Graham McGregor: How to get quality leads from your website

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Many of us in business have a website that we use to promote our products and services.

And one of the key goals for having a website is to attract a good number of high quality leads for our business. (In other words we want our website to attract people who are interested in what we offer and have the money to buy.)

So here are two quick ideas on how to use your website to attract a higher number of good quality leads.

Idea One:

Have an info magnet on your website that will appeal to an ideal prospect

An Info Magnet is information that an ideal prospect will find useful and helpful.

An Info Magnet could be a short booklet or video that has valuable tips.

You then offer to share this Info Magnet with potential clients in exchange for them giving you some contact information.

This contact information could be their name and email address.

Real Estate Example:

I've just set up a brand new website for real estate sales professionals.

The website is called The Real Estate Marketing Advantage and it shows real estate sales professionals how to attract more clients to use their real estate services.

On this website I offer a short 24 minute video as an Info Magnet.

The video is called 'How to dominate your local real estate market.'

As soon as a real estate sales professional registers with their name and email address they get instant access to this online video on 'How to dominate your local real estate market'.

Once a real estate sales professional has signed up to get this free video I then share further marketing tips with them every month at no charge.

My main aim with this Info Magnet is to build a large audience of real estate sales professionals who are interested in improving their current level of sales results.

(And from time to time I will then share with this audience some details on various paid services or resources I have that might be of help.)

Idea Two:

Sell the benefits of your Info Magnet

Even if you offer an Info Magnet that is helpful you still have to persuade potential clients on why they should invest a few moments of their time to actually get it.

The easiest way to do this is to list a number of benefits that they will receive from getting your Info Magnet.

Here's what I say about my Info Magnet 'How to dominate your local real estate market' to encourage people to register to watch it.

Here's a small part of what you'll learn in this powerful video:

• Why you need to be positioned as an 'expert in real estate' and two simple ways to do this quickly.

• How to use a TS to attract ideal real estate clients.

• The marketing magic of having your own 'SR' and why this works so well to build 'instant credibility' with potential real estate clients.

• How you can use AVSIT to create a huge amount of repeat and referral business. (Less than 5% of real estate sales professionals do this properly.)

• How to become instantly famous as the 'Positive Champion' of your local real estate area.

• The three key marketing areas you need to focus on to dominate your local real estate area.

• How to get an unfair marketing advantage with a tiny amount of money.

• How to attract dozens of ideal new real estate clients every month.

If you are a real estate sales professional who is keen grow their business I invite you to watch this free video now. It's with my compliments and I think you'll find it useful. Just enter your name and email address below to get started.

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So the key here is to give people good reasons to exchange their contact information in return for you sharing your Info Magnet with them.

My main message in this weeks' column is to give potential clients a good reason to visit your website and give you some of their contact information.

A helpful way to do this is to offer an Info Magnet with valuable information that will be useful to a potential client.

"Our job is to connect to people, to interact with them in a way that leaves them better than we found them, more able to get where they'd like to go." Seth Godin

Action Step:

Create a helpful Info Magnet and offer it on your website. Give people some good reasons to give you their contact information in exchange for this Info Magnet.

When you do this it makes it easier for other people to then recommend your website to their own clients and contacts.

Here's a good example:

A graphic and website design firm I know called X Clint Design & Creative has a helpful Info Magnet that you may wish to check out if you have a business that sells a service.

They offer a 20 page guide what explains six strategies to make your website a highly profitable marketing tool for your service business. (It's well worth reading.)

Graham McGregor is a consultant specialising in memorable marketing. Download his 396-page Unfair Business Advantage ebook at no charge from theunfairbusinessadvantage.com.