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Are you converting or killing your leads? 28 April, 2009

Posted by Jay Ball in Uncategorized.

Dead Cities by Mugley on Flickr

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.

Image by Mugley on Flickr



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