Leander Web Design

What is a Lead Generation Website?

A lead generation website helps site visitors while gathering information about them for your company. It’s more than just a digital brochure; it’s an experience that educates and nurtures prospects.

Whether you’re developing or redesigning your website in-house or hiring someone else to do it for you, the primary focus should be creating a website your buyer personas can gain value from.

What Should I Optimize On My Website?
Every business is unique, therefore every website will need to be optimized for different things. The place to start is to understand two things:
What is your website visitor’s intent? In other words, what task are they trying to accomplish? When you know this you know what behavior you’re trying to help and facilitate. If their goal is to find a job, you can focus on getting them to the right spot on your site. If it’s to learn more about a product, you can focus optimizations on helping them achieve that goal.
What are your business KPIs? Hopefully your business goals are related to your visitor goals. Know what you are trying to optimize your website for is the first step in deciding what to test, change and fix. Prioritize your business objectives for your website and those business goals will help you decide where to invest in optimizing your website.
Once you’ve identified the priorities of both your business and your website visitors you can then determine what you should optimize first. Here are a few common areas that people choose to focus on when doing website optimization.
Landing pages
– Optimizing your website means optimizing the entry or landing pages where visitors first come into contact with your site. Whether they come from Google, Facebook or somewhere else, the landing page is where people make an initial decision on whether you can help them with their needs.
Optimizing the landing pages on your website can lead to lower bounce rates and greater conversions as people gain confidence that they’re in the right place to get their questions answered. Don’t confuse landing pages with your home page. Look at your top landing pages reports in your analytics package to figure out what landing pages to optimize on your website first.

Lead Generation Trends & Benchmarks
So ... you're getting web traffic and generating leads. But how are you doing compared to other companies in your industry? How many leads should you really be generating?

It's tough to figure out if your lead generation strategy is working if you aren't looking at industry data. That's why we partnered with Qualtrics to survey more than 900 marketers from all different industries in North America and Europe to create a demand generation report with data on website visitors, leads, opportunities, customers, and revenue.

Did you know that 74% of companies that weren’t exceeding revenue goals didn't know their visitor, lead, MQL, or sales opportunities numbers? How about that over 70% of companies not achieving their revenue goals generate fewer than 100 leads per month, and only 5% generate more than 2,500 leads per month? These are just a few examples of what you’ll find in the report.

For in-depth reports, download our Demand Generation Benchmarks Report. Below are some useful highlights.

Cost per Lead, by Industry
The media and publishing industries report the lowest cost per lead at $11 to $25. Software, information technology and services, marketing agencies, and financial services companies all report the highest average cost per lead at $51 to $100.

Lead Generation Strategies
Online lead generation encompasses a wide range of tactics, campaigns, and strategies depending on the platform on which you wish to capture leads. We talked about lead capture best practices once you have a visitor on your site … but how can you get them there in the first place?

Let’s dive into lead generation strategies for a few popular platforms.

Facebook Lead Generation
Facebook has been a method for lead generation since its inception. Originally, companies could use outbound links in their posts and information in their bios to attract strangers to their websites. However, when Facebook Ads was launched in 2007, and its algorithm began to favor accounts that used paid advertising, there was a major shift in how businesses used the platform to capture leads. Facebook created Lead Ads for this purpose. Facebook also has a feature that lets you put a simple call-to-action button at the top of your page, helping you send Facebook followers directly to your website.

Get some lead generation tips for Facebook.

Featured Resource

50 Facebook Ad Examples We Actually Clicked
Twitter Lead Generation
Twitter has Twitter Lead Gen Cards, which let you generate leads directly within a tweet without having to leave the site. A user's name, email address, and Twitter username are automatically pulled into the card, and all they have to do is click "Submit" to become a lead. (Hint for HubSpot users: You can connect Twitter Lead Gen Cards to your HubSpot Forms. Learn how to do that here).

Learn some lead generation tips for Twitter.

Featured Resource

How to Use Twitter for Business (+ Follower Tracking Template)
LinkedIn Lead Generation
LinkedIn has been increasing its stake in the advertising space since its early days. When it comes to lead generation, LinkedIn created Lead Gen Forms, which auto-populate with a users profile data when they click a CTA, making it easy to capture information.

Get tips from our experience using LinkedIn ads.

PPC Lead Generation
When we say pay-per-click (PPC), we’re referring to ads on search engine result pages (SERPs). Google gets 3.5 billion searches a day, making it prime real estate for any ad campaign, especially lead gen. The effectiveness of your PPC campaign relies heavily on a seamless user flow, as well as your budget, target keywords, and a few other factors.

Learn more about how to setup successful PPC ads.