Online Forms That Generate Leads
How to use online forms to generate leads and increase conversion rates.
How to use online forms to generate leads and increase conversion rates.
How can your site generate more leads?
How can you make those leads result in more transactions?
For many Web sites, obtaining new leads is a critical online objective. Yet few companies take full advantage of a tool that’s probably already part of the site. Often, the lead form, or “Contact Us” page, is hidden somewhere on the margins of the page. As a result, contact forms rarely generate qualified online leads. Even more rarely do these leads actually translate into sales.
This is tremendously frustrating for online marketers. We spend countless hours ensuring the right prospects arrive at our sites. We tailor messages and offer the best possible user experience and work to ensure prospects have faith in our products and services. Frequently, we achieve little or no meaningful results.
Why don’t leads result in transactions? This can largely be the fault of the offline team responsible for replying to “Contact Us” queries. Many companies’ offline teams don’t view leads from Web forms as reliable as more personal requests for information. Offline teams often don’t fully trust online operations. Most bank account reps, for example, don’t consider an online information request as credible as someone walking into their office and asking for that same information.
Offline teams are usually busy, so online requests often aren’t responded to in a timely manner. A reason for this can be the offline team’s struggle with the very limited information received regarding online leads.
If “Contact Us” forms are too short, the offline team doesn’t have enough information; name, email, and phone number aren’t adequate. Long forms that request sufficient user information tend not to be completely filled out or are ignored by frustrated users.
Either way, the sale is lost.
This pattern can be changed:
Once you see interest, be proactive. Offer a conspicuous means of contact, including alternatives (e.g., a toll-free number) for people who prefer not to fill out the form or are more likely to respond via other channels.