How To Convert Organic Traffic Into Qualified Leads: Tips by Experts That Actually Works

Having a responsive website design with great aesthetics and functionality is one thing.

Using it to generate qualified leads that can then generate tangible revenue for your business is a whole other ball game.

Without a strong sales strategy to capture the limited attention span of your incoming visitors, you will be losing out on a lot of potential business. This is the right time to start putting your thoughts into how to increase your organic leads. However, even before you start thinking about strategy, you need to first identify qualified leads out of all the traffic you are generating.

In this article, we will talk about the mistakes businesses make in their endeavour to convert organic traffic into qualified leads, along with some useful tips from experts to help you navigate the process effectively. 

Let us get started.

3 Common Mistakes Businesses Make While Converting Organic Traffic To Qualified Leads

Before we start delving deeper into what experts deem to be the top tips to convert your organic traffic into qualified leads, let us look at the aspects that businesses get wrong in this regard. This will help you understand what you should avoid doing when you are trying to generate more qualified leads through your website.

• Misunderstanding User Intent

If you already have a strong content strategy wherein you consistently post new and relevant content on your website, that is great. But businesses often forget that the content they post not only needs to engage their audience, but also be capable of generating revenue for them. For best results, your content needs to satisfy the user intent, and offer valuable information.

You need to get into the mind of the user, understand what they want and why they are searching for a certain keyword, what results they expect to see in Google, and what they want to see if they click through to your page, and then what action they want to take next if they find what they’re looking for. Often, businesses will deliver something completely different than the user is expecting, and the user will leave

Dan Lacey, SEO Consultant at Dan Lacey

• Confuse Users With Too Many Actions

It is good to have different types of call-to-action elements on your website and we will talk about this in detail in a bit. But you should prevent overkill to ensure that your users can find the right call-to-action button without too much confusion. It is also good to stick to a single, most relevant call-to-action button on a specific landing page.

The other common mistake is that they will confuse the user by showing them multiple options, multiple calls-to-action and multiple information points. It is better to do one thing well, for example, if you are an online store, just be an online store.

Dan Lacey

• Lacking Focus

Most businesses are focusing on the wrong keywords, meaning their content is just in the wrong place to sell in the first place. Add on to that putting the wrong offer in front of that audience and you end up with a lot of traffic, but no sales.

Tim Hanson, Founder of fivethreeoh

As a business, you will invest a lot of resources and time into the generation of organic traffic and qualified leads. By putting targeted and focused efforts into your organic lead generation strategies and conversion rate optimisation strategy, you will be able to ensure better results for your website.

9 Tips to Get More Qualified Leads For Your Business

• Create Personalised Content

One of the best things that you can do to engage your customers is to invest in creating personalised content. Personalised content ensures that your customers know what you are offering and how important they are to your business — after all, content alignment is crucial. This is a crucial thing to consider especially when you are looking into how to convert blog traffic.

There is also a lot of merit in identifying the right audience for your content, and searching for the right keywords to target them. Not to forget, ensuring high-quality content in this regard, is paramount.

The most important thing with content is ensuring people actually want to read it, there is so much copy/paste type content around, even more so with ChatGPT… it has to be high-quality and useful else it won’t engage anyone.

Dan Lacey

Lastly, every customer has a buying journey, and capturing them at the initial stages puts you in a better position to influence their decision to buy your product, so that is where your personalised content can come in handy.

Granular segmentation and testing various forms of content delivery can be helpful ways to personalize content for different audience segments. However, the best way to know what your audience segments want is to ask! Use methods like surveys, customer reviews, and targeted email sequences to learn what your most engaged audience members want most and then implement what you learn.

Rebekah Edwards , CEO of Clara Agency

• Track and Measure Results Consistently

One of the best tips that you should consider when trying to convert your organic traffic into qualified leads is measuring the results of your campaigns and strategies regularly. To make this process even more effective, you can choose to use myriad tools, however, Google Analytics is one of the most popular tools that businesses use.

The basics would be to set up Google Analytics 4, Google Search Console and some kind of keyword-tracking tool

Dan Lacey

By using robust SEO tools to collect data and insights into your website’s performance, you can generate detailed reports to inform your strategy. It is good to consider these reports while making any tweaks or changes to your SEO and content strategy over time. You can also identify what works for your customers and what does not so that you can convert traffic to sales.

Identifying qualified leads is like being a detective in the digital world. You’ve got to look for clues in the data. Tools like Google Analytics 4 or Adobe Analytics are your best friends here. They help you understand visitor behaviour through metrics like time spent on the site, pages visited, and actions taken. It’s also about understanding the ‘why’ behind their visits.

Ryan Anderson, Senior Search Engine Optimisation Manager

• Optimise Your Website Performance and User Experience

You are not using your WordPress or Magento website right, if you are not taking proactive steps to optimise your website performance and user experience. A good user experience makes all the difference between a potential customer bouncing off your website and them staying and associating with your brand in some form. For starters, you need well-defined, and carefully placed call-to-action elements on your crucial web pages.

Help your reader focus on one or two clear calls-to-action on a page they discovered from a search engine. Avoid using several CTAs throughout one page, which can feel overwhelming and even spammy when overdone.

Rebekah Edwards

Optimising your website to make it more attractive, easy to navigate and intuitive is also important to your overall performance and revenue. You need to have the right content to help users navigate their buying journey effectively.

The future is all about creating a user-centric experience. In my collaboration with UX and design teams, I’ve seen how crucial it is to focus on what the user wants and needs. This includes ensuring your site is fast, mobile-friendly, and easy to navigate. Also, integrating AI and machine learning can be a game changer. It allows for more personalized experiences and smarter lead qualification processes. And let’s not forget about the importance of seamless experiences, especially when integrating multiple brands onto a single platform. It’s all about making the journey as smooth and engaging as possible for the user.”

Ryan Anderson

• Leverage Content Marketing

Content marketing has long been regarded as one of the most important parts of your digital marketing strategy — and for good reason. When leveraged right, content marketing can yield great results in converting your website visitors to leads.

Content marketing converts organic traffic into leads by attracting the right audience with valuable content and building trust and credibility once they arrive on the page. This strategy nurtures prospects through the sales funnel with tailored content, keeping your brand at the front of your leads’ minds.

Rebekah Edwards

A comprehensive content marketing strategy includes a lot of elements that combine to build a strong database of content on your website and other websites and platforms on the Internet. This includes creation of high-quality content assets, optimising them for better SEO performance, consideration to how to convert blog traffic, and investing in proven content promotion strategies.

• Implement SEO Strategies

Along with a strong content marketing strategy, you also need to implement SEO strategies to power your marketing initiatives and activities. If content marketing helps you create a strong repository of content for your brand, SEO can help you rank these websites on search engines.

SEO is such a popular strategy among top brands, as well as the ones that are still growing because once you put your focus and investment into the right aspects in the initial period, you will be able to grow your online reputation and presence significantly over time. If you are wondering how to convert blog traffic on your website, SEO is the perfect solution.

SEO is the one place you can put an offer out 24/7. For the right people. Once you rank for a great keyword, it’ll work for you whilst you sleep.  With ads, you pay per click. And social has a much smaller lifetime.

Tim Hanson

Well-defined SEO strategies include targeted keyword research, fully optimised content, and other techniques that can put you on the online map, so to speak. However, you need to be smart about the SEO activities and strategies you deploy with a specific plan on how to convert blog traffic and website traffic in general, so that they can achieve results for your business.

Once you’ve created a strategy specific to your brand and target audience, SEO done right (in other words: helpful content) provides free value to those organic visitors, improving your braKnowledge Anywhernd presence and warming them to your offering(s). Also, the best SEOs create content experiences that address search intent in creative, engaging ways — potential leads will easily find what they’re looking for, which endears them to you and increases conversion rates.

Rebekah Edwards

• Ensure Alignment in Content

If your business is growing fast, and has a lot of content opportunities to take advantage of, you are doing something right! But as your business grows and you seek ways on how to turn website traffic into sales, you are going to need more. You will want to explore different content types and content distribution channels.

More importantly, you want content alignment to ensure that your content matches the user intent that you are trying to target.

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Too often, people believe simple demographics like age, gender, job title, or industry are enough to target your audience. In reality, it’s all about the buying journey, their current needs, and what pain points they’re trying to solve. By giving relevant, helpful content that addresses people where they are, you can skyrocket engagement and revenue while shortening sales cycles.

Jacqueline Holmes, Marketing Lead at Knowledge Anywhere

Say, you have only TOFU (Top of Funnel) content on your real estate business website. You will not be able to convince users who are already farther in their buying journey and considering a purchase with that content.

Stop focusing on just leads. Focus on what is the next relevant step for the user. Don’t try to sell your product/service on every blog. Try introducing another blog at the end of the article. And the more educated the user gets, the closer you are to selling them.

Tim Hanson

• Have Conversion-Driven Landing Pages

Landing pages are the lifeblood of your website when you want to generate revenue out of it. When you are looking into how to turn your traffic into sales, you will need not just your run-of-the-mill landing pages, but highly conversion-oriented landing pages that bring sales for your business.

Answer the search first. Then add trust that you know what you’re doing. Put a buy button up top for the super keen people, but for everyone else, you still need to nurture them.

Tim Hanson

Since your landing pages drive revenue on your website, you must have highly targeted ones that offer clear and valuable information about what your offering is.

Every element of a landing page, from copy to graphics to CTAs and everything in between, should clearly communicate the benefits of the product/service, and elements should all function as expected. Ruthlessly eliminate anything that adds fluff with no function, and make a point to test variations of your landing page to understand what formats, elements, and copy convert most effectively.

Rebekah Edwards

• Utilise Different Kinds of Call-to-Actions

If you read the last tip carefully, one word should stand out more than the others — call-to-action elements. It is also important for businesses to have well-defined call-to-action elements prominently displayed on landing pages and other crucial pages of your website.

More importantly, you should consider using different kinds of call-to-action elements that are contextually relevant to the page where they are placed. Do not hesitate to use highly relevant CTAs which are likely to generate the kind of response you are hoping to elicit from your website visitors.

I usually try to hold off on CTA’s unless I can frame it as a value-add to the end user, with a clear purpose. What do they get if they click? For example, I usually never have a “Learn More” button, but something more substantial, like “Download your free eBook” or “Claim your free consultation.” Remember – organic visitors have searched you, meaning they want something out of the exchange!

Jacqueline Holmes

• Use A/B Testing and Data Analysis

No copywriter or marketer knows for sure that a specific copy or piece of content will work as planned till they can analyse customer responses to them. As a marketer in a growing brand, you should be willing to deploy different kinds of testing techniques and analysis methods that will help you ensure engagement in your marketing efforts among customers.

From your marketing emails to your Google Ads, almost every marketing activity that you deploy demands some form of content or copy. 

I use A/B testing mostly for email subject lines. Although we may have a hunch as to what people may open, I’m wrong more times than I’d like to admit. It’s nice to build in a test to see what the first 5-10% of participants respond to better, then use the higher-preforming data to send to the rest of your audience.

Jacqueline Holmes

Analyse different kinds of customer responses and data to understand what they like, and the kind of posts they are most likely to engage with. Then, repeat those activities and content to double down on the returns you can generate from your marketing efforts and strategies.

Maximise Conversions on Your Website

Your website is one of the most powerful marketing tools you have at your disposal. However, if you do not utilise it right, all the traffic that your website generates will remain just that. When done right, your organic traffic can translate into qualified leads who can then become your customers. Different aspects of your website such as your SEO, content marketing strategy and other digital marketing efforts can contribute to this. If you need help, get in touch with us, and we would be happy to help.