The Basics of Lead Generation: How to Convert Visitors to Customers

Lead generation is a marketing technique that focuses on capturing leads (personal information), of a group of people or demographic that are prospects for your product or service. The next step is to follow up and successfully convert your website visitors into customers through the use of either an automated follow up system (autoresponder) or customer relationship manager (CRM) to directly contact your prospects to close the sale. The direct contact approach works best for large ticket items or items that are traditionally more complicated to sell and requires more information that the visitor might glean from one visit to your website.

The key to this strategy is to attract visitors first to your target website through SEO or other traffic generation techniques, and then, pique their interest in the product or service that your business is offering! Visitors can often be motivated to contact you, providing their email and name by offering an incentive such as a white paper, ebook, download or trial offer.
Let’s outline a basic lead generation plan!