Lead generation is the process of attracting and capturing the interest of potential customers for your products or services. It is one of the most important and challenging aspects of online marketing, as it directly affects your sales pipeline and revenue.
According to a report by HubSpot, 61% of marketers say generating traffic and leads is their top challenge. Moreover, only 18% of marketers say their lead generation efforts are very effective.
So, how can you improve your online lead generation and get more qualified leads for your business?
One of the best ways is to use Salesforce web to lead, a feature that allows you to create web forms that automatically capture leads from your website and send them to your Salesforce CRM. Salesforce web to lead is a powerful tool that can help you streamline your lead management process, increase your conversions, and optimise your marketing campaigns.
However, Salesforce web to lead is not enough on its own. You also need to use other tools and strategies to enhance your lead generation efforts and make them more effective. In this article, we will show you how to boost your online lead generation with Salesforce web to lead and other tools. We will cover the following topics:
- How to use Salesforce web to lead forms to capture more leads and increase conversions
- The benefits of integrating Salesforce web to lead with your email marketing platform
- How to customise and optimise your Salesforce web to lead forms for different audiences and devices
- The best practices and tips for creating effective Salesforce web to lead landing pages
- How to track and measure the performance of your Salesforce web to lead campaigns
- How to automate and streamline your lead management process with Salesforce web to lead and other tools
How to use Salesforce web to lead forms to capture more leads and increase conversions
Salesforce web to lead is a feature that allows you to create web forms that automatically capture leads from your website and send them to your Salesforce CRM. You can use Salesforce web to lead forms to collect information from your visitors, such as their name, email, phone number, company, industry, etc.
To use Salesforce web to lead, you need to have a Salesforce account and a website. You can create web to lead forms in Salesforce by following these steps:
- Log in to your Salesforce account and go to Setup > Leads > Web-to-Lead.
- Click on Create Web-to-Lead Form and select the fields that you want to include in your form. You can also add custom fields if you need to collect more specific information from your leads.
- Click on Generate and copy the HTML code that Salesforce provides you.
- Paste the HTML code into your website where you want the form to appear. You can also use a website builder or a landing page tool to create and host your web to lead forms.
Once you have created and embedded your web to lead forms on your website, you can start capturing leads from your visitors. Whenever someone fills out your form, their information will be automatically sent to your Salesforce CRM and a new lead record will be created. You can then follow up with your leads and move them along your sales funnel.
Salesforce web to lead forms can help you capture more leads and increase conversions by:
- Making it easy for your visitors to contact you and express their interest in your products or services
- Reducing the friction and hassle of filling out long and complex forms
- Providing you with valuable data and insights about your leads and their behaviour
- Enabling you to segment and target your leads based on their attributes and preferences
- Allowing you to automate and personalise your email communication with your leads
The benefits of integrating Salesforce web to lead with your email marketing platform
Email marketing is one of the most effective and cost-efficient ways to nurture and convert your leads. According to a study by Campaign Monitor, email marketing has an average ROI of 4400%, which means that for every $1 spent, you can expect to earn $44 in return.
However, to make the most of your email marketing, you need to integrate it with your Salesforce web to lead forms. By integrating Salesforce web to lead with your email marketing platform, you can:
- Sync your leads and contacts between Salesforce and your email marketing platform
- Trigger automated email campaigns based on your leads' actions and interactions with your web to lead forms
- Send personalised and relevant email messages to your leads based on their profile and behaviour
- Track and measure the impact of your email marketing on your lead generation and conversion rates
- Optimise and improve your email marketing strategy based on the feedback and data from your leads
There are many email marketing platforms that you can integrate with Salesforce web to lead, such as Mailchimp, Constant Contact, AWeber, etc. You can use native integrations, third-party apps, or APIs to connect your email marketing platform with Salesforce web to lead. For example, you can use Zapier to create workflows that automatically sync your leads and contacts between Salesforce and Mailchimp, and trigger email campaigns based on your leads' actions and interactions with your web to lead forms.
How to customise and optimise your Salesforce web to lead forms for different audiences and devices
One of the key factors that affect your online lead generation is the design and usability of your web to lead forms. You need to make sure that your web to lead forms are attractive, engaging, and easy to use for your visitors. You also need to consider the different audiences and devices that your visitors use to access your website and your web to lead forms.
To customise and optimise your Salesforce web to lead forms for different audiences and devices, you can:
- Use conditional logic to show or hide fields based on your leads' answers or actions. For example, you can show a field that asks for the lead's industry only if they select "Business" as their category.
- Use progressive profiling to collect more information from your leads over time. For example, you can ask for the lead's name and email in the first form, and then ask for their phone number and company in the second form.
- Use dynamic content to display different messages or offers based on your leads' attributes or behaviour. For example, you can show a different headline or call to action based on the lead's location or source.
- Use responsive design to make your web to lead forms adapt to different screen sizes and resolutions. For example, you can use CSS media queries to adjust the layout and style of your web to lead forms for mobile devices.
- Use A/B testing to compare and evaluate different versions of your web to lead forms. For example, you can test different colours, fonts, images, copy, etc. to see which one performs better
By customising and optimising your Salesforce web to lead forms for different audiences and devices, you can:
- Increase your web to lead form completion and submission rates
- Improve your web to lead form user experience and satisfaction
- Enhance your web to lead form conversion and quality
- Boost your web to lead form relevance and appeal
The best practices and tips for creating effective Salesforce web to lead landing pages
A landing page is a web page that is designed to capture leads from your visitors. It is where your visitors land after they click on your ads, links, or other sources. A landing page is different from your homepage or other pages on your website, as it has a specific goal and a clear call to action.
To create effective Salesforce web to lead landing pages, you need to follow some best practices and tips, such as:
- Align your landing page with your source and offer. You need to make sure that your landing page matches the expectations and needs of your visitors. You need to deliver what you promised in your ads, links, or other sources, and provide a clear and compelling offer that motivates your visitors to fill out your web to lead form.
- Use a clear and catchy headline. You need to capture your visitors' attention and interest with a headline that summarises the main benefit or value proposition of your offer. You need to use clear and concise language that speaks to your visitors' pain points and desires.
- Use a simple and short web to lead form. You need to make it easy and quick for your visitors to fill out your web to lead form. You need to ask only for the essential information that you need to qualify and follow up with your leads. You need to avoid asking for too many or too sensitive information that might deter your visitors from completing your web to lead form.
- Use a strong and visible call to action. You need to persuade your visitors to take action and submit your web to lead form. You need to use a button or a link that stands out from the rest of your landing page. You need to use action-oriented and specific language that tells your visitors what to do and what to expect.
- Use social proof and testimonials. You need to build trust and credibility with your visitors by showing them that other people have used and benefited from your offer. You need to use real and authentic testimonials from your customers or partners that highlight the results and outcomes of your offer. You can also use social proof elements such as logos, badges, ratings, reviews, etc. to show your visitors that you are a reputable and reliable brand.
By following these best practices and tips, you can create effective Salesforce web to lead landing pages that can:
- Increase your landing page traffic and engagement
- Improve your landing page conversion and quality
- Optimise your landing page performance and ROI
- Boost your landing page relevance and appeal
How to automate and streamline your lead management process with Salesforce web to lead and other tools
One of the biggest challenges of online lead generation is managing and following up with your leads. You need to have a system and a workflow that can help you organise, prioritise, and communicate with your leads effectively and efficiently.
Salesforce web to lead can help you automate and streamline your lead management process by:
- Assigning your leads to the right sales reps or teams based on your criteria and rules. For example, you can assign your leads based on their location, industry, source, etc.
- Routing your leads to the appropriate sales stages and statuses based on their actions and interactions. For example, you can move your leads from “New” to “Contacted” to “Qualified” to “Closed” based on their responses and conversions.
- Scheduling and sending automated email reminders and follow-ups to your leads based on their behaviour and preferences. For example, you can send a thank you email after your leads submit your web to lead form, a confirmation email after they book a demo, a feedback email after they attend a webinar, etc.
- Creating and updating tasks and activities for your sales reps or teams based on your leads’ actions and interactions. For example, you can create a task to call a lead after they download a white paper, a task to send a proposal after they request a quote, a task to close a deal after they accept an offer, etc.
However, Salesforce web to lead is not the only tool that you can use to automate and streamline your lead management process. You can also use other tools and integrations to enhance your lead management process and make it more effective. For example, you can use:
- Calendly to allow your leads to schedule appointments and meetings with your sales reps or teams
- Zoom to conduct online meetings and demos with your leads and prospects
- DocuSign to send and sign contracts and agreements with your leads and customers
- Slack to communicate and collaborate with your sales reps or teams and share updates and feedback on your leads and deals
- Google Analytics to track and measure the traffic and conversions of your website and your web to lead forms
By automating and streamlining your lead management process with Salesforce web to lead and other tools, you can:
- Save time and resources and reduce human errors and delays
- Improve your lead response and follow-up rates and quality
- Increase your lead engagement and satisfaction and loyalty
- Boost your lead conversion and retention and revenue
Conclusion
Online lead generation is one of the most important and challenging aspects of online marketing. It directly affects your sales pipeline and revenue. To improve your online lead generation, you need to use Salesforce web to lead and other tools and strategies to enhance your lead generation efforts and make them more effective.
In this article, we have shown you how to boost your online lead generation with Salesforce web to lead and other tools. We have covered the following topics:
- How to use Salesforce web to lead forms to capture more leads and increase conversions
- The benefits of integrating Salesforce web to lead with your email marketing platform
- How to customise and optimise your Salesforce web to lead forms for different audiences and devices
- The best practices and tips for creating effective Salesforce web to lead landing pages
- How to track and measure the performance of your Salesforce web to lead campaigns
- How to automate and streamline your lead management process with Salesforce web to lead and other tools.
