5 Ways to Dramatically Boost Your Inbound Conversions

5 Ways to Dramatically Boost Your Inbound Conversions

At the end of the day, business is all about sales. No business stays in business without sales.  Building an inbound conversion strategy is a great way to increase your sales dramatically.  This will take some real effort to get right, but once it’s running smoothly, you’ll watch the conversions roll in.  There are 5 great ways to increase your inbound leads and conversions; market research, multiple streams of traffic, free content, enticing copy text, and entry offers.

Market Research

There are 4 aspects of conducting market research that you will want to have a firm grasp on in order to get the most out of your efforts; your ideal customer, your market, your competition and your competitive ranking.  Probably the most important of these is truly understanding your target audience so you can connect with them through your marketing messages.  What is it that they are in desperate need of to fix a problem or achieve a goal?  How does your product or service bring value to help them fix their biggest problem or achieve their goals?

There are a lot of ways to figure out what your ideal customer’s wants and needs are. A lot of this info is at our fingertips, look in places like Google, online forums, Facebook groups, Amazon reviews, etc. People will tell you exactly what they’re looking for, so take note of what they’re saying, but also how they’re saying it.  Use language in a similar way when coming up with your copy text.  This info may give you insight into gaps in the market as well.

Multiple Streams of Traffic

One of the most important parts of increasing conversions is widening the top of your funnel to gather more leads.  The more sources you have for lead generation the better, relying on a single source creates a vulnerable funnel design.  For example, Facebook imposed rules for real estate advertising that caused a lot of limitations for who could be targeted, dramatically reducing the effectiveness in reaching the right people.  Real estate agents who relied solely on Facebook to advertise would have seen a big impact in the quality and quantity of leads they received.

However, jumping right into a bunch of different lead generators at the same time is not a great idea. Each source is different and will require a unique approach to get running efficiently.  Start with one and get it optimized so you are getting a decent return on ad spend.  Once you have one running well, use the return from that lead generator to fund the next one.  Optimally you want 3 lead sources running efficiently so that if one runs into a roadblock, it won’t be catastrophic for your sales.

Use Free Valuable Content to Present Yourself as the Go-To Expert in Your Field

One of the best ways to get people’s attention is to give them valuable content for free.  This does 2 things; you are letting people know that you are an expert in your field and you are setting them up to make them an offer.  There are a couple of approaches you can take with this, the first is giving some sort of free valuable content in exchange for their email address.  This could be a free report, ebook, informational/ instructional video, worksheet/ cheat sheet, access to a webinar, etc.  Once you have their email you want to provide additional valuable content as part of a strategy to eventually make an offer.  Don’t make an offer right away, as this can be seen as pushy and can hurt your image.  What you want to do is build trust and continue positioning yourself as an expert.  When the time is right and the lead has been warmed up, then you should make your offer.  This whole process can be automated with email drip campaigns.

The second approach is building a following using social media.  There are a number of platforms that work well for this, YouTube, Instagram, Facebook, etc.  The challenge with this is that you will need to consistently make quality content and post often to hold people’s attention, but it is definitely worth it to build brand awareness and increase your inbound leads.

Use Copy That is Impossible to Ignore

People are bombarded by ads and copy text all day every day.  We have become good at tuning these out, so it’s vital that your headline, whether for email, ads, landing pages, or lead magnets is a scroll stopping attention grabber.  This is easier said than done, but the trick is to make sure that every word carries weight and creates intrigue.  It should be informative, engaging and relevant.  Aside from the actual verbiage, your offer needs to be hard to ignore, provide serious value at an irresistible price and frame it in a way that grabs people’s attention. It’s important to narrow your copy text to a single call to action, you want to make it as easy as possible to convert.  If you ask people to do too much too quickly you will miss out on sales.

Use Entry Offers to Attract More Customers to Upsell and Cross Sell Later

In sales there is a strategy called the yes ladder.  Basically, the more you can get people to answer yes to questions, the more likely they are to say yes to your offer.  This can be applied to inbound leads as well. You can do this by using entry offers that use a low-cost point to get customers onboard.  You won’t make a ton off of these sales, but hopefully they can cover your ad spend.  The point of these offers is to get people to say “YES” and change from leads to customers.  You want your entry offer to be of greater value than what you’re charging for it to ensure that your customers are highly satisfied.  Satisfied customers are much more likely to be repeat customers, and the goal is to get some high-ticket relationships out of these entry offers.

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