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Generating leads on your website is tough and these days many people are becoming smarter, where they don’t want to share their personal information or submit their details through a form, like subscribing to a newsletter or clicking a contact us button. One way to overcome this is, by creating a successful lead magnet with a nurturing sequence.

What is a lead magnet?

A lead magnet to put it in simple terms is a marketing tool used by businesses to attract potential customers and capture their contact information, typically in exchange for something of value such as a free Ebook, discount coupon, or access to exclusive content. The purpose of a lead magnet is to entice visitors to a website to take action and provide their contact information, which can then be used to nurture them into becoming paying customers.

There was a study done recently, companies that setup lead magnets on their website are 4x more likely to generate leads as opposed to those who don’t. Additionally, those who setup a lead nurture sequence along with it generate 25% more sale opportunities.

How to setup a successful lead magnet and nurture sequence?

There are lots of ways to setup a lead magnet but below I want to share with you a successful strategy that works every time.

Step 1: Planning

First step of setting up a successful lead magnet is to plan out what you want to provide to the user for submitting their details through your contact form. It could as simple as a promo code with a discount, or it could be free information. The main idea here is, it should be enticing enough for them to submit the contact us or subscribe to your newsletter form. As an example, let’s take a plumber business, a good discount would be a promo code with no “No callout fees” or “15% discount on first time service fees”.

Step 2: Setting up your website

Once you’ve figured out the promotion, next step here is to setup your website in a successful way to capture those leads. Make sure the offer is prominent on your website and can’t be missed.

Many websites don’t utilise the hero section of their website properly, usually you’ll see a slider with photos and text. This is great if you are wanting to just promote your services or showcase your brand. If you want to generate leads, a better utilisation of that space would be to change the hero slider into a form capture. The best design and layout would be to have a background image with some text about the promo on the left hand side along with a call to action button. Then on the right hand side setup the lead capture form prompting the user to fill in their details to receive the offer.

Ensure you don’t just put the promo code directly on the website. It’s important to get the user to fill in their details and then email the promo code to them, this way you can capture the lead and nurture them.

You can simply get your web designer to do this for you or if don’t know how, we have many available custom templates designed to help you achieve this. To find out more about our services, feel free to get in touch with us.

Step 3: Lead capture and nurture

Once you’ve setup your website form and the promotion on the website, next step is to setup an automatic email response to the enquiry with the promotion information. Usually, this can be done via the form plugin that is being used. If you aren’t sure how to get this done, we are always here to help.

Next, you’ll need to get the contact details that was submitted on your form and add them to your newsletter and database. You can add them to your newsletter manually or can use a third party tool that integrates and does this automatically for you. Main goal here is to get the contact in your newsletter or database so you can nurture them.

A good third party tool that does great lead nurturing is mailchimp where you can setup marketing email and send them to your database.

Always remember, a good lead magnet should do the following:

  • Deliver value before asking for money
  • The offer and value should be visible and prominent to the user
  • The offer or value should be available only after filling out their details via the enquiry form
  • The value being delivered can be utilised immediately and the best way to deliver that is by setting up an automatic email response
  • You should be upfront and honest, it should be used to capture their details for nurturing and not to exploit it

If you want to find out more about the best way to setup this on your website, we can help. Go to our “Free Website Analysis” page and fill in your details and we’ll get in touch with you and provide you with insights on how you can improve your website.

Get started with your new website today.