that keeps on selling your products or services. You can do that by producing newsletters, videos, or ebooks, for example. To retain the interest of your leads, you should make sure that your content has the right focus and delivers the right information.

Also, you should always persuade them with benefits. They have to understand how your products or services will improve their lives.

For instance, if you’re an IT company that provides security solutions for small businesses, you might write about how to reduce costs and prevent data loss thanks to your solutions.

By providing relevant and valuable content regularly (once a week or once a month), you can keep on selling your products even after someone has already become interested in what you offer.

Remember, once you have the lead, it is crucial to convert it into a sale and customer. A lead that remains unsold is a wasted asset. Lead generation and lead nurturing are two different functions of the sales process.

Lead generation is the process of getting prospects into your pipeline.

Lead Nurturing is using emails, phone calls, and other communication methods to move a potential customer towards a sale.

Here are some tips for converting your leads:

1. Don’t sell too hard

 

 

If you try to sell too hard too early prospects will be turned off and you will lose their trust. You should engage them first by trying to build a relationship with them before you start talking about your products.

2. Be honest

Don’t try to manipulate your potential customers at any point in the lead nurturing process by giving false information or guarantees that your product cannot deliver on. The trust that you have built up with them so far will vanish if they realize that you are lying to them during the sales process.

3. Make sure they understand what they are buying

To make sure that you have a good relationship with your customers, make sure they are fully informed before they make a purchase. If there are terms and conditions, make sure that they understand those as well so there are no surprises after they buy the product. If you want to increase the trust of your buyers, you can use this strategy to help create more sales.

Do you want to know more about how to make your product or service sell?

Let me tell you a little secret. You already have the recipe for success.

It’s right in front of you, every day that you go to work. It’s the reason you wake up in the morning and put both feet on the floor. You want your product or service to be a success.

Then this is how it’s done:

a. Know what you’re selling.

Knowing what you are selling seems obvious. But it is easy for a business to lose track of its product and what it is trying to accomplish. Businesses tend to start with a business model and then try to create a product that fits it. This can lead the business astray.

The problem with the business model is that it doesn’t necessarily fit the product. The business model’s assumptions are about getting money in return for the product; the product’s assumptions are about how users will enjoy using it. The product has to match what users want, not what suits the business model or helps some vice president increase his bonus.

MySpace, for example, grew fast in part because it lets people customize their pages however they wanted. But once MySpace became popular, the pressure was on to impose uniformity: advertisers would prefer a predictable, consistent environment, and people would be less likely to leave if their friends were there.

But users didn’t want uniformity; they had joined MySpace precisely because it wasn’t like other sites. They wanted their MySpace pages to look like themselves, not like some generic space designed by the committee.

 

b. Know who your customer is.

When you are starting a business, it is a good idea to identify your customer. Who will you sell to? If you don’t know who your customers are, how can you make a product that they’ll like? And how can you sell it to them at a price they will pay?

 

 

The answer depends on what kind of business you are starting. If you are selling something that almost everybody needs, like food or clothing or water, then you might be able to charge what the market will bear. You might not be able to sell as much as Coke does, but if your costs are lower, it may still be profitable.

If your customers can only afford so much for their basic needs, then the amount that someone is willing to spend on extras, like bottled water or fancy coffee, is limited.

But if most of your customers are wealthy, such as those who buy sports cars, designer clothes, and luxury cruises, then there is no limit to how much they might spend. And so there is no limit to how much money they might be willing to pay for an extra bit of quality or a little more convenience.

If a few dollars more would persuade them to buy from you rather than your competitor, then offer them that option. They may be willing to buy it that way.

So, find out everything you can about the people you’re trying to sell to. Know your customer as if they were family.

Learn what they need, learn what they want, learn what they will buy – even before they know it themselves!

 

c. Listen to your customer.

Let the customer be your guide. Any business that does not have a customer comes a cropper eventually. People who live outside of society do not get served.

 

 

So, businesses should listen to their customers. There are two reasons for this. The first is that businesses know almost nothing about what they are selling, while the customers know everything they want to know. The second is that if you are not listening to your customers, someone else will listen to them instead, and then they will do business with the other person instead of with you.

 

d. You should be able to change your offer (offer something else) depending on their interests.

You need to be able to change your offer based on their interests. For example, if someone is not interested in what you offer, you can try showing them an alternative related offer. If they are not interested in the alternative offer, you can try a different approach or maybe just leave it and come back later.

The first thing to understand is that the customer has a choice – they are not obliged to buy from you. So you want to get them as interested in purchasing from you as possible.

Be sensitive to how much interest they are showing in your offer. If they are not interested in what you offer, there is no point in pressing further. Instead, try something different that might appeal more to them.

For example, if someone is not interested in what you’re offering, then maybe instead of trying to sell them your product, you can offer them more information so they will take more interest in what it does and how it could benefit them.

You could also use the time to build rapport with the potential customer by talking about unrelated things that might make them like you more (like common interests). Then once the time is right, chances are they will be a lot more comfortable with the idea of spending money on something that interests them.

 

e. You have to be able to follow up with your leads.

You have to be able to follow up with your leads, or it’s all for nothing. If you buy a mailing list and then mail it, and the people on the list think that’s all there is to it, and never hear from you again, they’re not going to buy from you. You’ll have wasted both their time and yours.

And if you try to make the sale at the time you first meet someone, or in one phone call, or even in one letter, you’re not going to succeed very often either. When you want to sell a house in a bad market, you’ll have to visit your potential buyers many times before any sales can be made. You have to follow up with phone calls and SMS and Emails and maybe even visits.

The less an initial contact means for your sales prospects, the more persistent you can afford to be. If I’m trying to sell ice cream cones at a baseball game where there’s plenty of ice cream already, I can spend all day following up with people; if I were selling water filters in a desert, I wouldn’t make more than a single trip out of sight of my truck.

To determine if you can make money selling your product, you need to find out how easy it will be for your target audience to purchase it.

 

f. You have to be able to close the sale with them.

There are many reasons why people can’t close the sale, but the most common one is that they don’t respect the person they’re trying to persuade. Often it’s because they feel threatened — someone who knows a lot about something you know a little about can be intimidating. But it’s even more often because we don’t appreciate how much other people know.

 

 

This is almost always an error, and sometimes it’s a fatal one. The seven-year-old will use whatever expertise he has to try to get what he wants — as long as you don’t make him feel bad while he’s doing it.*

Someone at your level might not be able to do everything in your company, but if you’re going to get anywhere in life, you need to recognize that everyone else knows an enormous amount about their field. The only way you’re going to persuade them to do something is by convincing them that what you want is also what they want.

You have to be able to sell them on your idea, so they will invest their energy in trying it out. They won’t do it unless they think they stand to gain by it and won’t do it unless they think there’s a chance they could lose. So you have to be able to tell them how things will go well, and also how things could go badly.

Telling people how things will go well is not just reassuring; it’s motivating. If you want people to give you their best efforts, you have to let them know that their best efforts will pay off. Otherwise, why bother?

We don’t just want people who can see the bright side of the glass; we want people who are good at seeing both sides of the glass.

 

Conclusion:

Now that you have a better understanding of the value of lead generation to the sales process, find out which technique suits you and your business. Capture the attention of your audience and reach your target with this helpful information and read up on our blog about Google Analytics for the ultimate combination.