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FutureNow Post
Wednesday, Dec. 3, 2008 at 11:46 am

Increasing “Qualified” Leads From Your Website

December 3rd, 2008

When you ask salespeople about their biggest gripe about marketing, they complain about not enough qualified leads. You can often tell that this is an issue just by looking at a company’s lead forms. What you’ll typically see is that the the forms ask for too much information and that can hinder conversions from visitor to lead.

Marketers are often measured by the number of leads they generate. Sales people are measured by sales. Marketers don’t want to be held accountable…

...continue to read "Increasing “Qualified” Leads From Your Website"

FutureNow Post
Tuesday, Nov. 18, 2008 at 5:15 pm

Texas Tech Tuesday – It Ain’t Just About the Website

November 18th, 2008

As part of my Texas Tech series, I’ve been corresponding with West Texas entrepreneur and football fanatic (sorry for the redundancy), Tom Grimes, who has consistently offered outstanding commentary and feedback on the Texas Tech and Coach Leach phenomenon.

In fact, his last e-mail was so good and applied so well to most lead generation websites that I thought I’d share it with you directly:

“…Leach recruited the BIGGEST OFFENSIVE LINE in college football (bet it’s bigger than most pro teams as…

...continue to read "Texas Tech Tuesday – It Ain’t Just About the Website"

FutureNow Article
Friday, Apr. 25, 2008

3 Reasons Your Visitors Don’t Convert to Leads

April 25th, 2008

lead generation conversion ratesWant to ramp up the conversion rate on your lead generation site?

Lead generation sites fail to convert for three basic reasons:

1. Visitors don’t understand the value they get in exchange for giving their information.

2. They are informationally challenged and collect too little, too much, or incorrect information.

3. You haven’t established trust and set proper expectations of what to expect when doing business with you.

Obviously, each is interrelated and flow from one to the other. There might be a few more reasons,…

...continue to read "3 Reasons Your Visitors Don’t Convert to Leads"

FutureNow Post
Thursday, Jan. 17, 2008 at 12:44 pm

7 Tips for Boosting Web Form Conversions

January 17th, 2008

From DoostangWhether your site is lead-generation or retail, you probably have a form somewhere. Here are some basic things you can do to optimize your forms.

1. Indicate which fields are required by using asterisks next to these required fields. Ask yourself if the non-required fields offer enough value. If they don’t, remove them from the form. This could potentially make all fields a requirement — and if that’s the case, the asterisks would be overkill — which brings us to our…

...continue to read "7 Tips for Boosting Web Form Conversions"

FutureNow Post
Friday, Jun. 22, 2007 at 11:12 am

Why’s B2B Price Such a Big Secret?

June 22nd, 2007

Mr. Smith (not Brad Pitt) walks into a bicycle shop asking for assistance in finding a bike for his daughter’s birthday. He quickly pipes up that he’s got a budget; he needs to find a bike under $500. This constraint would easily narrow down the options and the store clerk could continue to ask questions to help qualify which bike would work best for Mr. Smith’s daughter.

Let’s say Mr. Smith finds a bike that meets the requirements and asks, “How…

...continue to read "Why’s B2B Price Such a Big Secret?"

FutureNow Post
Monday, Jun. 18, 2007 at 12:07 pm

Is Your Lead Generation Site Proposing Marriage on the First Date?

June 18th, 2007

click meWhen trying to measure the ROI of your website, you need to take into account the ways you engage prospective customers when they’re earlier in the buying process. Yes, some people are ready to start some sort of relationship with you; meaning, of course, that they fill out the lead form. (You’re only asking for the least amount of information, right?).That’s a measurable success. But don’t forget those who were engaged enough to spend some time on your site, gather information,…

...continue to read "Is Your Lead Generation Site Proposing Marriage on the First Date?"

FutureNow Post
Thursday, Mar. 22, 2007 at 9:07 am

Thick Heads, PPC, B2B Demand Generation, and Converting Visitors

March 22nd, 2007

jumping on the bedI have four kids that range in age from 4- to- 13. I must confess, sometimes being a marketing consultant feels too much like my nagging daddy role.

Anyone with kids knows the routine when you impart your wonderful child with a bit of wisdom.

“Son, do you want to get hurt?” “No, Daddy” “Then please don’t jump on the bed!” “Ok, Daddy”

Simple, right?

Then, about 8 minutes later, comes that ear shattering scream. Your son is curled up on the floor, clutching…

...continue to read "Thick Heads, PPC, B2B Demand Generation, and Converting Visitors"

FutureNow Post
Monday, Mar. 12, 2007 at 10:48 am

The ROI of Free Revisited

March 12th, 2007

Why publish valuable content for free? This questions has come up so many times over the years we’ve been in business that it no longer surprises me. The answer has been the same since we started Future Now, Inc.

“An innocuous question can hit you where you live. I should have expected one day someone would ask me, “How do you measure your ROI for that?”

If I’m conducting client training on measuring, testing, and optimizing performance, clients have a right to…

...continue to read "The ROI of Free Revisited"

FutureNow Article
Monday, Jul. 24, 2006

The Transparency Imperative: Moving Beyond the Suggestion Box

July 24th, 2006

Your business can use transparency to its advantage, turning ordinary customers into tireless advocates for your brand

Do you ever get annoyed when a business’s online communications are as poor, if not worse, than their offline customer service? One of the most sacred promises of the Internet is that we have the power to chat with total strangers, regardless of how fragmented the information or disproportionately strong the opinion, to piece together the bigger picture about a given experience anytime, anywhere.…

...continue to read "The Transparency Imperative: Moving Beyond the Suggestion Box"

FutureNow Article
Monday, Jul. 10, 2006

When Shopping Carts Aren’t Your Thing

July 10th, 2006

Solve the dilemma of complex B2B sales and lead-generation processes with personas

Online sales are growing, but the Internet still influences a lot more sales offline than it does online! Think Persuasion Architecture is simply for sweaters and backpacks?Maybe you know WebEx? It’s a great business solution for powering online meetings , web conferencing, teleconferencing , conference calling, and video conferencing services. They don’t do shopping carts. The basic sales goal on the WebEx site is to persuade the customer…

...continue to read "When Shopping Carts Aren’t Your Thing"

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