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7 Steps To Creating A Lead Capture Page That Drives Profit

Brian Bojan Dordevic
About The Author

Brian Decoded

President at Alpha Efficiency

Join me at the forefront of web design and digital marketing innovation. I am obsessed with web design, business philosophy and marketing performance.
I write Conversion Insider newsletter.

You’ve meticulously crafted a landing page, setting it up as the cornerstone of your campaign to capture those coveted leads. The design looks slick, and the copy’s sharp. Yet, every time you check the stats, the conversion numbers barely budge. Sound familiar?

This isn’t just about low numbers; it’s about the ripple effect it has on your entire marketing funnel. A weak lead capture page is the chink in your armor, leading to dwindling prospects and missed golden opportunities.

Here’s the thing – I’ve been there. Just like you, I’ve wrestled with landing pages that promised much but delivered little. But through my journey as a digital marketing agency owner, I’ve cracked the code.

In this article, I’ll share my experience with creating high-converting lead capture landing pages with you. Just by following seven simple steps, you can drastically improve your lead generation efforts. But your new lead capture landing page won’t just deliver more leads. Strategies you’ll learn today will help you ensure those leads are of high quality.

You’ll learn how to attract people and companies genuinely interested in your services to leave you their emails and other contact information. Your new lead capture landing page will become a cornerstone of your sales funnel, setting the foundation for increased profits.

Table of Contents:
Lead capture page.

What Is A Lead Capture Page?

Imagine you’re running a digital marketing campaign. You’ve crafted compelling ads and social media posts that successfully drive a flood of traffic to your website. However, these visitors disperse in various directions upon arrival, exploring different pages and sections. Some make purchases or sign up for services, but many simply leave, their valuable data slipping through your fingers.

But what is a capture page, and how can it help you prevent this from happening?

A lead capture page is a standalone landing page that businesses use to generate leads and collect valuable prospect data. The debate about a landing page vs website often boils down to the differing objectives of these digital entities. Unlike other pages on your website, a lead capture page is designed with a single, focused objective – to encourage visitors to provide their contact information. 

What Makes Lead Capture Page Different From Other Landing Page Types?

While a lead capture page might sound similar to other landing page types, what makes it unique is that the whole design is built around the lead capture form. This form is the heart of a lead capture page, designed to collect leads by gathering key prospect data like name, email address, and more, usually in exchange for something valuable to the visitor. This could be a free eBook, a free trial, a discount coupon, or any other lead magnet that fits into your marketing plan.

For example, let’s compare it to a product landing page. The primary purpose of such a page is to persuade visitors to make a purchase. Unlike lead capture pages that focus on obtaining an email address, product pages focus on providing all the necessary information a visitor needs to make an informed buying decision, driving them toward the CTA.

While both lead capture pages and product pages fall under the umbrella of landing pages, they are distinct in their purpose and design. A lead capture page is a simplified page aimed at collecting leads, whereas a product page is a more comprehensive, informative page designed to facilitate product exploration and encourage purchases.

Why Are Lead Capture Pages So Important For Businesses?

The saying “time is money” couldn’t be more accurate in digital marketing. Every moment spent on unqualified leads is a moment taken away from pursuing high-value opportunities. This is where lead capture pages shine and become indispensable to any marketing plan.

Lead capture pages are critical in lead gen efforts, acting as the entry point for your marketing funnel. By strategically placing a landing page lead capture form on these pages, you can collect important information about your visitors. This allows you to build a database of potential customers and gives you invaluable insights into who they are and what they’re interested in.

But the real beauty of a lead capture page lies in its ability to attract and convert more qualified leads. It all comes down to the power of permission. By filling out the form on your lead capture page, visitors are essentially raising their hands and expressing explicit interest in what you offer. This self-selection process means that the leads you capture are more likely to be interested in your products or services. They’ll be more qualified than leads captured through most other methods.

This will boost efficiency within your sales team. Instead of wasting precious resources chasing cold or unqualified leads, your team can focus on nurturing interested leads into customers. 

A well-crafted lead capture page also plays a vital role in enhancing your business customer relationship management. By providing valuable content or offers in return for visitor information, you’re establishing trust and setting the stage for ongoing engagement. This helps cultivate a relationship with your prospects, allowing for more personalized and effective communication down the line.

How To Create A Lead Capture Page in 7 Simple Steps

Crafting an effective lead capture page may seem like a daunting task, especially with so many components to consider. However, when you break it down into manageable steps, the process becomes much simpler. By following established landing page best practices and understanding the unique features of the best lead capture pages, you can craft a high-converting design.

In the following sections, we’ll show you what makes a good lead capture page by diving deep into seven key steps:

Understand And Define Your Audience

To create a stellar lead capture page, we need to get into our visitors’ shoes. And the first step to do that is to understand who they are and what they’re looking for. Remember, we’re not building this page for us; we’re building it for them.

In the context of a lead capture page, you’re typically dealing with three types of audiences:

  • Leads: These are individuals who have shown some interest in what you offer but are not yet ready to make a purchase. They might have visited your website, followed you on social media, or signed up for your newsletter. Your goal with leads is to nurture them further down the conversion funnel.
  • Prospects: These are a step ahead of leads. Prospects have shown a more significant interest in your business, such as requesting a quote, a product demo, or a consultation. They’re closer to making a purchase but need that final nudge.
  • Current customers: Yes, you can target even your current customers with lead capture pages. These individuals have already made a purchase and have an existing relationship with your business. You can use lead capture pages to upsell, cross-sell, or introduce new products or services to your loyal customers.

Understanding these different audience types can help you tailor your lead capture page’s messaging, design, and offer to match their unique needs and stages in the buying process.

Once you’ve defined your audience, the next step is setting goals. What do you hope to achieve with this page? It’s important to set a benchmark to measure your success. Checking the average landing page conversion rates within your industry can provide a valuable reference point. You can then set your goal slightly above this average to push for continual improvement.

Offer rewards to attract leads.

Craft A Compelling Reward For Those Who Convert

Lead capture pages are all about give-and-take relationships. Visitors give you valuable information, and in return, they expect something worthwhile from you. Now, this ‘something’ needs to be so compelling that they simply can’t resist trading their details for it.

So, what’s this irresistible reward? It’s known as a “lead magnet,” and it can take many forms, all with the aim of enticing your ideal audience. Here are a few ideas you might want to consider:

  • eBooks: Sharing expert advice or valuable industry insights in a well-crafted eBook can be a treasure for your audience.
  • Webinars: Whether live or pre-recorded, a webinar on a relevant and intriguing topic can be a fantastic way to demonstrate your authority in your field and engage your audience.
  • Free Trials: Letting your audience try before they buy gives them a chance to experience your value firsthand without any risk.
  • Discount Codes: Who doesn’t love a bargain? A special discount could be the nudge that turns a hesitant visitor into a thrilled customer.
  • Exclusive Content: Be it a behind-the-scenes peek at your operations or access to members-only content, exclusivity can create a sense of VIP status for your audience.
  • Course: Online courses can offer value over an extended period, helping your audience learn a new skill or gain in-depth knowledge about a topic of interest.
  • Checklist: A useful checklist can provide actionable value quickly, helping your audience tackle a problem or complete a task more effectively.

However, not everyone who fills out your lead-capture form will be an ideal fit for your business. It’s crucial to tailor your inbound marketing funnel to attract the right people – those genuinely interested in your product or service.

Design an Intuitive Lead Capture Form To Reduce Friction

The cornerstone of your lead capture page is the lead-capture form itself. This is where the magic happens, where your visitors transition from casual browsers to potential leads. It’s your direct line to your audience and a vital tool for collecting information about your potential customers.

Now, we often see business owners scratching their heads, wondering how many form fields to include, what layout to use, or even what color the submit button should be. But here’s the thing – there’s no one-size-fits-all answer. Designing your lead form is more of an art, one that requires a deep understanding of your audience and your offer.

Context is king when it comes to form design. For example, if you’re offering an insightful eBook, your visitors might be willing to share their name and email address, and not much beyond that. But, if you invite them to a free trial of your groundbreaking software, they might not flinch at a form requiring more detail, such as company size or industry.

In essence, the perceived value of your reward should balance the effort required to fill out the form. It’s a delicate dance, and you’ve got to keep visitors engaged and willing to take the next step.

You must also test and tweak your form’s design and structure to determine what works best. This is where split testing is unbeatable. You can test two versions of your lead-capture form, each with a different number of form fields or layout, to see which generates more conversions. Over time, you’ll gather data that helps you optimize your lead capture page for maximum conversions.

For in-depth practical tips, check our guide on designing a landing page form.

Craft A Persuasive Call To Action

Picture this: after crafting a killer headline, laying out an irresistible offer, and creating an intuitive form, your visitor is teetering on the brink of becoming a lead. It’s now down to one last element – your call to action (CTA). With one powerful phrase, you can tip them into conversion. According to statistics, personalized CTAs can convert up to 42% more visitors than generic ones, underlining just how vital your CTA button is.

The call to action is more than just a button; it’s your final pitch, your parting shot. It should inspire your visitors to take action, and I’ve them a clear indication of what they can expect in return.

Take a moment to think about your favorite shopping website. What does the CTA button on their product page say? Probably something like “Add to Cart” or “Buy Now,” right? Those CTAs are straightforward and precise, leaving no room for ambiguity about what happens when you click the button.

The same principle applies to your lead capture landing page. Your CTA should align with the offer you’re making. If you’re giving away a free eBook, your CTA might be “Download Your Free eBook Now.” If you’re offering a free trial, “Start Your Free Trial” could be your ticket to higher conversions.

And don’t be afraid to inject a little bit of personality into your call to action. If it aligns with your brand and audience, humor or playfulness can make your CTA button even more enticing. Remember, all the landing page elements should mirror your brand’s voice and resonate with your audience.

Leverage Social Proof To Build Trust

When did you last buy something online without reading the reviews? That’s social proof in action. It’s the reassurance we seek from others before making a decision. In digital marketing, social proof can be a powerful tool to build trust, foster credibility, and convert visitors into leads.

But how to make a capture page high-converting by leveraging social proof? Here are a few strategies:

  • Testimonials: Sharing testimonials from satisfied customers can show your visitors that your product or service delivers as promised. Ensure to include the customer’s name and photo (if possible) to enhance authenticity.
  • Case Studies: Demonstrating how you helped a client solve a problem or achieve a goal can resonate with potential leads facing similar challenges.
  • Reviews and Ratings: Highlight positive reviews and ratings from third-party sites or social media platforms. A collective thumbs-up from many customers can be extremely persuasive.
  • Social Media Mentions: If your brand has been mentioned positively on social media, don’t hesitate to share it. Tweets, Facebook posts, or Instagram stories can serve as informal and relatable testimonials. 
  • Logos of well-known clients or partners: Displaying the logos of big-name clients or partners can boost your credibility, especially if those brands are well-regarded in your industry.

Adding social proof to your web page isn’t just about slapping a few quotes and logos onto your layout. It needs to be done thoughtfully and strategically. Try to step into your visitors’ shoes. What kind of social proof would make you trust a company enough to fill out a form and share your contact information? If you’re working on a B2B landing page design, you’ll probably need to invest extra effort to make other companies trust you.

Lead capture landing page traffic sources.

Consider Your Traffic Sources

Understanding where your traffic comes from is crucial when designing an effective lead capture page. Each source represents a different type of visitor with unique expectations and needs. You need to tailor the experience on your lead capture page to match the expectations and preferences of your visitors. 

So, let’s break down some common traffic sources and how best to cater to them:

  • SEO (Search Engine Optimization): While lead capture pages don’t usually drive a lot of organic traffic, doing keyword research to see if there are any opportunities is worth it. Remember that visitors landing on your page from a search engine have likely searched for a specific problem they need to solve or a question they want answers to. This means your lead capture page needs to immediately present a solution or answer that matches their search intent.

  • PPC (Pay-Per-Click): PPC visitors come from your paid ads on platforms like Google Ads or Bing Ads. They probably don’t know much about your business or the solution you provide. That’s why educational material (such as eBooks) as a reward works best if you plan to make paid ads your primary traffic source. And make sure that the body copy on your lead capture page matches the ad copy. You’re paying for each click, so make it count.

  • Social Media Ads: Similar to PPC, visitors from social media ads have been drawn in by your ad copy and visuals. A seamless transition from ad to landing page is vital here. And ensure your lead capture form is quick and easy to fill out so your visitors can take action before the next distraction in their feed.

  • Email: Visitors from your email list are already engaged with your brand and more likely to convert. Your lead capture page should cater to these warmer leads by providing relevant, personalized content that encourages them to take the next step in their customer journey and provide you with additional information.

  • Organic Social Media: This traffic comes from posts on your social media accounts. They’re already interested in your brand but perhaps not quite ready to commit. A lead capture page with a low-pressure offer, like a newsletter signup or free eBook, could be just the ticket to collect their email address and continue nurturing them down the sales funnel.

Mind The Post-Conversion Experience For Potential Customers

Think back to the last time you made an online purchase. You added the product to your cart, entered your information, and hit the ‘Purchase’ button. Then… silence. No confirmation email, no thank you message, nothing. Would you feel confident about your purchase? Or would you be left wondering whether the transaction even went through?

That’s precisely what post-conversion experience is about. It’s the series of interactions that happen after a lead fills out your form. It’s crucial because it’s your first opportunity to start building a relationship with your new leads. You want them to feel valued and confident in their decision to engage with your brand.

So, how do you ensure a positive post-conversion experience? Here are some pointers:

  • Confirmation page: After a lead fills out the form on your lead capture page, they should be directed to a confirmation page. This page should thank them for their interest, confirm their submission, and let them know what will happen next.
  • Automated email: An automated email should be sent immediately after the lead form submission. This email can serve multiple purposes. It can confirm receipt, deliver the promised lead magnet, and set expectations for future communications.
  • Clear next steps: Make sure your new leads know exactly what to expect next. Whether that’s a follow-up call, an email with more information, or an invitation to an exclusive webinar, make sure they’re in the loop.
  • Continued engagement: The post-conversion experience is about the ongoing relationship you build with your leads. Make use of your email marketing efforts to provide valuable content and maintain engagement.
  • Trust-building: Finally, remember that the post-conversion experience is a prime opportunity to build trust. Ensure all your communications are professional, timely, and consistent with your brand.

Need Help Creating A High-Converting Lead Capture Landing Page?

As we’ve explored, creating a successful lead capture page isn’t a task to be taken lightly. It involves an intricate dance between understanding your audience, crafting compelling rewards, designing intuitive lead forms, and constructing persuasive calls to action, among other elements. Then, of course, there’s the ongoing effort of testing, refining, and optimizing to increase conversions. 

But the rewards? Those are well worth the effort. A high-converting lead capture page can skyrocket your business, transforming passive website visitors into active leads and loyal customers.

If you’re seeking professional help, you can check my landing page design services tailored to your unique needs. With years of experience, I can help you avoid common mistakes when creating lead capture landing pages and craft them in a way that will allow you to generate only high-quality leads.

Feel free to schedule a call today, and let’s start building a lasting online success for your business.

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