5 Reasons Why You're Failing to Convert Visitors into B2B Leads

[tonmoypramanik]

1. A contact form or quote request is not enough
This is the story of a B2B company that invested several thousand euros in the creation of its website.

Today, his website generates a few visits but it is not crazy. However, the site is beautiful, regularly updated and "Damn it cost an arm and a leg!"

Worse, the website does not generate contact requests. The return on investment is non-existent.

Do you recognize yourself in this story? I am not surprised, I meet B2B companies every week who are disappointed by their website .

When I dig deeper, I always see the same mistake: there is only a contact form on the "Contact Us" page and sometimes a request for a demo or quote in an additional menu.

The problem here is that a visitor will only contact you this way if they already have a very clear idea of ​​the solution they need.

However, the vast majority of the time, the buyer is not mature in B2B, especially if you morocco email list are an innovative or technological company.

To convert your visitors into leads , you must inevitably offer them content in exchange for a completed form that will help them think about purchasing.

Like here for example:

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2. The visitors you attract to your website are not qualified
This is a problem that we all encounter in B2B: we have visitors on our website but they do not correspond to our target.

Having visitors on your website is a good thing, but if they don't fit your ideal customer profile , you'll never be able to convert them into leads. That's natural.

At best, you'll get their contact information but you'll never be able to convert them into customers afterwards. It's ultimately a waste of time.

The content you publish on your website must be perfectly adapted to the issues and questions that your target audience is asking.

3. Your content is not of good quality
There, that's another problem.

If you're having trouble converting your visitors into leads, it may be because your content isn't providing them with value .

Your customers are overwhelmed by content on the Internet, so they are more than demanding in their selection.

You only have 8 seconds to capture a visitor's attention on your website.

How to attract attention with a blog post in B2B

If your added value is not visible at first glance, your visitors will leave as they came...

4. You're not providing enough incentive for visitors to engage with you
Studies show that on the Internet, it is essential to explicitly ask what is expected of Internet users.

In short, if you want your fans to share your Facebook post, you have to ask them. The results will be better.

It’s the same with everything. If you want your visitors to sign up for your newsletter or download your latest white paper, ask them.

This is the whole point of having a Call-to-Action – call to action button ( see our example at the end of the article ) – on each of the pages of your website.

5. You only talk about yourself on your website
This is probably the mistake I encounter most often in B2B.

It's ultimately quite natural. Passionate about your products/services and with a view to selling as much as possible, you are tempted to promote your offers non-stop.

Your website becomes a showcase site here and a showcase site has no interest in B2B .

The buyer no longer expects you to sell your offers, they want you to guide them through the purchasing journey and demonstrate that you are the best option to help them achieve their goals.

In short, you should not talk about yourself, you should talk about your target, address their problems and how they can solve them . All this while being kind and objective.