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How To Convert Anonymous Website Visitors Into Leads

So your website is up and running, you generate resourceful content and you’re happy with the number of visitors your website attracts.

Did you know that up to 98% of your website traffic is unidentified? This includes first-time users, as well as returning visitors that still don’t form part of your CRM. So how is it possible that only around 2% of users share their contact information with brands? 

Consumers are much more reluctant to share personal data and it seems that every year we find more reasons not to share our full names, phone numbers, and even email addresses. Do you want to guess the two main reasons? Yes, I’m talking about spam and security. 

These concerns often arise because of mainstream marketing campaigns from companies that buy and recycle customer data. That’s because who wants to receive dozens of irrelevant emails, text messages, and even phone calls every single day about offers and brands you’re not even interested in? 

Hence obtaining contact details from users that are genuinely interested in your brand, products or solutions is the best way to nurture your database. But first, you need to find a way to convince them to share that valuable information. 

1. Interactive prize wheel: maximize lead generation and boost sales

Only one-third of online users would share their contact details for free. The other two-thirds would be open to give it out for some monetary reward. It doesn’t necessarily mean that you should buy leads, absolutely not! However, offer an attractive incentive to your audience and you’ll be wowed to see how well online users respond to discounts and prizes. 

An online prize wheel is one of the best examples of gamification in marketing. And it works for both the brand and the potential customer. This fun-filled and emotive solution delivers an undeniable rush of excitement and waves goodbye to the old-school boring opt-in forms. 

A user willingly chooses to spin the online prize wheel for a chance to win discounts, product samples, or even big prizes like free merchandise, entry tickets, and product bundles. The freebies or simply the chance to save some money on their purchase will lead them to fill out the registration form without hesitation. 

Apart from maximizing lead generation, gamification also helps to increase customer loyalty, retain users and improve brand recall; next time you can engage your website visitors with a fun puzzle or memory game. 

3.  Personalized surveys and quizzes: your gateway to high-quality leads

Lead segmentation is one of the most important aspects for marketers. Your email marketing campaigns must be relevant to your target audience and it’s impossible to launch such a campaign without knowing your leads. Go beyond the most simple contact details and find out what your potential customers are really looking for. 

We’ve all come across pop-ups and we know that sometimes they can be really frustrating and even invasive. However, well-timed and well-positioned pop-ups that offer added value can really help to convert website visitors into potential buyers.

Aim to impact the users that are already engaged with your e-commerce or landing page. Is someone looking through specific products? Show them a pop-up with a one or two-question survey or quiz. 

For example, a clothing brand could ask “What collection are you interested in?” and allow them to tick as many options as they like. If they mark “women and kids” you can offer a 15% or 20% discount on their first purchase if they share their email address. This is a great way to not only convert more leads but also boost your sales and retain users. 

3. Make the most out of chatbots

The digitized world has given us instant access to endless information from all over the world. And let’s be honest, we become impatient whenever a good website design takes too long to load or our favorite company takes longer than a few hours to respond to our email. 

74% of online users prefer to interact with chatbots when they’re looking for instant answers. And luckily for marketers, chatbots can be easily integrated with CRMs, meaning that they store all the information shared by the users. 

So apart from collecting basic information like email address and name, chatbots can help you track your customers’ interests, likes, and pain points. AI-powered bots provide answers to simple questions and have the ability to transform chats to live agents if needed. 

4. Use lead magnets, banners, and pop-ups

Have you ever heard of lead magnets? It’s an incentive that brands offer to potential customers in exchange for their email addresses. It can be anything from infographics and ebooks to whitepapers and industry insights. Over the past year, free webinars gained a lot of traction too. Do you have a piece of content that can be extremely useful to your audience? Use it as a lead magnet. 

Just remember, in order for your content to be visible, you need an effective way to promote it. This is when pop-ups and floating bars come into action. Pop-ups give you another conversion opportunity and the option to choose who sees the message and when. 

5. Use lead generation software

Maybe you’re not so keen on gamification, surveys, and chatbots? No problem. Opt for a lead generation software that automatically collects leads from different channels and sends them to your marketing team. 

But remember, the more solutions you implement, the more leads you’re going to add to your database, which is the ultimate goal for many marketers. By adding more qualified leads to your mailing list, you increase the possibility of forging strong customer relationships, which are often the trigger when it comes to creating lifelong customers

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Written by Luke Fitzpatrick

Luke Fitzpatrick is an academic speaker at Sydney University. He enjoys writing about tech, productivity, lifestyle, and is a contributor to Forbes.

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