What Happens Next? Post-Conversion Strategies for Lead Gen Landing Pages

By | Google+ , March 17th, 2010 in Lead Gen | 7 comments

You’ve optimized your landing page to convert like an electric car salesman in a world without oil, and your PPC campaign is pumping out a CPA lower than a spring break limbo pole. Yet despite having a well targeted and relevant giveaway (a whitepaper for example) on your lead gen landing page, you feel like you could be generating more paying customers from your prospects.

Could it be that you’re not holding their hand long enough?

Conversion is your primary goal, but encapsulating a lead in a larger sphere of influence should be an important secondary marketing tactic. Your customers are going to leave your confirmation page in some direction, so try to guide them in a way that will be beneficial.

Conversion is hard

Turning a visitor into a lead is one thing, and turning them into a paying customer is a whole other bucket of frogs. It requires constant attention and marketing effort to capitalize on your available opportunities.

“statistics show that it takes six to seven contacts before you can turn a prospect into a customer.”

Constant Contact (pdf)

Keeping them in the mood

Take advantage of that magic moment directly after the customer says “Yes, I like you” and you’ll keep your new leads in your sphere of influence while they’re “in the mood”. To do this you need to try and keep their attention on the first thing they see after submitting your lead gen form – the confirmation page.

The confirmation page

The lead generation confirmation page could be considered the digital equivalent of a post-conversion supermarket candy shelf. We’ve all fallen victim to the shelves of sweet goodness lined up by the checkout as you wait in line – aimlessly throwing crap we don’t need into the basket. But asking someone to pause and listen to your message after they’ve paid is a lot more tricky. Staying with the supermarket analogy for a sec, imagine if the guy bagging your food said, “Hey, here’s a $5 voucher for next time” – chances are you’d pay attention.

Tactics like this work on you before you check out. But what about right after? The key is to stay relevant and provide a follow up that re-engages your new lead and lifts their experience to the next level.

5 Post-Conversion Marketing Ideas For Your Confirmation Page

At this stage it’s all about EXCEEDING expectations. You have a blank page to work with and a few precious seconds to direct your new lead. Here are 5 ideas that you can use:

1. Ask them to follow you via social media (Twitter, Facebook) to learn about other opportunities

This can be used as a secondary “safety net” call to action on your landing page, as long as it’s small and subtle. On your confirmation page, you can throw a great big icon out there to entice them into your social media world. It’s a fairly low risk action for a customer and can place their ears in front of your digital mouth for a long while to come. It also exposes them to the positive reactions you gather from others which adds some word of mouth reputation strength.

2. Invite them to a webinar

This is another low commitment value add to offer. Make sure the subject matter is closely related to the goals of the leads you’re capturing. If you can get someone to attend a webinar you are effectively establishing a higher level of contact – they will get a chance to see or hear you and ask you questions. If you can establish yourself as a thought leader on your given subject, this can elevate the trust factor massively.

3. Give them a discount coupon (or code)

I once bought a Sony Playstation PS3 that had an open box. It was already marked down by $100 making it a great deal. Without my asking for anything, the salesman offered up a free game and a further discount – with no catch. What was the result of this action? I told all of my friends about my great customer experience. If you give people a discount when they’re not asking for it and don’t have to give you anything in return (they already completed your lead gen form) – they’ll get that great service buzz and momentum.

4. Send them to an important “What To Do Next” page

Many people enjoy a guided experience. Tell them what to do and they’ll often do it. Use only a single link for this and send them to a “Greatest Hits” or “Top 10″ list page that shows off the very best content and information you have to offer.

5. Ask them to subscribe to a drip campaign

Drip campaigns are a powerful permission marketing tool that keeps you in the leads stream of consciousness for a defined period of time. The confirmation page is a good time to ask if someone would like to participate if you can automatically transfer their details to the new list without asking for more data. An example campaign would be the ProBlogger 31 Days to a Better Blog. The expectation and benefit is set right away – you will receive an email every day for a month and by the end of it you’re blog will be better! This type of campaign take a lot of work to put together, but once it’s ready you can automatically “drip” the emails to your prospects as soon as they sign up.

4 Benefits of “In The Mood” Engagement

By paying careful attention to your confirmation pages you add the opportunity for some powerful brand extension touchpoints:

  1. The opportunity for more subtle follow-up marketing: sharing knowledge via social media, staying within the sphere of marketing influence
  2. The opportunity to exceed expectations: differentiate by being the best at every step
  3. The chance to offer info/advice etc. that would have crowded your landing page: if you wanted to convey a message that wasn’t appropriate for your landing page (as you were rightfully keeping it focused on a single message), you now have the opportunity to do so
  4. The chance to offer a guided experience: most people like direction. Offer a suggestion and even if some only 1 of your leads takes the bait, it’s still better than none…

Oli Gardner

About The Author

Photo of Oli Gardner

Co-Founder of Unbounce. Oli has seen more landing pages than anyone on the planet. He is an opinionated writer and international speaker on Conversion Centered Design. You should follow Oli on Twitter
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Comments

  1. Quality writing..excellent advice…technology can allow you an opportunity to create a relationship with someone you may never have had the chance to otherwise, but you still need to use your sales skills of follow up and follow through to foster that relationship. “Don't be a fool, know how to use this tool!”

    Stay Blogging My Friends!

    @CBRELongBeach

  2. […] action on your sharing buttons by placing them on the confirmation page. Read this post on “Post-conversion Strategies for Lead Gen” for more […]

  3. 5 fantastic tips there. I’m a big fan of sending people to social media pages. It’s a great chance for them to get to know you better and for you to build a relationship with them.

  4. Hey Oli, great post. I am actually suprised at how little info there is out there on ‘post conversion strategies’…might you have some good sources of info to read up on this more?

  5. Theme party accessories such as cupcakes in boxes make all the difference as an ice-breaker in the first few minutes at a party.

  6. Raja Habib says:

    Quality write up as always. Thanks for all the 5 tips. These will prove to be very useful.

  7. ron says:

    at our company we use the walkme.com service, it is a perfect tool to create interactive walk-throughs, it did magic in terms of converting free users to paying customers…