{"id":2521,"date":"2018-08-29T07:30:57","date_gmt":"2018-08-29T07:30:57","guid":{"rendered":"https:\/\/devbloglavaprotocols.nityo.in\/traffic-doesnt-equal-revenue-how-to-generate-more-qualified-leads\/"},"modified":"2018-08-29T07:30:57","modified_gmt":"2018-08-29T07:30:57","slug":"traffic-doesnt-equal-revenue-how-to-generate-more-qualified-leads","status":"publish","type":"post","link":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/traffic-doesnt-equal-revenue-how-to-generate-more-qualified-leads\/","title":{"rendered":"Traffic Doesn\u2019t Equal Revenue: How to Generate More Qualified Leads"},"content":{"rendered":"
<\/div>

By Natalija Pavic,\u00a0Senior Solution Engineer, Commerce Cloud, Salesforce<\/strong><\/em><\/p>\n

<\/p>\n

One of my personal pet peeves is frequently misunderstood and misquoted numbers and statistics. Mistaking correlation for causation can lead people to think that more traffic equals more revenue, but it\u2019s not so simple.<\/p>\n

In Season 2 of American TV Show, Silicon Valley, the character Russ Hanneman gives advice to his colleague Richard Hendricks saying: \u201cIf you have no revenue you can say you are \u2018pre-revenue\u2019. It\u2019s not about how much you earn it\u2019s about what you are worth,\u201d a reference to the companies in Silicon Valley that can easily drive traffic and users but haven\u2019t figured out how to monetize yet.<\/p>\n

Driving engagement\/traffic and generating revenue are two different concepts that may not necessarily be related. There are many complex businesses operating profitably with infinitesimal brand awareness, but this isn\u2019t the case for most B2Bs. If you\u2019re finding that you\u2019re getting a large amount of traffic but not many leads, these tips can help you obtain more qualified leads from the traffic you generate.<\/p>\n

Don\u2019t Engage in Indiscriminate Advertising\u00a0<\/strong><\/span><\/h2>\n

Instead, focus on improving the quality of your leads by\u00a0targeting your advertising efforts towards your ideal buyers. So while Facebook may generate a large amount of traffic for your website, if your ideal audience is on LinkedIn, then that\u2019s where you need to be. Prioritise the audience that best matches your buyer personas \u2013 even if it results in less traffic. The quality of your leads (and your sales team) will thank you for it.<\/p>\n

Treat Your Website as a Resource\u00a0<\/strong><\/span><\/h2>\n

Your website is more than just a place to display your products and contact information. Think of it as an additional opportunity to provide value.\u00a0Good content will draw leads\u00a0back to your website \u2013 even after they\u2019ve become clients. Providing resources to clients at different stages of the buying cycle will help you build trust with clients and prospects alike, and turn more of your visitors into qualified leads.<\/p>\n

Content is King and Information is its Currency\u00a0<\/strong><\/span><\/h2>\n

Buyers don\u2019t want to be marketed to, they want to be given the products, services and information that might just solve some of their biggest pain points, and more importantly: they know what they\u2019re looking for. Ensure that you\u2019re creating the content that will best meet their needs by analysing their activity on your site. If the majority of your visitors are spending time with your case studies, then you should devote your main efforts to creating and promoting that type of content.<\/p>\n

Keep in Mind that Most of Your Visitors will be On Your Website to do Research\u00a0<\/strong><\/span><\/h2>\n
\n

80% of the prospects that interact with your brand but don\u2019t buy now will do so in the next 24 months. \u2013SiriusDecisions<\/em><\/p>\n<\/blockquote>\n

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78% of prospects\u00a0will buy from the vendor that responds first.<\/p>\n

\u2013SourceHarvard<\/em><\/p>\n<\/blockquote>\n

Now pause here for a second. Why do so many people buy from the vendor that replies first? You would think that most people would compile their research, narrow down their choices and then pick the best one, but most of the time the decision comes down to convenience and speed.<\/p>\n

Make sure your website provides the kind of information that can help your visitors make quick decisions about your products and services, and closely align with your sales team to make sure that when someone contacts you, your business can be the first to respond.<\/p>\n

By focusing on attracting and marketing to your ideal buyer, you can positively impact your bottom line. Allow yourself to exclude prospects who are not engaging by either funneling them into a lead nurturing program, or removing them from a particular campaign.<\/p>\n

Segmenting cold or dead leads can increase your engagement rates and may allow you to salvage those leads later. If specific content on your site attracts a high volume of traffic but doesn\u2019t generate many leads, then consider taking it down and working to target it more closely to your ideal buyer. This laser focus on your target audience might initially decrease traffic, but it may also increase your close rate.<\/p>\n

Article<\/a> first appeared on the Salesforce Pardot blog.<\/p>\n

Lava is an<\/span><\/i> authorised Salesforce Partner<\/span><\/i><\/a> in Malaysia and has more than a decade of experience in cloud solutions which includes marketing automation, CRM implementation, change management, and consultation. We pride ourselves in not just being a CRM partner but in also understanding the needs of our customers and taking their business to the next level.<\/span><\/i><\/p>\n

<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

If you\u2019re getting a large amount of traffic but not many leads, these tips can help you obtain more qualified leads from the traffic you generate.<\/p>\n","protected":false},"author":1,"featured_media":2522,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[18],"class_list":["post-2521","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","tag-blog"],"jetpack_featured_media_url":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-content\/uploads\/2024\/10\/LPAug_290818.jpg","_links":{"self":[{"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/posts\/2521","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/comments?post=2521"}],"version-history":[{"count":0,"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/posts\/2521\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/media\/2522"}],"wp:attachment":[{"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/media?parent=2521"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/categories?post=2521"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.lavaprotocols.com\/the-cloud-blog\/wp-json\/wp\/v2\/tags?post=2521"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}