Are you converting or killing your leads?
With the next Demand Generation Summit just a couple of days away, one question to ask is once you’ve got the leads, then what?
For classic B2B sales this often ends up in a conversation around the hand-off process to sales and closed loop marketing. But just as important a question is: is your website playing its part?
Over on Conversion Rate Experts they have an excellent article of the worst offenders when it comes to killing a lead stone dead. These include:
- The ‘empty cart’ button positioned where you’d expect the ‘submit’ button
- The ‘too easy to click’ button (or hover state) where you have to have the precision of a ninja to select what you need
- Session expiries (I’m glad this one is on because it sends me postal)
It’s a great article and they are also looking for submissions for a hall of shame.