By Patricia Kopec
Whether you’re experiencing a surge in demand or you find yourself getting a lot of tire kicker leads, you and your team’s time is valuable. At the end of the day, you want to be spending more time with the right people: your qualified leads.
Your contact form is one of the most powerful tools on your website and it’s important that you’re utilizing it to its full capacity. When looking at your website, this should be one of the top pages you consider when designing and writing copy in addition to your contact page.
At the end of the day, your website’s ultimate goal is to have your A-Clients (your awesome clients) contact you. Not just anybody, but the people who you want to be doing business with.
Contact Page Best Practices to Generate Great Leads
Here are some things to consider to help you get more qualified leads by designing your Contact Us page strategically:
Is it easy to find?
Sounds simple, right? You want to ensure that when your A-Clients land on your website, they know how to get in touch with you. Take a look at your website from your customer’s eyes. Is how to get in touch with you clear? Make sure that you have proper Call to Actions on your home page and menu bar that clearly and easily lead the user to the contact page.
Make Sure to Include a Form.
Gone are the days of only having an email address on your contact page! There are 2 reasons for this:
1) This will expose you to receiving those nasty and annoying spam messages. Bots that are crawling the web will now have access to your email and can send you messages that will not only clog your inbox but waste your time.
2) More importantly: it doesn’t allow you to track! Anyone can email you and you won’t know where they came from or what brought them there. Having a form allows you to track your customers to understand what strategies are working and what your ROI is.
Here’s an example of an effective Contact Form:
When someone fills out a form, you want to make sure it takes them to a thank-you page. This will create a positive client experience because they’ll know their submission was received. Have you ever sent a request on someone’s website and the page didn’t change so you weren’t sure if it actually went through? That is exactly what you want to avoid.
A thank-you page will also allow you to set up tracking in Google Analytics to understand whether that lead came from your organic, Google Ads, social media, or email efforts.
Include a video of you or one of your team members letting the consumer know what to expect when they contact you. This will not only help build trust with your prospects but it will also save you time explaining the process later on calls.
Be strategic about the fields on your form.
We have found this to be one of the biggest untapped secrets to ensuring you’re getting the right people through your metaphorical door. Perhaps the greatest benefit is that it will save you and your team valuable time.
Think about the initial questions you ask your prospects when they contact you. What’s your project size? What kind of work are you looking for? What’s your budget? A lot of these questions can be asked on your form!
The main rule of thumb is that the more fields you put, the fewer leads you’ll get but the higher quality they will be. The fewer fields you put, the more leads you’ll have but they might not be who you’re looking for.
You can test this out for your business. Add 1-2 fields onto your form for a month and see how your lead flow changes. This will serve the dual purpose of helping you better understand what your leads are looking for while weeding out the tire kickers looking for the cheapest option.
Here are a few examples of screening questions that have proven very effective in increasing qualified leads (and detracting unqualified ones):
Having a well-designed contact page will help you build a positive client experience from the get-go and save you time by ensuring the right leads are contacting you. Details count, even if they’re subtle.
Need help with your website leads? Head over to our contact page and get in touch with the team at Intrigue for expert advice.