9 Lessons From Capturing Over 1.5 Millions Leads (And Counting)

Since starting GetLeadForms, we’ve generated over 1.5 million leads! It’s been one heck of a ride, let me tell you. I’ve learned so much along the way, and I want to share all the valuable lessons I’ve picked up.

Let’s get into it!

Lesson #1: Stay Out of the Lead Gen Casino

I remember when I first got into lead gen. All I cared about was getting leads.

As long as the lead had a name, email, and phone I was happy.

And let me tell you… it sure was easy to get leads like that. The problem is that most were junk and things got overwhelming fast.

It started feeling like I was in a lead gen casino:

I eventually came to learn the hard lesson that it’s not about quantity, it’s about quality.

It’s super easy to get all caught up in the numbers game. But, let me tell you, I can say with confidence that quality beats quantity any day.

Sure, having a ton of leads might make you feel like you’re on top of the world, but not all leads are created equal. Trust me, chasing after a bunch of low-quality leads is just a big ol’ waste of time, money, and opportunities. On the flip side, a smaller group of super qualified leads can bring in more conversions and bigger bucks.

At GetLeadForms, I’m fortunate to be in a position where I get to see businesses of all types use our tool.

And the lead generators and businesses who are focused on quality are winning. Hands down.

At this point, every time I see a website that’s just capturing name and email, a little part of me dies inside.

Lesson #2: Finding the Perfect Form Length

All too often, I see people making the mistake of thinking that multi-step forms will solve all their conversion issues.

(sidenote: if your offer sucks, your form won’t make up for it).

I’ve seen users come in with crappy offers and make monster forms, with 20+ steps, thinking that it’s the solution.

But let me tell you, even these lengthy forms can still be painful and off-putting for leads.

When it comes to the length of your form, finding that perfect balance is key.

On one hand, shorter forms tend to bring in more conversions. After all, website visitors appreciate a quick and easy process. On the other hand, you still want to gather enough information to effectively qualify your leads.

Start by including the basics on your form, such as name and email address. These are often the most crucial details you need to initiate contact with potential leads. Then, consider asking for additional information gradually, like in the follow-up stages of your lead nurturing process.

It’s really key that you experiment…

Experiment with different form lengths to find that sweet spot that maximizes conversions without overwhelming your prospects. Just remember, it’s all about making the process as seamless and user-friendly as possible.

Lesson #3: The Offer Matters More Than Anything

In the section above, I mentioned that if your offer sucks, then everything else will fall flat.

And it’s worth repeating.

When it comes to lead generation, one of the biggest factors that can make or break your conversion rate is the offer you present to your audience. No matter how amazing your marketing campaign or how well-optimized your landing page is, if your offer sucks, your form won’t convert, plain and simple.

Think about it – why would someone take the time to fill out a form and provide their personal information if the offer you’re making doesn’t provide enough value or doesn’t align with their needs and desires? Your offer needs to be compelling, relevant, and irresistible to your target audience.

So, what makes a good offer?

Check out this recent video from the Leadgen Blueprint Series where I break down a really good example of a compelling offer.

Lesson #4: Distribution Matters

One of my favorite things about running GetLeadForms is that I get to work with some really smart lead sellers and partners over on the lead distribution side.

And over the years of working with lead sellers, I’ve come to appreciate just how important lead distribution is when it comes to everything that happens after the lead is captured.

To that point, regardless of whether you’re following-up with your own leads, or selling leads to buyers — having a really good lead distribution workflow and process in place is everything. It can save you time, headaches, and help you close more deals faster.

Check out this post on top factors to consider when choosing lead distribution software.

Lesson #5: Compliance Really Matters (Probably More Than You Think)

Nobody likes talking about compliance.

It’s boring.

And not as exciting as talking about conversion rates or fancy marketing tactics. But let me tell you, compliance really matters, especially if you’re selling in industries like education, legal, financial, insurance, and real estate.

In fact, compliance matters so much that it’s one of the key content pillars that we focus on at GetLeadForms. We even have a whole section dedicated to compliance in our community at Getleads.Community.

getleads community and compliance

You can join the private community here.

Now, here’s what I’ve learned when it comes to compliance.

If you’re capturing leads, it’s important to lean towards the side of safety. Follow TCPA (Telephone Consumer Protection Act) Best Practices and make sure that your lead capture process is compliant with all the relevant regulations.

This means having proper consent from users and ensuring that you’re not bombarding them with unwanted messages.

While it may not be the most thrilling aspect of lead gen, compliance is something you can’t afford to overlook. It’s a key foundation that holds everything together and ensures that your lead generation efforts are not just successful, but also ethical and reliable. So, make sure you prioritize compliance and use the right tools to stay on the right side of the law.

Lesson #6: Continuous Testing and Optimization is Key to Growth

One thing that drives me crazy is when I see someone just give up on their lead form without even trying to test or optimize it. Like, seriously?

Building a form is just the first step, my friend. If you want to see results, you’ve got to keep tinkering with it. That’s what I’ve learned from observing all the successful marketers and businesses using GetLeadForms.

You see, marketing is all about experimentation and improvement. It’s an ongoing process, not a one-and-done deal. The winners in this game never settle for mediocrity. They’re constantly testing different variations, tweaking their copy, adjusting their design, and analyzing the data to see what’s working and what’s not. It’s like a never-ending loop of test, iterate, test, and repeat.

So, my advice to you is this: don’t ever stop testing. Get curious, be open to trying new things, and keep refining your lead form until it’s a lean, mean conversion machine. Trust me, the results will speak for themselves.

And remember, it’s not about being perfect from the get-go, it’s about making small but meaningful improvements along the way. So, embrace the iterative spirit, and keep pushing those boundaries.

Lesson #7: The Highest Bounce Rate is Usually the First Step of Your Form.

So again, make a good offer…

Alright, picture this: you’re browsing a website, minding your own business, when suddenly a lead form pops up in your face. Now, if I were to ask you what part of that form has the highest bounce rate, what would you guess?

Email and phone fields, right?

Well, you’re kinda right, but not entirely.

Turns out, I’ve discovered that it’s actually the first step of the form that usually gets the highest bounce rate. I mean, it makes sense if you think about it. This is where all the traffic is hitting the form, so it’s only natural that some people might decide to bail before even entering their contact info.

But hey, it’s important to address this because it tells us something crucial – the offer needs to be so irresistible that people can’t resist clicking into your form and engaging with it from the get-go.

You can have the slickest design and the smoothest user experience, but if your offer doesn’t grab people’s attention right off the bat, they’re not going to bother sticking around. So, make sure your offer is like a siren’s call, impossible to resist. Give people a reason to click into your form and start engaging with your brand.

Lesson #8: It’s What You Don’t See That Matters

In this case, I’m talking infrastructure.

Let me tell you, building the infrastructure behind GetLeadForms has been no walk in the park. When I started out, I had no idea just how complicated and crucial all the behind-the-scenes stuff would be. We’re talking servers, databases, coding, and all that jazz.

Maybe that’s a good thing though. Maybe if I had known how hard it would be, then I never would have started in the first place.

But being honest, it was a whole new world for me, and I quickly realized that it’s not all about looks.

Sure, a sleek and visually appealing lead form is important, but what really matters is how fast it loads and that it works.

A few seconds of delay can mean missing out on potential leads. And downtime? Nope, not an option. Our customers depend on us to keep their lead forms up and running smoothly. That’s why we made a hefty investment in our infrastructure. We spent over a year revamping our backend and migrating to a more scalable setup. It may not have been flashy or noticeable to our users, but it was essential for our long-term success.

Fun fact: It took me three attempts to find the right engineering team to support GetLeadForms. But once I found them, everything fell into place. The product improved, lead forms became lightning fast, and our entire engineering operation ran like a well-oiled machine (big shoutout to the team that keeps this running). So, don’t underestimate the importance of having a rock-solid team behind you. It can make all the difference in the world.

Lesson #9: We’re Better Together

Lead generation, it’s a wild ride. I mean, it sounds simple, right? Just offer something cool, get people to your website, collect their contact info, and follow up. Piece of cake!

Except, it’s not always that easy. There’s so much nuance along the way that it can sometimes feel like navigating a minefield. Like, let’s talk about tech stuff breaking and being a pain to set up in the first place. Who needs that kind of headache? And don’t even get me started on lead routing and distribution nightmares, high CPAs, and unqualified traffic. It’s enough to make your head spin.

And here’s the thing… we’re all in the same boat, my friend. No matter how successful or experienced we are, we all face the same challenges.

This got me thinking… if we’re all dealing with these struggles, why not come together and figure it out as a community? That’s exactly why I started a new community centered around lead generation. It’s a place where we can share our wins, vent about our losses, and collaborate to find solutions. I don’t have it all figured out, but that’s the beauty of it – we can learn from each other, grow together, and maybe even make this THE community hub for lead generation enthusiasts. It’s slowly growing, and I have high hopes that it’ll become a go-to place where we can rally and support one another.

Final Thoughts on the Path to 1 Billion Leads

Someday GetLeadForms will capture 1 billion leads.

I know it’s an ambitious goal, but I have full confidence that it will happen. I mean, I already believe it has happened in the future, so why not, right?

But here’s the deal: reaching that milestone requires a whole new level of thinking and dedication. It’s about pushing harder, investing time, and committing to the cause.

Now, unless a solar flare decides to disrupt my plans (fingers crossed it doesn’t!), I won’t be slowing down anytime soon. I’m determined to keep growing and improving, while building cool stuff that helps you on your path to grow and getting leads.

If there’s just one key takeaway I want to leave you with today, it’s this: focus on your offer. It’s everything when it comes to lead generation. Offer something cool, valuable, and enticing, and you’ll not only attract people to your website but also collect their contact info and cultivate meaningful relationships.

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