If you want to get more leads, you don't have to go out and hunt them all down yourself.
Instead, use a lead magnet on your agency website to bring new prospects to you. A lead magnet, also known as an opt-in, is a simple digital marketing tool that helps you capture visitor information and grow your email list.
I know you've seen them all over the web. But, are you using them on your own agency site? Here's what you need to know about creating lead magnets and making them work for you.
Why Does Your Agency Need to Use Lead Magnets?
You've heard of lead magnets before, of course, and maybe you've even advised your own clients to use them. But let's take a moment to review why lead magnets are important.
A lead magnet is an incentive that you offer visitor's in exchange for their personal or business information, including their name, email address, company size, and so on. This incentive can take many different forms—some agencies offer downloadable content like white papers, while others offer free consultations or access to exclusive video content.
Whatever type of incentive you offer, it's a win-win situation: your visitor gets something useful or valuable for free, and you get permission to stay in touch with the lead through email.
Many marketers, however, put off creating opt-ins because creating valuable content takes time, energy, and money. That's understandable, although you should consider the potential ROI of an effective lead magnet.
Just like the long-term benefits of SEO, creating lead magnets is an investment. If it's useful and relevant content, it can live on your website and grow your email list for years to come.
Lead magnets are an opportunity for you to significantly grow your agency's revenue. Just take a look at this agency that grew to $720k in revenue by offering quizzes as lead magnets.
If that's not enough of an incentive, here's your guide to exactly how and why you should prioritize creating lead magnets for your agency.
Lead Magnets Keep Your Email List Healthy.
A healthy email list is defined by several key traits:
It gets new sign-ups on a regular basis
It's made up of the right kind of email subscribers, aka your target customers
The subscribers open and engage with content that you're sending them
The first point is important because email lists typically have a high attrition rate. You can expect between 20 and 30 percent of your existing list to unsubscribe, abandon their email address, or simply stop opening your emails every year. If you don't want your list to shrink over time, you'll need to proactively encourage more people to sign up.
(AgencyAnalytics Email Marketing Report Template)
Email opt-ins give you a filter for your list. If you design your opt-ins to appeal to your agency's target market, you'll end up with more qualified subscribers, instead of subscribers who might not be interested in the services you offer.
Opt-ins also give you an opportunity to show off your industry knowledge.
When it comes to winning over new prospects, first impressions are everything. If your agency comes across as professional and knowledgeable, you'll have a major edge over your competitors who don't present themselves as well. A well-crafted, informative lead magnet is a great way to put your best foot forward.
Being generous with a free content upgrade will also build your agency's reputation as a thought leader in the industry.
You'll make a strong first impression on prospects if you give away high-quality content without expecting anything in return. If you've already helped a prospect through your content, that can also significantly improve the sales process it comes for the lead to make their final decision about which agency to hire.
Lead magnets help you keep in touch with and nurture people who aren't yet ready to hire.
Many of the people who find your website are still in the early stages of researching agencies. They aren't quite ready to hire yet—but if you can get them to remember you, they'll be more likely to come back to your agency in the future.
Create an opt-in for leads at the top of the sales funnel, and you'll find yourself with more serious prospects down the line.
What Kind of Lead Magnet Should You Offer?
You can turn almost any kind of content into a lead magnet. A few of the most common types of lead magnets include:
Toolkits or lists of resources
Free consultations or audits
Which type of content will make the best lead magnet for your agency? There's no one-size-fits-all answer to this question as almost any type of lead magnet can be effective in the right situation. The best way to decide is to think about your goals. Ask yourself the following questions:
Who is your ideal lead? Your opt-in should be tailored towards the type of clients you enjoy working with most. If you don't have a clear audience in mind, stop and define your ideal client before you create your opt-in.
Where is your ideal lead in the buying process? Someone who's just started shopping around for agencies will have different needs than someone who's in the final steps of weighing your agency against one or two others. Consider whether you can create different incentives for leads at various stages of the sales funnel.
What does your ideal lead need? What are their pain points? What makes them happy? What information are they still searching for? Content that makes your ideal client's business or personal life easier is a perfect opportunity for an effective lead magnet.
What kind of content are you best at creating? If you're creating your lead magnet in-house, it makes sense to pick a medium where your skills shine. Just make sure your content will appeal to your ideal lead. For instance, if you want to work with time-strapped small business owners, a short and snappy guide or checklist is probably a better opt-in than a lengthy ebook.
Can you repackage or expand any of your existing content into a lead magnet? You don't necessarily have to start from scratch with your opt-in. See if you can adapt some of your older work into a fresh piece of content.
Once you've got some ideas about what kind of lead magnet will work best for you, consider how you want to offer it to your visitors.
There are many different opt-in formats you can choose from, a few of the most common include:
Header, footer, and sidebar opt-in forms.
Slide-in forms, which get visitors' attention without obscuring the whole screen like a pop-up.
Squeeze pages, which are landing pages designed to get contact information in exchange for the lead magnet.
Toolbars that appear at the top of every page on your website.
Will Your Lead Magnets Work?
Putting a lead magnet on your site doesn't automatically mean that new leads will come pouring in. Some opt-ins work better than others, although the effective ones share a few key traits.
Here's what you can do to make sure your lead magnets actually bring you more business.
Resist the temptation to cast a wide net. Not every visitor to your site is a potential customer.
If you try to make your opt-in appeal to everybody, you'll just make it less relevant to the people who are your ideal clients. Focus on bringing in high-quality leads, instead of trying to get as many as possible.
If your lead magnet is a guide called "10 Tips for Better Blogging," you probably won't get very many bites. There's already plenty of generic advice available to bloggers on the internet that isn't attached to an opt-in form. You'll have better luck if you offer something more specific and unique, like "10 Blogging Mistakes Restaurant Owners Make."
Promise (and deliver) a payoff.
An effective lead magnet has to first get your visitors' attention by touching on one of their pain points. Second, it has to promise a quick and satisfying solution to the problem. Visitors will be more likely to hand over their information if they feel like they're just minutes away from getting something they really want.
If you over-promise and under-deliver, your new leads will feel let down or even tricked, and that's a bad way to start a business relationship. Don't misrepresent or over-hype the content of your opt-ins.
Examples of Lead Magnets from Around the Web
If you're looking for inspiration for your next lead magnet, below are a few examples that you can use as a starting point.
2. FREE SEO Audit & Proposal from AgencyAnalytics
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Just one of the report templates available with AgencyAnalytics, this proposal template makes it super easy to analyze a potential client's website, evaluate their keyword performance, and assess their backlink profiles.
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2. Custom Proposal from KlientBoost
If you've got the time and resources to follow through, offering a custom freebie like a consultation or audit is a great way to impress new leads.
Why this example works: There's a twofold benefit here. First, if leads are impressed by the quality of their free proposal, they'll be likely to come back later. Second, making an offer like this helps an agency build a list of qualified leads since casual visitors aren't likely to request a proposal.
3. Website Grader from HubSpot
HubSpot's Website Grader is a popular SEO tool that doubles as an email list building tool for the company.
Why this example works: It's simple and irresistible. Who doesn't want to get an instant assessment of how strong their website is? Handing over an email address seems like a no-brainer in the face of such a quick, practical reward.
4. How-To Guide from OptinMonster
Naturally, OptinMonster's own opt-in form is a strong example of how to capture leads before they leave your site.
Why this example works: OptinMonster knows its audience. This lead magnet is both relevant and useful, and the statistic cited—"70% of visitors who abandon your website will never return"—provides a sense of urgency to the audience. The eye-catching graphic is a nice touch as well.
5. Ebook and Newsletter from the Content Marketing Institute
The Content Marketing Institute offers website visitors a free ebook along with their email newsletter.
Why this example works: If you've already got a large email list, you can leverage that fact to inspire a slight fear of missing out in your visitors. Combining the newsletter with a free ebook sweetens the deal even more.
6. Magazine from Skift
Skift drives email sign-ups by offering visitors a free magazine.
Why this example works: Using a magazine as your lead magnet can be a nice alternative to giving away a more utilitarian ebook or white paper. This example's polished, professional design increases the perceived quality of the lead magnet—it looks like a magazine you'd find on a rack somewhere in exchange for your email.
7. Workbook from Melyssa Griffin
Interactive and personalized lead magnets tend to work very well with audiences.
Why this example works: Offering visitors a free workbook or ebook is a great way to help them out, which makes them more likely to remember you positively. You can also gather more accurate subscriber data if you ask a few preliminary questions in a quiz-style format, as this example does.
If you aren't using lead magnets on your agency website, you're missing out on a huge opportunity. Many of your online visitors will never come back once they leave—unless you give them a good reason to stay in touch.
Using a lead magnet on your website will help you connect with qualified leads, build your brand's reputation, and eventually get more of the kind of work that your agency excels at. Why not start working on a lead magnet for your agency website today?
Joe started his career as a developer and since has created many internet businesses. He has now moved on to the position of CEO and has enjoyed all the challenges it has brought.Read more posts by Joe Kindness ›