January 2019 | Digital8

5 Tips to Generate Sales Leads in 2019

5 tips to generate sales leads in 2019

So you need more leads. Welcome to the life of every small business owner. This article features 5 extremely helpful yet sometimes overlooked tips when it comes to generating sales leads in the ever-changing digital world of 2019.

Tip 1: Testimonial & Case Studies are the “Digitalised Word of Mouth”

The first thing to do in order to generate more sales leads is that you need to build trust with your target market. Small businesses of 2019 need to utilise their online presences to the fullest and transform them into the “digitalised word of mouth”. It’s all about giving your target market more reasons to choose you over your competitors. Make sure you keep a record of the feedback you received from your clients. Some customers may be very happy with your service and willing to provide a testimonial, but they may not initiate the conversation until you reach out to them. Another powerful tool to increase your business credibility is case studies, which is especially useful for start-ups and small businesses with weaker brand awareness.

Showcasing testimonials and case studies can not only make your business more trustworthy but also help your sales team to pre-qualify the sales leads that came through because the potential customers who showed interest tend to be those who are ready for what your business is going to offer.

Have a Free Chat with Our Website Consultant and Design a Testimonial & Case Studies Section on Your Website

testimonial optimisation

Tip 2. Increase the Perceived Value

Another way to increase sales leads is to give potential buyers more incentive to make the purchase decision. Traditionally, this is usually done through pricing strategies. But in the digital world, there are way more methods for small businesses to add perceived value to their products or services.

Businesses of 2019 need to understand how to use their digital presence wisely to create positive impacts on how the potential customers perceive their products or services. One way is to reduce perceived risk and increase credibility, which goes back to tip one: use testimonials from real customers and case studies to reduce the potential risks your customers need to take when making the buying decision.

Other than that, the way your business is presented digitally can influence the customer’s perceived value immensely. Sometimes it only takes a few seconds for your potential customers to decide whether they will like your product or not. Make sure your website is adding value to what you are selling instead of dragging your business down.

Have a Free Chat with Our Digital Marketing Specialists and Discover Digital Ways for Your Business to Increase Perceived Value

website credibility

Tip 3. Marketing Automation

Automated marketing and sales processes save time immensely because it requires a

. However, marketing automation can be beneficial to your businesses in ways more than that. It is highly effective at increasing online sales because of the accurate and precise follow-up your business performs with every customer. This means that you will not miss out on a single lead qualification chance anymore. For example, the automated marketing system would send a follow-up email to a lead who hasn’t got back to you for a week. Another case of automation marketing is remarketing – for example, you can follow up your e-commerce customers with social ads to lower the cart-abandon rate.

Learn More About How to Use Marketing Automation Tools & Tactics to Increase Sales


Tip 4. Define Your Buyer Personas

Understanding who you are trying to sell to is a key step to increase sales. You probably have the information about your target customers in your head already, but documenting your personas allows you to make key business decisions with a clearer and more specific target. Operating without defining means that you are running the risk of sending neutral and unattractive content to your clients because chances are, you are going to miss out some details that can help you convert that specific type of potential clients into sales.

Also, keep in mind that buyer personas include way more than the basic demographic information and it is more powerful than that. Here are some of the questions you can ask yourself when creating personas for your target market:

  1. What associations and social networks do this type of buyer persona belong to?
  2. What are their biggest challenges?
  3. What are their pain points?
  4. What are their universal goals?
  5. How can your products or services solve their problem? 

Learn More About How to Create Customer Personas to Increase Sales

buyer personas

Tip 5. Use Your Finite Resources Wisely and be the Expert

There are millions of Facebook business pages out there. Most of them are not being updated because someone told the business owner they needed Facebook. and the owner couldn’t or wouldn’t actually use the platform properly.

Instead of using a marketing tactic for the sake of using it, you need to do research and understand whether it is a good fit for your business goal and industry so you can choose those that you are confident that will actually work.

2019 is all about being an expert in the industry. Use the digital platforms wisely and put up content helpful to your target buyers: 

  • What is your target buyers’  core issue/concern? 
  • How can your product solve this issue/concern? 

Relevant and useful content is the key to nurturing good relationships with your customers. It also generates more sales in the long term.

If you’re interested to have a chat about it, feel free to reach out to us

free digital marketing audit


5 Reasons Why CMS is Important for Small Businesses

There are many reasons why a Content Management System (CMS) is important to your business. If you read our last blog post “8 signs that your website is out of date”, you will know that one of the biggest factors preventing lead generation is that the website has an extremely old CMS or doesn’t even have one. A good CMS makes frequent content updates possible because it’s friendly to staff with no knowledge of programming languages, which is why it’s such a powerful tool. Choosing the right CMS lays a solid foundation for your long-term digital marketing strategy.

How to choose the right CMS for your business? Check out the Digital8 free CMS choosing guide. 

The ways CMS can help you as a small business owner or marketing manager can be summarised into 5 points:

1. You can take control over the website

CMS allows you to take control of your own website even when you don’t have the knowledge of programming languages. This means you no longer have to describe how you want your content to be presented to a third party outside of your marketing team because you will be able to update the content by yourself, which is especially good for small businesses with no in-house tech support. A CMS makes it easy for you to make minor changes and tune up immediately.

website control

2. Standardised uniform pages increase efficiency and brand consistency

A CMS allows you to duplicate a page template initially programmed by your web designer and edit it into a new page immediately. The CMS templates keep your site well-organised and consistently branded. It also allows you to streamline your workflow; for example, when your marketing specialist posts a blog, changes can only be made towards the blog content, which secures the website from any risk caused by accidental code changes.  


3. Optimising your site to rank in Google search result

One of the key reasons why CMS is such an essential component of your business site is that it gives you and your marketing team the freedom to create search friendly content, which in turn offers you a traffic channel called “organic search”. Most modern CMSs have out of the box SEO tooling.

optmise website

4. Extensible functionality

One thing about CMS is that it supports your function expansion so it makes sure your website has the capacity when your business is expanded and needs more functionalities. Some of the most popular CMS, such as Drupal and WordPress, all have modules or plugins to meet your growing business needs. If you get a professional web developer to take care of your business site, they will make sure the backend of the website is organised and suitable for future changes instead of a pile of messy code.

website design

5. Keeping your customers happy

Most CMS support functions essential to customer services, such as FAQ, support forms and live chat. This makes sure you or your sales team can reach out to your clients or potential leads on time so you won’t lose them to your competitors.

CMS support

Now that you know the reasons why CMS is important for your business, you might want to choose the right CMS for your business site now.  Digital8 will help you to analyse and create unique website design in Brisbane and add advanced SEO techniques to your website. Also we are the leading Google Adwords management agency in Brisbane. No worries, we also have the resource for that; check out our free CMS choosing guide.



8 Signs That Your Website is Out of Date

A website is one of the most important business assets you possess. In order to stay ahead of the competition, a website usually gets tuned up every 3 to 6 months with fresh design and updated with new content given the frequently changing rules of the digital world. 

Not sure if you need a website refresh? Here are the 8 signs that your website is out of date.

1. Your website does not present your product or service clearly.

We’ve seen many websites filled with broad and general content on their homepages but fail to mention what they actually do. It’s dangerous to just assume your website visitors know what you do already. You don’t want your potential customers to get confused about what products you sell and what value your business can provide them with. 

Imagine you paid loads of money for people to click on your Google Ads, but visitors lost interest in the first few seconds because they didn’t have the time to figure out what your business actually does, or whether it does so in the way the user expects. That would be a shame. 

Check out some of the coolest websites designed by Digital8 web designers 

2. Your website does not resize for mobile devices and tablets

It is important to make sure your website is responsive and mobile-friendly. As of 2022, mobile devices account for about half of all web traffic, a trend that has been steadily growing and shows no signs of slowing down; not to mention that the Google algorithm ranks mobile-friendly websites higher in search results, meaning more traffic and higher converting possibilities. 

responsive design

3. Your website does not rank in Google

There are several common reasons your website isn’t showing or ranks low in Google search results: 

  • Your website hasn’t been optimised for search engines
  • The keywords you’re using are too competitive
  • Your website wasn’t designed with SEO in mind

Your website hasn’t been optimised for search engines

This is the most likely reason for your website to not rank because no one has put effort into optimising the SEO of your website which includes updating meta content, building backlinks or writing web content using relevant keywords. 

The keywords you use are too competitive

Your website needs to rank for the most profitable keywords. There’s a high chance more competitors will rank for those broader and more popular ones. If you are a niche competitor in a strong market you will struggle to rank for these. 

Keep in mind that you need to use keywords with higher relevance and lower competition while doing your research.

Your website wasn’t initially designed to rank in search engines 

Not all web developers understand the ins and outs of SEO. It’s possible that the technical aspects of your website are preventing search engines from understanding your website and therefore listing it on results pages. 

If that’s the case, you’ll certainly need to make some technical changes to help more users find your site on search engines. 

search engine optimisation (SEO)

4. Your website does not generate leads

A couple of questions to ask yourself to know if your website is designed to encourage your website visitors to take further actions: 

  • Do you have relevant call-to-actions in places that encourage conversion? 
  • Do you have clear forms with a specific purpose for your potential customers to fill in without much effort? ​

If your website doesn’t have a clear flow that guides the users through the customer journey, makes sense that you wouldn’t be earning any leads. 

There’s also a big chance that your website does not rank in Google if it has never converted a single lead for you. 

Keep in mind that website usability, content relevance, and lead form optimisation are all fundamentally related because Google wants to make sure the users can find the resource they need efficiently. 

UX/UI design strategies can hugely improve your ability to capture relevant leads through your website, making it a powerful marketing tool for your business.

5. Your website takes a long time to load pages

Google found that when pages took between 1 and 3 seconds to load, there was a 32% increase in the probability that users would leave and if they took between 1 and 5 seconds, that probability increased to 90%.

In other words, if your website is slow, users are much less likely to stick around. 

There are many potential reasons for this including large code density, too many plugins and overloaded file requests which can result in your website taking ages to load. 

Get in touch and our web consultants can run a checkup on your website to audit your site load speed.

6. You’re using outdated aesthetics ​​

A good website designed by skilled UX/UI designers can instantly evoke a certain feeling and directs the website visitors to perceive the brand in a certain way. 

Website aesthetics are not just about making it pretty but also a powerful tool for the business to communicate the right message to users more effectively than your competitors.

7. You use an extremely old CMS or none at all

If you don’t have a Content Management System for your website these days, your developer is probably holding you hostage. 

CMS is such a powerful tool because it allows non-technical staff to make changes to the website. This makes frequent content updates possible, which is why choosing the right CMS is basically laying a solid foundation for your long-term SEO planning. 

Popular CMS frameworks include WordPress, Drupal, Shopify and others. Once you have your website built on a Content Management System, make sure it’s upgraded every now and then so your business site can have the latest security updates and admin features. 

8. The sales team cannot use it as a tool to close deals

What’s the point of a business website if not to help encourage sales? Sure, a strong website helps promote your brand and explain your products or services. But at the end of the day, it should be a powerful tool that captures customers and moves your business forward.

To be honest, it’s probably a strong sign that your website needs an upgrade if your sales team feel embarrassed to give the URL to your potential clients. 

If that’s the case, have a chat with us on how you can improve your website so your sales team can use it as an effective tool to close the deals. 

web design cta

Is your website showing any of these signs? If the answer is yes, it’s time to update your website. Contact us today to get started.