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Good incoming traffic but no conversions - B2B

Discussion in 'White Hat SEO' started by seoguy81, Jul 1, 2011.

  1. seoguy81

    seoguy81 Power Member

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    I do a little side project for a friend's business that is into offering B2B services. Within the niche, I managed to set up a content scraper (with links back to original source) that publishes any news/PR from the niche in order to keep the site alive

    The site gets around 80 unique visits a day with keywords that are targeted. I see quite a few clicks on the 'request quote' and 'contact us' page but 0 conversions.

    I did a test of the forms and they are fairly simple and to the point (and yes the forms work just fine).

    Can someone suggest if there's something missing? Is there some other factors that need to be considered especially for B2B services?
     
  2. theconfidenceman

    theconfidenceman Regular Member

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    are they buying keywords?
    perhaps they are calling and not submitting the form?
    do the landing pages have a consistent message to market? eg if they type in low cost widgets.. does the page capture and lead them thru the funnel offering low cost widgets?
    does the design suggest you have good prices?
    does the site establish trust?
     
  3. seoguy81

    seoguy81 Power Member

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    • are they buying keywords: Yes.. i've built content keeping in mind the keywords that could trigger sales
    • calling and not submitting the form: I don't think that's the case. We haven't had any sales from the web channel. Most sales comes through outbound cold calling
    • landing pages: the landing pages have the message, description and a call to action. All landing pages are linked to the request quote page.
    • pricing: I'm not sure if price is a factor here because the model is based on client's requirements.
    • trust: errr.. well I haven't paid much attention to this. Will try putting in some testimonials and see how it goes.

    Thanks for your inputs!
     
  4. ajithrocksca

    ajithrocksca Jr. VIP Jr. VIP Premium Member

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    Well conversion depends a lot on the landing page. Often a small thing will trigger the decision to purchase/proceed. Make sure the landing page content is trust worthy.

    It is difficult to give suggestion without having a look at the landing page though. You got to experiment and trial and error often gives you the right answer.
     
  5. Chrisss

    Chrisss Senior Member

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    Make a usability analysis. Get some people to navigate around your site, without helping them. Make them think loud, when they navigate around and you will probably discover that a lot of things you take for granted, aren't that obvious for a new user on the site.
     
  6. Virus1

    Virus1 Supreme Member

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    If the traffic is targeted....which it is...
    then its your landing page..
    it probably does not convince people to drop their money on it...

    I sell a lot of traffic.... and people always complain that
    they get very low conversions....
    but then i see their landing pages and the page is crappy...

    sometimes people fall in love with their site... but that is not how other people see it...

    have a new set of eyes take a look at the site....
    and take their opinion into consideration....


    Good Luck...