Mastering Lead Generation: Effective Website Strategies to Capture Customer Information

Finding the right leads to sell is a tough racket! Just ask Shelley Levene in Glengarry Glen Ross whether that’s the case or how good the leads are?

“These are the new leads. These are the Glengarry leads. And to you they’re gold, and you don’t get them. Why? Because to give them to you is just throwing them away. They’re for closers.”

But, we’re a long way from 1992 today! To find the right leads nowadays, you need to swim the muddy waters of the Internet, set up the right nets where your competitors aren’t looking, and tailor your approaches according to each group of leads.

That’s how you find the right ones! That’s how you master lead generation, continuous adaptation and trials, until you uncover the winning methods on your Divi website.

Strong leads = more sales. This is why in order to grow your business online, you need the Glengarry-type leads, and in this blog post, we will help you get them by outlining the fundamental strategies to capture more reliable customer information.

Note: Divimode helps you generate more qualified leads with Divi Areas Pro. Get our premium plugin now!

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What is Lead Generation?
Publish Useful and Relevant Advice
Create Killer Landing Pages
Use Divi Areas Pro to Power Up Conversions
Wrapping Up

What is Lead Generation?

The process of qualifying and cultivating potential customer relationships for your business or products can effectively be called lead generation. But, before we define lead generation as a process further, we need to define our leads.

A lead refers to a potential customer or prospect who has shown interest in a product or service offered by a business or organization.

There are several different types of leads, and they can be categorized based on various criteria, including the level of interest and engagement they have shown, as well as their position in the sales funnel:

Unqualified Leads: Unqualified leads do not meet the criteria for being considered potential customers. They may have engaged with your content but lack the necessary characteristics or interest to move further down the sales funnel.

Marketing Qualified Leads (MQLs): MQLs are leads who have been identified as potential customers based on their interactions with your marketing efforts. This classification is typically based on specific criteria such as engagement level, demographic information, and behavior.

Sales Qualified Leads (SQLs): SQLs are leads that the sales team has qualified as having a high likelihood of becoming paying customers. They meet specific criteria set by the sales department, such as budget, authority, need, and timing (BANT).

Effective lead management involves nurturing and converting leads as they progress through the stages of interest, engagement, and readiness to make a purchase.

The ultimate goal is always to convert leads into paying customers. As a crucial part of the sales and marketing process, lead generation helps you identify and target potential customers who are more likely to be interested in what you offer.

Lead generation strategies: What is lead generation

And that’s what the lead generation process is all about – identifying, attracting, and capturing potential customers or prospects, known as “leads,” who have shown an interest in a company’s products, services, or solutions.

Key components of the lead generation process include:

Identification: Identifying individuals or businesses that match the target audience or customer personas of the company. This involves understanding the characteristics and demographics of potential customers.

Attraction: Employing various marketing and promotional strategies to capture the attention of potential leads. This can involve content marketing, advertising, social media marketing, search engine optimization (SEO), and other tactics to drive traffic and engagement.

Engagement: Encouraging leads to interact with the company through various touchpoints, such as visiting the website, subscribing to newsletters, following on social media, or attending webinars and events.

Capture: Collecting relevant information from leads, such as their contact details (e.g., email addresses, phone numbers) and specific details about their needs or preferences. This information is typically gathered through forms, landing pages, or other data collection methods.

Nurturing: Building and maintaining a relationship with leads by providing them with valuable content, personalized communications, and offers that address their needs and interests. Nurturing helps move leads through the sales funnel and keeps them engaged until they are ready to make a purchase decision.

Qualification: Evaluating and categorizing leads based on their readiness to buy. Qualified leads are typically passed to the sales team for further engagement, while others may require additional nurturing.

Conversion: The ultimate goal of lead generation is to convert leads into paying customers. This can involve a variety of sales tactics, including product demonstrations, consultations, or sales presentations.

Measurement and Optimization: Continuously monitoring and analyzing the performance of lead generation efforts to assess which strategies are most effective. Adjustments and optimizations are made to improve the overall lead generation process.

Lead generation is a critical component of any business’s marketing and sales strategy, as it helps businesses identify potential customers, streamline their marketing efforts, and increase the chances of generating revenue.

Effective lead generation strategies are tailored to the specific needs and preferences of the target audience and are an integral part of a company’s growth and success.

Publish Useful and Relevant Advice

Content is one of the best ways to attract your target audience. According to Salesmate, companies that publish relevant content regularly on their blog can generate 67% more leads compared to those who don’t blog at all.

Blogging and lead generation go together like coffee and donuts. For example, let’s take HubSpot, the CRM giant that owns one of the most visited blogs in digital marketing.

Lead Generation strategies: Publish relevant advice

The company’s excellence in helping businesses succeed with their inbound marketing efforts. Their blog revolves around several important categories, including marketing, sales, service, and website.

In essence, the HubSpot blog is several separate blogs combined, all it’s actually multiple blogs in one, addressing all the customer personas that they’re after.

This is a strategic blogging approach that is perfect for generating leads. By posting in-depth posts and research, each piece of content fulfills its purpose towards the reader.

A well-structured, authoritative, and actionable blog posts helps their target customers succeed, and because of this, they continue getting qualified leads from their pool of blog subscribers.

Here’s how you can align blogging with your lead generation strategy just like HubSpot did:

Define Your Target Audience: Understand their pain points, interests, and questions they have related to your industry or products.
Set Clear Objectives: Determine your lead generation goals for your blog, such as the number of monthly blog-generated leads, conversion rates, and timelines for achieving your targets.
Content Planning: Create a content calendar specifically for your blog. Plan topics that resonate with your target audience and align with your lead generation objectives.
Content Creation: Develop high-quality, in-depth, and well-researched blog posts that provide value to your readers. Address common pain points, answer frequently asked questions, and offer solutions.
SEO Optimization: Optimize your blog posts for search engines by conducting keyword research and integrating relevant keywords naturally into your content.
Promotion and Distribution: Share your blog posts on your website’s blog section, making them easily accessible to visitors. Promote your blog content through your social media channels, email newsletters, and other marketing channels.
Content Gating: Occasionally create premium gated content related to your blog posts, such as downloadable ebooks or templates. Require users to provide their contact information to access these resources.

Recognize that blogging is a long-term strategy that builds your website’s authority and attracts organic traffic over time. Consistency in publishing and maintaining content quality is essential.

By consistently producing valuable and informative blog content tailored to your target audience, you can attract organic traffic, engage potential leads, and nurture them through the sales funnel, ultimately generating qualified leads for your business.

Create Killer Landing Pages

Once you improve your blogging efforts, you need to make sure that your landing pages are on point. For each of your products/services, you need to have a dedicated landing page.

Here’s why this is crucial for your lead generation efforts:

Focused Conversion Paths: Landing pages are designed with a single, clear call-to-action (CTA), such as downloading an ebook, signing up for a webinar, or requesting a product demo. This focused approach eliminates distractions and guides visitors toward taking a specific action, increasing the likelihood of conversion.

Lead Data Collection: Landing pages typically include lead capture forms where visitors provide their contact information, such as names, email addresses, and sometimes additional details like job titles or company names. This data is invaluable for future marketing efforts and lead nurturing.

Personalization: Landing pages can be tailored to match the content or offer that led visitors to them. This creates a seamless and personalized user experience, reinforcing the relevance of the offer and increasing the chances of conversion.

A/B Testing: Marketers can easily perform A/B tests on landing pages to optimize their performance. By experimenting with different elements like headline text, form fields, images, and CTA buttons, you can identify what works best to maximize conversions.

Tracking and Analytics: Landing pages are ideal for tracking and measuring the effectiveness of your lead generation campaigns. You can monitor metrics like conversion rates, click-through rates, bounce rates, and lead acquisition costs, allowing you to make data-driven decisions and refine your strategies.

Segmentation: Lead data collected through landing pages can be segmented based on various criteria, such as behavior, demographics, or interests. This segmentation enables personalized and targeted marketing campaigns, enhancing the overall lead nurturing process.

Lead Qualification: Landing pages help filter and qualify leads. By analyzing the information submitted through forms, businesses can assess whether leads meet specific criteria, such as budget, authority, need, and timing (BANT), and prioritize their efforts accordingly.

Scalability: Landing pages can be replicated or customized to accommodate different offers or campaigns, allowing businesses to scale their lead generation efforts across various marketing channels and initiatives.

Mobile Optimization: Mobile-responsive landing pages ensure that visitors on smartphones or tablets have a seamless experience, which is increasingly important as mobile internet usage continues to grow.

Improving Ad Campaign Performance: For businesses running pay-per-click (PPC) advertising campaigns, dedicated landing pages can significantly improve ad quality scores and lower ad costs. Search engines like Google often reward well-optimized landing pages with higher ad placements and lower costs per click.

Reducing Friction: Landing pages are designed to minimize friction and simplify the conversion process. By removing unnecessary steps or distractions, you make it easier for visitors to take action and become leads.

Lead generation strategies: Create landing pages

Take a look at ExpressVPN’s landing page as an example. It’s super focused! By not including a navigation bar, ExpressVPN puts the focus on their main CTA.

This is how they segment users immediately whether they’re interested in the free trial or not. Not only is this a landing page design best practice, but it also increases their conversion rates.

Or, let’s take a look at Codeacademy’s landing page. It echoes simplicity in both copy and design, but for all the right reasons.

Users interested in learning coding from the academy can sign up or log in with email and password, or use LinkedIn, GitHub and Google as their login credentials.

Moreover, the landing page also provides potential customers with real-life success stories, testimonials, and social proof for visitors who need more information before creating an account.

It is a landing page centered on the value that coding students can get, which results in more satisfied customers overall.

To create winning landing pages that can bring more marketing and sales qualified leads for your business as well, you will need to implement the following tactics:

Create Compelling Headlines and Subheadings: Craft attention-grabbing headlines that clearly convey the value of your offer. Use subheadings to provide additional context and highlight key benefits.

Use Engaging Visuals: Incorporate relevant images, graphics, or videos that support and enhance your offer. Visual content can make the landing page more engaging and persuasive.

Keep the Form Simple: Limit the number of form fields to only what is necessary to capture essential lead information. Longer forms can deter potential leads from completing the conversion.

Provide a Clear and Compelling CTA: Use a well-designed and attention-grabbing call-to-action (CTA) button that clearly indicates the action visitors should take (e.g., “Download Now,” “Request Demo,” “Get Started”).

Offer Valuable and Relevant Content: Ensure that your offer, whether it’s an ebook, webinar, or discount, is genuinely valuable and aligned with the visitor’s needs. Use persuasive copy to highlight the benefits of the offer.

Leverage Social Proof: Include trust signals, such as customer testimonials, reviews, or logos of well-known clients or partners, to build credibility and trust.

Add a Privacy Policy Link: Include a link to your privacy policy near the form to reassure visitors that their data will be handled responsibly and in compliance with privacy regulations.

Implement Urgency and Scarcity: Use persuasive language to create a sense of urgency or scarcity, such as mentioning limited-time offers or availability. Countdown timers can be effective for time-sensitive offers.

By implementing these tactics, you can create landing pages that effectively capture leads, provide a positive user experience, and contribute to the success of your lead generation campaigns.

Use Divi Areas Pro to Power Up Conversions

Lastly, we want to remind you that we have one of the best conversion-driven Divi plugins in the business – Divi Areas Pro available to power up your lead generation efforts.

Here’s exactly how the power of the Divi Areas Pro plugin can be used for lead generation efforts:

Customized Lead Capture Popups

Divi Areas Pro allows you to create highly customized and visually appealing popups that match your website’s design and branding.

You can design popups with custom colors, fonts, images, and layouts to make them visually appealing and attention-grabbing.

These popups can be used to capture leads by prompting visitors to subscribe to newsletters, download resources, or take other lead-generating actions.

Conversion-Driven Content Types

The plugin offers various content types, including popups, fly-ins, hover areas, and inline areas, each designed to persuade visitors to take specific actions.

Popups, for example, can be used to display important promotions and invite visitors to subscribe, making them effective for lead generation.

Multiple Trigger Options

Divi Areas Pro provides a wide range of triggering options, allowing you to determine the best way to display your lead capture popups.

You can trigger popups based on user actions such as clicks, hover, exit intent, inactivity, or scroll, enhancing the chances of engagement and lead generation.

Targeted Display and Page Rules

The plugin offers advanced targeting options, including the ability to display popups on specific pages or posts.

You can target devices (desktop, tablet, mobile) to ensure a consistent user experience and optimize lead capture for different devices.

Form Integrations

Divi Areas Pro supports form integrations, allowing you to include lead capture forms within your popups.

You can collect valuable lead information such as email addresses, names, and other details directly from visitors who engage with your popups.

Segmentation and Personalization

By collecting lead data through the popups, you can segment your leads based on their preferences, behavior, and interests.

This segmentation enables personalized follow-up communications and tailored offers to increase lead conversion rates.

Integration with Divi Builder

As Divi Areas Pro seamlessly integrates with the Divi Builder, you can design and customize your lead capture popups using the intuitive Divi Builder interface, saving time and effort.

Its customizable popups, diverse content types, triggering options, and form integrations make it an effective tool for capturing and nurturing leads, ultimately helping you grow your email lists and convert visitors into valuable customers or subscribers.

Wrapping Up

Effective lead generation strategies are essential for the growth and success of your business.

By understanding your target audience, optimizing your website, creating valuable content, and using various marketing channels, you can attract, capture, and nurture leads to convert them into loyal customers.

Continuously analyze and refine your strategies to adapt to changing market dynamics and customer preferences.