• CTAConf 2018
  • 5 Ways to Get Your Client To Say “Yes” to Conversion Forms

    Get your clients to say YES to using conversion forms – Image source

    With 78% of marketers placing high quality lead generation as their top priority, (ref: 2011 B2B Marketing Trends Pg 11), a well placed conversion form within a website can be one of the most valuable parts of an organization’s online presence.

    And yet, I would argue that a large percentage of marketing departments will spend their budget dollars on attracting traffic to their website, without ever giving a visitor the opportunity to convert into a lead.

    This could be for a number of reasons:

    • They don’t clearly understand what a conversion form is.
    • When they envision a conversion form, they picture that dreadful squeeze page they’ve seen in the past
    • They’re concerned that it may de-value their brand
    • They perceive a conversion form as being too pushy
    • They’re concerned that a visitor may think they’re signing up for spam

    So, how do you get the “ok” from your client or decision maker to use conversion forms on their corporate website?

    Here are a few ways I’ve found helpful:


    Realization

    Many businesses may not realize that they already have some type of a conversion point present on their site (contact me, email link, etc). I know that this is not a true conversion form, but by explaining to them that a conversion is simply when a desired goal is completed, such as email sign up, newsletter sign up, etc, you will help them connect the dots, ease their worries, and warm them up to the idea.


    Education

    Educate them through examples

    Folks fear what they don’t understand. If an organization is accustomed to doing things a certain way, it’s absolutely natural for them to offer some resistance. By providing education on how a successful conversion form should perform, and showing examples of proper conversion forms as well as poor ones, this will help address their concerns.


    Case Studies

    Provide your client or decision maker with several case studies on how conversion forms have lead to an increase in lead generation and sales. An excellent resource for finding case studies can be Unbounce, HubSpot, or Social Media Examiner.


    Integration

    Show how it integrates with their existing efforts

    Demonstrate how conversion forms can be part of their overall strategy, and how they can achieve an organization’s business objectives. For example, show them how a conversion form fits in with an inbound marketing strategy, landing page, or blog. Present them with examples of subtle, yet successful conversion methods and landing pages of similar industry websites.


    Time

    Don't rush them into it

    Understand that it may take time to get the green light. A good brand takes years to develop, so if a decision maker or client feels that a decision that may impact their brand, time is needed for them to think it through and warm up to the idea. Never try to rush them into it.


    How have you convinced your clients to use conversion forms? Did they show any initial resistance?

    — Dave Gallant

    default author image
    About Dave Gallant
    Dave Gallant is a Social Strategist and Trainer who is passionate about helping organizations build sustainable communities and engage clients in new ways. He specializes in “moving the needle” for clients online. Leveraging his years experience as solutions consultant and program administrator for a Fortune 500 web company, he helps businesses uncover and overcome hurdles, using strategies, techniques, training, and tactics, which are measurable, to client meet their online business objectives.
    » More blog posts by Dave Gallant