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My Website Doesn’t Drive Leads, How Do I Fix It?

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Alice Scott  Verified badge
Content Writer

9 Minute read

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No one wants to say, “My website doesn’t drive leads.” It’s devastating for you, your team, and your company, which is why it’s essential to get your website back on track. That’s why we’ve put together this mini-guide on how to fix and increase the number of leads generated by your website. Keep reading to learn why you’re not getting leads from your website.

If you want a professional audit of your site, contact our award-winning team online or give us a call at (SA) +27 633 636 232, (UK) +44 7458 149 984 and (ZW) +263 772 498 018

1. Use SEO

Search engine optimization (SEO) is one of the most overlooked digital marketing strategies, with only 44% of companies investing in it last year. However, it is one of the most important types of digital marketing overall. SEO has a massive impact on organic lead generation, with 60% of marketers saying that inbound (SEO, blog content, etc.) is their highest quality source of leads. SEO leads also have a 14.6% close rate, compared to 1.7% for outbound leads (e.g., cold calling, direct mail).

When your business uses SEO, you adopt a comprehensive set of strategies that work to increase your visibility in search results, like on Google.

SEO Facts

If your business does not appear in search results related to your industry, business, products, or services, you are essentially invisible to your target market. This can lead to a direct decrease in website leads, as potential customers will not be able to find your website when they search for the products or services you offer.

Even if you are using SEO, it is important to remember that it is not a magic bullet. Developing a successful SEO strategy requires skill and knowledge of technical SEO. It is also an ongoing investment, as simply launching and abandoning an optimized page will not be effective in the long run.

In order to maximize the benefits of SEO for lead generation, it is important to make it a core part of your business strategy. This means integrating SEO into all aspects of your marketing and website development efforts. For example, you should optimize your website content for relevant keywords, build backlinks from other high-quality websites, and promote your website through social media and other online channels.

By consistently investing in SEO, you can improve your website’s visibility in search results and attract more qualified traffic to your website. This increased traffic can lead to more website leads and ultimately more sales for your business.

How can you use SEO to increase leads from your website? Your company can start improving its website’s lead generation rates by following these steps:

  • Have your website audited, either internally or by a reputable SEO agency.
  • Identify your target market’s needs and pain points by conducting market research, such as browsing social media.
  • Use keyword research tools like Google Keyword Planner to identify a list of relevant keywords to target on your website.
  • Optimize your website’s content and multimedia for search engines by following SEO best practices.
  • Monitor your content’s performance on a monthly basis.

In most cases, it takes six months for businesses to see results from their SEO efforts. As your website’s visibility in search results improves, you should experience an increase in qualified traffic, as you have targeted keywords related to your business. If you are still having trouble with your SEO performance after six months, consider getting a professional SEO audit.

2. Improve your page speed

Website speed is another factor that can contribute to poor lead generation performance. Slow-loading pages can also negatively impact your SEO, resulting in lower search engine rankings, less traffic, and fewer leads. Therefore, it is important to assess not only your website’s SEO but also its speed.

From a user’s perspective, it is easy to understand why a slow website can lead to fewer leads. No one wants to wait for a website to load, regardless of how great or beneficial the product or service is to businesses. Today, users expect websites to load in two seconds or less.

However, a surprisingly large number of websites fail to meet this expectation. This is why improving your page speed is a quick and easy way to improve your business. Even a one-second improvement in page speed can increase conversions by seven percent.

page Speed fact

In addition to frustrating users, page speed also negatively affects your SEO. When search engines like Google rank sites in search results, they consider the bounce rate of relevant pages. Bounce rate is the percentage of users who arrive on a page and leave without interacting with it.

From a search engine’s perspective, a high bounce rate indicates that users did not find what they were looking for on your website. As a result, your site’s ranking will decrease, which will impact your traffic numbers and digital lead generation efforts.

Improving your page speed to drive leads from your website requires some technical expertise and the following steps:

  • Use Google’s PageSpeed Insights tool to test your website’s speed.
  • Review and implement the recommendations provided by PageSpeed Insights.
  • Update your content and multimedia publishing practices to improve website speed.

Here are a few examples of changes your business can make to its website and publishing policies:

  • Optimize your images
  • Reduce redirects
  • Minify your CSS files
  • Minify your HTML files
  • Upgrade your web hosting

If your company lacks an in-house developer or has limited time, consider investing in page speed optimization services. They boost site speed, enhance SEO, and drive more leads.

3. Optimize your contact forms

Your company can earn leads from your website a few ways:

  • A user contacts your business by phone using the dedicated phone number on your website.
  • A user subscribes to your email newsletter, e-book, or other content.
  • A user submits your online contact form.

While a phone call is a very valuable lead, a contact form is one of the most common ways that businesses receive leads. Therefore, if you are not getting leads from your website, you should review your contact forms.

Potential customers may visit your website, browse your products or services, and be eager to contact you, but then they see your contact form. Whether you’re asking for too much information or your form is broken, your contact form can be the make-or-break factor in lead generation.

A poorly designed contact form can frustrate and discourage potential customers, leading them to abandon your website and look for a competitor. On the other hand, a well-designed contact form can make it easy for potential customers to get in touch with you, increasing the likelihood of converting them into leads.

How can you optimize your contact forms to generate more leads on your website? Here are some tips to help you improve your contact form performance:

  • Test your form to ensure that it works and sends the data to your sales team.
  • Ask your family, friends, and coworkers to fill out the form and give you feedback.
  • Evaluate your form fields and determine which ones are necessary and which ones are not.
  • Add a compelling call to action (CTA) that highlights the benefits of filling out the form.

Even after you have thoroughly audited and revised your contact forms, you can continue to improve their performance and features. For example, you can use a free tool like Google Optimize to run A/B tests to improve your lead generation efforts.

4. Add compelling CTAs

When you are not getting leads from your website, there are several areas you can investigate. However, one area that companies often neglect is their calls to action (CTAs). While a CTA may seem like a minor detail, it can have a significant impact on user behavior.

By including a CTA, you are providing your readers with a recommendation. For example, a service page might suggest that users contact your team to try a demo of your software, or complete a form to receive an instant quote.

Without a clear call to action (CTA) on your website, you are leaving users with too many options and no clear direction. Even if you have CTAs throughout your site, an uncompelling offer will discourage potential leads from taking action. In either case, your business and website are not generating leads.

How can you use calls to action (CTAs) to increase leads on your website? Here are some steps to help you turn your CTAs into persuasive recommendations:

  • Research your audience: Consider their wants, needs, and pain points. What are they looking for on your website? What problems are they trying to solve?
  • Evaluate your competitors: Look at their CTAs and USPs. What are they doing well? What could they be doing better?
  • Brainstorm potential CTAs: Use your research and assessment to come up with a list of potential CTAs. Be creative and think outside the box.
  • Update your page design: Make sure your CTAs stand out from the rest of the page. Use contrasting colors, bold fonts, and clear language.

Boost the influence of your CTAs on users with these tips:

  • Keep your CTAs clear and concise. Focus on the most important benefit that the user will receive by taking action.
  • Make your CTAs relevant to the user’s needs. What are they looking for on your website? What problem are they trying to solve?
  • Test different CTAs to see which ones perform best. You can use a tool like Google Optimize to run A/B tests.
  • Avoid using jargon and buzzwords in your CTAs. Use simple, straightforward language that the user can understand.

Even once you find a CTA formula that works and improves your lead generation, it’s important to continue developing and testing new CTAs. Every update gives you a chance to discover new ways to motivate your audience and maximize your lead generation results.

5. Target leads at every stage of the buying funnel

Your marketing strategy may tailor to bottom-of-the-funnel users, those ready to buy, not research. However, this focus limits your website’s lead generation potential.

Businesses miss out on a large market when they ignore top-of-the-funnel (TOFU) and middle-of-the-funnel (MOFU) users. While many buyers now have a non-linear approach to purchasing, marketing and advertising strategies can still easily miss these valuable users. That’s why businesses should target every stage of the buying funnel.

By taking a comprehensive approach to the buying funnel, businesses can build relationships with potential customers and convert them into paying customers when they are ready to buy.

How can businesses target the entire buying funnel to generate leads? Businesses can start benefiting from focusing on TOFU, MOFU, and BOFU users by:

  • Understand what TOFU, MOFU, and BOFU users want to know about your industry or services.
  • Create content that targets TOFU, MOFU, and BOFU searches and optimize it for search engines (SEO).
  • Promote your content on social media to generate shares and engagement

Keep in mind that it takes time to see results from this strategy. For example, your content won’t appear in search results immediately, unless you launch a pay-per-click (PPC) campaign to promote it.

Turn your website into a lead-generating machine

If your website is not generating leads, it’s a serious problem. Today’s business buyers rely on the internet and search engines to research, compare, and contact companies. You need a website that performs well in search results and provides a great user experience, because that’s the kind of website that drives leads. Start improving your website’s lead generation numbers today. You can even use website optimization tools to help you!

Additionally, Nerx Agency can help you manage your leads. If you need professional assistance with developing, launching, and managing your SEO strategy, contact Nerx Agency. With over 10 years of experience, we’re the trusted choice for businesses today. To chat with a dedicated strategist now, call at (SA) +27 633 636 232, (UK) +44 7458 149 984 and (ZW) +263 772 498 018 today!

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