How to Use Your Professional Services Website to Generate Leads

As a professional services firm, you can’t just offer a visitor the ability to choose a product and be moved to your shopping cart to complete the purchase. So how can you use your website to create interest that will motivate a visitor to submit your contact information form?

Difficulty: Moderate

Instructions

1. Make it a place the visitor would want to visit, by welcoming them with a positive first impression. Just like with face to face first meetings, how you greet your visitor is very important. Begin with “Thank you for visiting our website. Here you will learn about ………” then include a short line or two that highlights what you do.

2. Create a list of questions that address the specific problems clients have come to you to overcome.

3. Provide a clear understanding of the problems you solve through case studies or stories about how you have successfully worked with clients. This will help develop trust and credibility that you can solve specific problems that others have had. Use a “click here” button at the end of the each question created in Step 2, that directs the visitor directly to a case study. At the end of the case study, ask the question “Is this a situation in your firm that you would like more information on? If so, click here”. This button will take them to your contact information form.

4. Ask only for the information you need.

5. Capture contact information by enabling people to sign up for a newsletter or webinar.

6. Describe the clients that you serve. Make sure to let people know that your professional services are customized to fit the needs of each client, because each client is different.

7. Respond to inquiries in a timely manner. Although you may be unable to respond to the inquiry within minutes or an hour with a phone call, respond with an email as soon as possible. Let the person know you have received their inquiry. Let them know when you will be reaching out to them with a telephone call, and then do it.

8. Create an “About Us” page and put pictures up of your team. People want to see the people they may be doing business with. The internet can be an impersonal world but as a professional services firm people need to get comfortable and trust you and that can start with a picture or a video.

[kp3028]

on 11/12/2009 Viewers will be more likely to call or complete your "Contact Us" form, if they read about a problem that you have solved for others, that they are experiencing as well.