A lot of online marketers to figure out how to convert leads into buys. This is where a lot of marketers get stuck. Their mind keeps going back to the same thing; we need more traffic!
If we need to increase sales, we think of it as a traffic problem. But a lack of traffic is rarely the problem. You can throw $20 into a Facebook ad and instantly generate enough traffic to sell your product or service. A lot of these marketers are throwing thousands of dollars at their ads, but the focus is still on driving traffic.
It's important to figure out what the real issue is. You’re not having a traffic problem. You have plenty of traffic as it is and adding more traffic will not help you if you do not know how to convert that traffic. For whatever reason, your content, your blog, your website's sales page, your opt-in, etc. are failing at taking the plentiful traffic you already have and turning traffic into sales.
Here are five easy tactics you can employ to convert traffic.
Strategy #1: Follow Amazon
Amazon might not be a perfect website, but just digging around and taking a good look at things can give you ideas and inspire you in ways that will help you convert your traffic. The people at Amazon are experts at converting traffic. They pull out all the stops because they do all the testing find out what works and what doesn’t. If it increases sales, you can bet Amazon is already doing it.
Let’s look at a quick example.
Have you ever bought anything on Amazon and went to check out with your items and noticed that they took away navigation options at the checkout screen? If you take away navigation at the checkout screen, it will prevent abandonment and lead to more sales because there’s nothing to distract customers. It forces you to buy.
Strategy #2: Create a Tool
The number one way to build authority in your niche is by providing value to the customer. If you can give them value and you’re not 100% focused on pitching, you will increase your leads and your conversions. People want content that helps them in your job is to give that to them. So, create a tool that provides value in its unique way.
Have you seen the Progressive Insurance commercials? What do they regularly boast their website has?
They have a tool that allows you to compare insurance rates between companies. You might be thinking it's not a good idea for a company to share prices of their competitors because they might end up losing money that way. It’s not necessarily true. Other companies have calculators that show how much money you’ll be saving or a way to compare speeds. Just offer value, and it will attract people to you if you don’t think it will.
Strategy #3: Embrace Reviews
You might think you’re the greatest marketer who has ever walked the face of the earth. You can sell a bag of ice to an Eskimo. One of the top reasons why people struggle in converting is a lack of trust and authority. We’ve discussed ways to improve your authority, but there is still one group of individuals who can sell better than you and it’s imperative that you tap into their power.
Customers. No matter how good you think you are at selling, your customers are better at it than you are. At least that’s the way you need to look at. Why? Because nothing will sell your product faster and better than good reviews will. And nothing will help you grow and improve your business better than bad reviews.
Listen to the people and embrace reviews. If you seek to improve bad reviews, good ones will always drown them out.
Strategy #4: Virtual Receptionist
You’re a very busy person. Always worried about posting new content, building relationships with customers, playing out the future, and doing about 100 different things to make sure your business takes off. It can be time-consuming and complicated. But sometimes, you’re too busy to do work because you’re always on the phone chasing leads.
Converting isn’t an exact science. Somebody can visit your site at 1 p.m. but not decide to buy until six that evening. It’s common for people that want to sit for a while and think the purchase through. But at 6 p.m., you’re out of the office. Maybe your grabbing dinner, fighting traffic, or just unable to reach the phone.
How many leads do you think you miss after business hours? This is where the virtual receptionist can help you convert more leads and give you extra time to do your job.
You might be thinking that virtual receptionist costs a lot of money, but compared to hiring someone new at the office, you can hire a virtual receptionist for peanuts. It usually cost between $200 and $300 per month. It’s worth the price.
Strategy #5: Personalization
One of the newest strategies popping up these days is custom personalization. If you’ve ever done email marketing, and you know how important it is to speak directly to the person you’re sending the email to. There are different types of emails to be sent to different consumers. You send one email one to someone who just joined your list, and an entirely different email to someone who has been on your list long time.
You’re customizing your traffic in a way that makes it personal to the user. Some sites, like Product Hunt, have a bar over the top when you’re shopping it recognizes you as a person. It treats you like a person and greets you like a person. This is an excellent way to build trust with your customers and the new visitors who come in.