12 Hidden Obstacles to Online Lead Generation

If you’re like most of the business owners who initially turn to us for help, you’re dealing with two obstacles. The first is that your website isn’t actually creating any sales opportunities for you. And the second is that you don’t have any idea why that might be.

This issue is far more common than you might think. Everyone wants a website that will help them win new customers and create revenue, but most business owners don’t actually know how to build a workable sales funnel. That’s our specialty, of course. 

What we often discover in working with new clients is that the first step to generating leads is actually removing the obstacles that get in the way. In other words, before you can do the right things, you have to stop doing the wrong ones.

In today’s post, we want to take you through a dozen of the most obvious and common errors we see when evaluating client sites. Here are some quick reasons your website might not be selling the way you want it to.

1. Your Website Has No Traffic

If no one is coming to your website and seeing your content, then you can’t be surprised that leads aren’t pouring in. While the relationship between web traffic and sales opportunities isn’t always as straightforward as business owners think, you do need one to get the other. 

If you don’t have sufficient interest in your website to generate traffic, it might be time to look at search engine optimization, internet advertising, email marketing, and other tactics that draw visitors in.

2. Your Pages Load Too Slowly

Sometimes it can seem as if you have plenty of visits to your website when in reality no one is viewing your content. How can this happen? If your webpages take a long time (i.e. more than a few seconds) to load, then you might be losing visitors before you ever get the chance to sell.

Slow websites are usually a symptom of underpowered web hosting, coding errors, or issues with improperly formatted content. These kinds of problems are easily detectable with a website audit and should be easy to fix.

3. Your Website Layout Isn’t Mobile-Friendly

Did you know that more than half of all the visitors to most websites are using mobile-ready phones and tablets? If your layout isn’t configured to be compatible with these devices, then users might leave… Or they might not even get the chance to see your content in the first place.

There are plenty of ways to add mobile functionality to an existing business website. The technology is easy and inexpensive and can have a huge impact on your ability to generate sales opportunities online. Why wouldn’t you want half or more of your prospects to be able to see what your company has to offer?

4. Your Pages Have Technical Errors or Broken Links

There are a lot of things that can go wrong on a business website that aren’t apparent to the naked eye. You could have missing pieces of content, outdated plugins, or links that don’t actually go from one page or tool to another. This is especially prevalent on older websites, or those that have been created using DIY tools and templates.

An experienced web design team (using auditing software) can detect these kinds of issues and clean them up very quickly. If you never look for these kinds of problems, though, you might not realize they are preventing website visitors from turning into qualified leads.

5. Your Web Design Hurts Your Credibility

When someone arrives at your website for the first time, they have to make near-instant assumptions about the quality of your products and services. The initial impression they get from your designs and layouts can be all-important.

If you have a color scheme that doesn’t work, outdated low-res images to sell your products and services, or a generally disorganized feel to your content, then that’s going to tell a story that works against you. Remember, a lot of people who come to your website won’t know anything about you except for what they see right in front of them. Make sure it doesn’t convince them to take their time and money elsewhere.

6. There Are Obvious Typos on Your Pages

This can seem like a minor issue on your business website, especially if you spent a lot of money on design and development. What we want you to understand, though, is that no one will share their contact information with you if they don’t trust the credibility of your company. And few things destroy confidence in your professionalism faster than a whole bunch of obvious typos and grammatical errors.

It’s easy and inexpensive to have someone proofread the content on your website. That one investment of time and money can boost your lead generation results in a big way.

7. Your Content Doesn’t Set Your Business Apart

If your business seems like it blends in with all of your competitors, then why should anyone work with you? In other words, if you aren’t offering anything unique then there isn’t any reason to choose the products and services your company offers.

This shouldn’t be an issue in most marketing situations, but we frequently come across websites that have obviously been “inspired” by another more successful business. Being generic, blending in, or copying other business owners is no way to make a name for yourself, and it’s generally not going to help you attract new customers.

8. Potential Customers Don’t Trust You

Sometimes intentional customers won’t trust you even though your design and content are strong. It might be that they’ve been burned in the past or have seen your competitors overhyping their own products and services.

If you suspect that might be the case, then your best bet is to do whatever you can to make your business more trustworthy. That might include showing off verified reviews, pointing out that you are a member of the Better Business Bureau, or even highlighting a money-back guarantee. Any of these can help remove distrust and encourage conversion.

9. What You’re Asking Isn’t Realistic

Imagine for a moment you were trying to sell a mansion on your website. Would you put up some photos and a “buy now” button, or maybe include a downloadable brochure that invited visitors to an open house?

This is a ridiculous example, but it points to a bigger issue. What you ask for as a next-step working version of your website needs to be reasonable and realistic. If you ask visitors to give up too much, too soon, then you’re bound to be disappointed by the results.

10. There Isn’t an Obvious Conversion Option for Customers to Follow

In order for your website to generate leads, you’re going to have to ask visitors to take a step that goes beyond simply reading your content. You might want them to sign up for a webinar, download a buyer’s guide, schedule a phone call, or do something else. The specifics aren’t as important as the need to be clear in your invitation.

If website visitors can’t tell what they should do to let you know they are interested, then you can’t be surprised when they don’t ever follow up. And if they don’t follow-up, you aren’t creating any new sales.

11. Your Lead or Purchase Link Doesn’t Work

It’s amazing how often we see this kind of issue pop up. It only makes sense, if you want to generate leads for your website, that you would have working apps or features in place that allow people to share email addresses, download white papers, sign up for appointments, etc. However, lots of marketers never test these tools to ensure that they are working properly.

You need to check and double-check every part of your conversion process. Be sure they all work, and that they’re functional with a variety of browsers and devices. If you don’t, you could be letting sales opportunities slip away without ever realizing it.

12. There Aren’t Any Follow Up Mechanisms in Place

Even when you do have a strong sales funnel in place and don’t have any obvious errors on your website, many prospects simply aren’t going to become leads the first time you ask them. They might want to talk with a spouse or supervisor, for example, before submitting an inquiry or scheduling an appointment.

If you don’t have any follow up mechanisms in place – such as a retargeting an ad campaign or automated email autoresponder series – those opportunities might be lost forever. Make it easy for potential customers to stay in touch, or give them second and third chances to say “yes” to the next step in your sales funnel.

Could Your Website Be Doing More For Your Business?

It used to be enough to have a professional business website that told prospects all about your business and your products. In today’s digital marketing world, though, you need a tool that helps you establish your brand, drawing qualified leads, and generate finished sales. You might even want your website to process orders, automate mundane tasks, and help with recruiting.

5 Things That Will Be More Valuable Than Cash to Marketers in 2021

As 2020 has officially come to a close, and as business owners start looking towards the new year, it’s understandable that many are keeping a closer-than-usual eye on their bottom line. The last 12 months have been completely unpredictable, and they have left even established companies in some industries scrambling around for cash.

There is no substitute for money in your business bank account, of course, but most of the entrepreneurs we know aren’t in dire straits. For them, our advice is to look at the bigger picture. We definitely think this is a good time to hold onto your money, but not if it stops you from winning customers or hurts you in the long run.

To help make sense of this advice, here are five things that will be worth more than cash to marketers in the coming year…

1. A Top Three Search Engine Position

When your company’s website is highly visible on Google, it allows you to reach an exponentially higher number of potential customers than your competitors. Then, you can continue generating leads and making sales even if you have to change your products, services, or pricing. Because organic search positioning builds over time, that’s an advantage that’s hard for anyone to take away.

2. A Sterling Online Reputation

Having a strong online reputationin terms of the right reviews and testimonialsis always important. When the economy is uncertain and money is tight, however, people are even more careful about the way they spend and whom they trust. For that reason, having lots of positive online feedback can give all of your sales and marketing efforts a huge boost.

3. A Strong Brand Identity

While brand identity and reputation are similar, they aren’t the same thing. When you have a brand that is well-known within your target market, it amplifies the effects of your ads, emails, and other outreach activities. If customers and prospects know what your business does, and they understand your unique selling proposition already, they will most likely to say “yes” to your offers.

4. An Email List Full of Buyers and Prospects

Email remains the most cost-effective sales and marketing tool around today. With a few clicks of a button you can reach out to hundreds or thousands of buyers at onceprovided you already have a list of subscribers to work with. Finding engaged subscribers who look forward to your messaging is a great way to generate consistent sales and make your business recession-proof.

5. The Right Marketing Advice and Strategy

Is it a little self-serving of us to say good online marketing advice is worth more than what you pay for? Maybe, but it also happens to be true. When you have a team of experienced professionals nudging you in the right direction, it’s easier to get results while avoiding common blunders. This is especially true at a time when many of your competitors are probably scrambling around trying to figure out their next steps.

Effectively Marketing to Your Company’s Advantage

At The Marcom Group, we often meet business owners who have tried marketing their company on their own but never quite achieved the results they wanted. Maybe branding and marketing your business has taken a backseat to your daily operations. You want more business and more traffic to your website, but you’re not quite sure how to accomplish that. Working with a professional, full-service advertising agency like The Marcom Group can provide you with the guidance and resources you need to more effectively market to your target demographic. 

The Marcom Group: Your Marketing Partner 

Many businesses owners don’t realize just how important marketing is from the outset. They may use cookie-cutter services to create their website and other marketing materials—but these templated services are limited in how much they can personalize to your business. Do-it-yourself programs can only offer so many functions—but with The Marcom Group, your options are nearly limitless. From your website to your logo to your social media advertising, our team can help you create a cohesive brand that will be a lot more effective at bringing your business to the next level. 

When companies use professional marketing materials, it can make a big difference in how potential customers perceive them. Done properly, a custom-designed business card, logo, and website can show that you are an authority in your industry. People will be more likely to trust you than someone who has put little effort into building their brand. Our staff consists of talented graphic designers, web developers, copywriters, and digital marketing strategists. Each member of the team specializes in their area, providing our customers with a level of customer service and professional expertise that they just can’t get with ready-made programs. We pride ourselves on being able to offer a variety of creative solutions for each individual company’s requirements. 

When we meet with a new client, we ask them to think beyond their immediate needs to consider their long-term goals. This often includes utilizing social media platforms like Facebook and Instagram to improve their web presence and more effectively reach their target demographic. Social media is an important component of any marketing strategy, but many business owners don’t have the time to keep up with their accounts. Our team can work with you to create the SEO-enhanced content you want customers to see, post it across your accounts, and boost the posts to reach the right customers. 

We Take a Holistic Approach to Your Branding

New businesses may not have a huge marketing budget, which can make them wary of seeking out professional help. However, The Marcom Group partners with each client to maximize their marketing budget no matter how large or how small it may be. We offer a diverse range of services customized to your business. We use a holistic approach to consider all aspects of a client’s brand, from their brochures and trade show displays to their website and social media posts. This provides for more cohesive branding across all mediums, which helps to improve your corporate identity.  

Many of our clients are concerned with ranking high in online search results. This is important to earning more business from people who are searching for a particular keyword or phrase related to your industry. After all, people are more likely to select a business on the first page of their Google search than one that’s several pages in. However, you must have the right SEO plan in place to get that kind of result. For the best SEO rankings, your website must be secure, fast to load, and easy to navigate. It should also be regularly updated with high-quality content using a variety of mediums, such as photographs, videos, blog posts, and other interactive tools. We utilize the latest SEO strategies, including Google Ads, to improve rankings for our clients. From regularly updating plug-ins and checking security features to posting blogs and other content, we can manage all aspects of your website to optimize it for PCs and mobile devices. 

A business’s online reputation is paramount to their success, so we also encourage our clients to reach out to their customers to post Google reviews. This increases your online presence via a platform that more and more people are relying on every day. Replying to negative reviews can also demonstrate that you care about customer experiences. We make providing this level of customer service easy through automated responses that help you reach customers more quickly, saving you time while also showing prospective customers that you’re responsive to their concerns.

What Pokémon GO Teaches Us About Mobile Marketing

When it comes to Pokémon GO, there are two types of people: those who are ready to take to the streets—virtually any time or any place—in order to catch the latest prize, and those of us (like me) who don’t quite understand what all the fuss is about.

Regardless of what you think of the game, though, it does teach us a few things about mobile web computing. And, business owners and marketers at every level would do well to pay close attention to the lessons that can be learned from watching millions of people chase imaginary animals.

If that sounds a little far-fetched, let’s look at a few things Pokémon GO teaches us about mobile marketing…

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