Eliminate Risk and Bump Your Lead Conversion Rate
July 6, 2010 by Brian Massey
Filed under Generate Leads
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There are lots of reasons that someone wouldn’t fill out your lead form, even if your white paper or Webinar are free.
“I’m going to get a sales call”
“I’m going to get a bunch of spam”
“I may not be able to join the Webinar”
“They’re asking for too much information”
“I don’t really know this company”
Well, even in business-to-business lead generation, you can “reverse” the perceived risk of completing a form, and I cover several ways to do this in my Search Engine Land column "Six Risk Reversal Tactics For B2B Lead Generation.”
In general, you can reverse risk by
- Telling prospect how you will treat their data
- Telling prospects what to expect if they complete the form
Read the full article for some ways to communicate these messages.
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