Feb 18, 2020

Using lead magnets to attract new sales.

Photo by Anete Lūsiņa

Is your website producing new leads that you can turn into customers? We know that email marketing is one of the easiest and most cost-effective ways to generate new sales, in fact, according to a HubSpot article on Marketing Statistics for 2020, there are currently 6.69 billion email accounts in the world and content marketing gets three times more leads than paid search advertising. So, how do you get those leads in the first place?

Why lead magnets are proven tools for attracting new bookings online.

Buying lists has been a common practice in the past, but with an average response rate of less than 2%, this ineffective practice is also too costly. It is time for the tours and excursions industry to embrace the power of lead magnets on your website to generate new qualified prospects.

What is a lead magnet and how does it work?

Lead magnets are a simple and decades-old tactic in marketing. Think of them like small “incentives” that can turn a profit. In essence, lead magnets offer something of value to prospective guests in exchange for their contact information and permission to be added to an emailing list. Instead of offering the same old lackluster calls-to-action like “Join our Newsletter,” use a lead magnet to entice web visitors to give up their email.

With their contact information in your database, you can send out attractive offers that create new and repeat bookings. Consider this the first step in the Customer Value Journey Optimization process. Lead magnets are a vital first step to effectively marketing tour and excursion businesses because lead generation is the foundation for brand building and increased revenue that lasts.

Using lead magnets is so effective because not only are you demonstrating your company’s unique selling points, you’re also creating instant customer gratification by giving away something of value to them.

This hotel lead magnet example is tailored for destination wedding brides-to-be:

Dolphin-Point-Villas-Wedding-Checklist-CTA

Here’s a tip on how to properly use lead magnets: Treat this like a new relationship. You don’t want to scare someone off by being too aggressive or clingy, right? You should be creating meaningful exchanges by providing value and knowledge that is mutually beneficial to you and the customers. It does not take extensive money or resources to nurture that relationship via email to generate sales.

High-converting lead magnets for tour and excursion companies

If you offer unique experiences, discount codes or value-adds are a great way to create leads that produce an influx of new sales. By offering a percentage off a first-purchase, or a valuable add-on, you can attract countless new customers to buy into your services.

Here's an example of a pop-up lead magnet with a discount offer for an attraction:

DPMMR-popup-Lead-Magnet-Attraction

There are lots of other creative types of lead magnets that can be implemented into your digital marketing strategy. These may come in the form of short, interactive quizzes or surveys, packing checklists for your specific destination, or maybe even a curated itinerary that includes the best dining experiences to enjoy after the customer’s excursion experience

Now, just because these may seem like unique and fun ideas, will your customers really care about them? You have to make sure that the leads you create are tailored to your target audience. You also have to ask yourself if the lead you want to offer is really valuable. Does it solve a problem or give customers something they need?

In this case, the old trope “know your audience” is actually your most powerful tool. Don’t be afraid to test out leads and change them if they aren’t well-received by your audience when they go live. Say snorkelers down in the Florida Keys don’t really need another guide to “the best diving equipment,” try offering them a how-to on “environmentally conscious tourism.”

Here is sample lead magnet CTA designed to attract ecologically-conscious tourists.

DPMMR-EcoTour_Lead-Magnet-CTA

There is no limit to how imaginative you can get with lead magnets.

How to implement lead magnets

Lead magnets are simple to implement with content for the magnet, website editing capabilities, and an emailing system to distribute the content with. Once you have that figured out, think about the best place for your lead.  Let's review the conversion path that turns website visitors into leads:

  1. Call to Action (CTA): This is the button or banner that website visitors click to access the resource you're offering. Some of the highest-generating CTAs come in the form of pop-ups that appear just before a user is going to leave your website.
  2. Landing Page: After the visitor clicks on the CTA, they're taken to a landing page where they'll fill out a form with their name, email address, and any other relevant information. Keep your forms short! The best conversions come from 3 field-forms, if you need a little more qualifying information, try a post-conversion Thank You page.
  3. Thank You Page: Once the visitor fills put the form, they are brought to a page where they can download the resource, officially adding them to your mailing list. This is a good place to ask another qualifying question. Remember to link back to other related areas of your website such as a blog post.
  4. Kickback Email: This is your follow-up message to the lead. Ideally it should be triggered automatically to be sent the same day that the visitor completes the lead form. It usually contains a link to the resource you offered (in case they did not download it off the landing page) as well as providing a "Welcome" to your brand.

Here is a Landing Page with Lead Magnet offer.

Dolphin-Point-Villas-Wedding-Checklist-Lead-Magnet

This process starts an email marketing campaign which is really a conversation with the prospective guests to keep them engaged with your business. Always remember to provide value with every email, and not a hard sell. After the first email you can link back to your booking pages and soon enough those "lookers" will turn into "bookers."

 

---

Diaz & Cooper is a Growth Agency specializing in the creation and execution of sale-driven marketing strategies. Our mission is to create a world where marketing and sales align to increase revenue and generate more leads for the sales team.

Get inbound marketing insights, tips and resources...

Latest Articles from Our Blog

The costs of inbound marketing can vary widely, and we're going to provide average price ranges based on the assumption that you want the highest-quality work to see real results.
Content Marketing

Inbound Marketing: What You Need to Know to Get Started

Brandi Jangula
Brandi Jangula
Inbound Marketing: What You Need to Know to Get Started
Photo by krakenimages on Unsplash What is the Purpose of Inbound Marketing? Why is it Important? Inbound marketing is different from...
Brandi Jangula
Brandi Jangula
Content Marketing

Inbound Marketing: How to Attract More Customers

Brandi Jangula
Brandi Jangula
Inbound Marketing: How to Attract More Customers
Photo by krakenimages on Unsplash Learn how inbound marketing strategies can grow your business. As a marketer, it's your goal to attract...
Brandi Jangula
Brandi Jangula
Content Marketing

7 Signs You Should Hire an Inbound Marketing Agency

Brandi Jangula
Brandi Jangula
7 Signs You Should Hire an Inbound Marketing Agency
Photo by krakenimages on Unsplash Why You Should Hire an Inbound Marketing Agency Building a website, managing social media and designing...
Brandi Jangula
Brandi Jangula

The Top Reasons Why Tech Careers Are Booming

Elizabeth Mackenzie
Elizabeth Mackenzie
The Top Reasons Why Tech Careers Are Booming
Photo by krakenimages on Unsplash Tech Careers will boom over the next 10 years... The Fourth Industrial Revolution is reshaping the...
Elizabeth Mackenzie
Elizabeth Mackenzie
Email Marketing

Top 5 Tactics Working in Emails (Right Now)

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Top 5 Tactics Working in Emails (Right Now)
Photo by Priscilla Du Preez Improve your open rates today using the top data-backed tactics that are working right now. The last few months...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Websites Growth-driven Design

What is Shopify and Why Should I Choose it?

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
What is Shopify and Why Should I Choose it?
If you've ever purchased from Lindt, The Economist, FitBit, or Allbirds (just to name a few), then you've likely experienced the Shopify...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
News and Press

Is Your Agency Still Focused on Counting Hours Rather than Results?

DCA Team
DCA Team
Is Your Agency Still Focused on Counting Hours Rather than Results?
Diaz & Cooper Advertising Staff Have Been #ROWE Since 2012 Last year while a global pandemic ushered in an expansive and unexpected...
DCA Team
DCA Team
Business Growth

How to Achieve Digital Growth in a Post-Cookies World

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
How to Achieve Digital Growth in a Post-Cookies World
Photo by Austin Distel on Unsplash Google's announcement that it will block third-party cookies across its Chrome browser by 2022 has sent...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Inbound Marketing

5 ways to reignite your travel marketing in 2021

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
5 ways to reignite your travel marketing in 2021
The travel industry is starting to recover from the COVID crisis – and it looks like 2021 could bring a boom. The travel industry has been...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Inbound Marketing

Marketing for the travel recovery

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Marketing for the travel recovery
Now is the time to market for the post-COVID travel recovery. Here's why: It is no secret that the travel and tourism industry took a...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
News and Press

We've been named Top 40 Outstanding eCommerce Agencies

DCA Team
DCA Team
We've been named Top 40 Outstanding eCommerce Agencies
Diaz & Cooper Advertising is excited to announce that Retail Today has placed us in the exclusive category of 40 Outstanding eCommerce...
DCA Team
DCA Team
Inbound Marketing

How can you help support small businesses?

Todd Cooper – VP, Client-in-Residence
Todd Cooper – VP, Client-in-Residence
How can you help support small businesses?
Photo by Bruce Mars We, like 2.3 million others, are a small business in Florida. Over the last 19 years, Diaz & Cooper has become known as...
Todd Cooper – VP, Client-in-Residence
Todd Cooper – VP, Client-in-Residence
Inbound Marketing

How to Optimize your Google Ads Campaigns for Better ROI

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
How to Optimize your Google Ads Campaigns for Better ROI
During challenging economic times, the temptation to cut back on marketing can be overwhelming. This is particularly true of digital spend...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
News and Press

Telemark chooses Diaz & Cooper for regional marketing.

DCA Team
DCA Team
Telemark chooses Diaz & Cooper for regional marketing.
Named after the historic inland region of Southern Norway known for its vast forests and as the birthplace of Telemark skiing, Telemark, WI...
DCA Team
DCA Team
Websites Growth-driven Design

7 Ways to Optimize Your Homepage & Increase Conversions

DCA Team
DCA Team
7 Ways to Optimize Your Homepage & Increase Conversions
Conversion Rate Optimization (commonly known as CRO) is a method aimed to help you improve your website’s ability to convert passive...
DCA Team
DCA Team
Inbound Marketing

How to Market with Compassion During a Crisis

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
How to Market with Compassion During a Crisis
This guide will help you make the most of your marketing dollars during the crisis. Browse through LinkedIn or any other social channel...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Email Marketing

Using lead magnets to attract new sales.

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Using lead magnets to attract new sales.
Photo by Anete Lūsiņa Is your website producing new leads that you can turn into customers? We know that email marketing is one of the...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
News and Press

Wellbeing Wearables Shopify Launch

DCA Team
DCA Team
Wellbeing Wearables Shopify Launch
Philip Stein Launches New eCommerce Platform for Wellness Diaz & Cooper develops new website for global watch brand Miami, FL: Under the...
DCA Team
DCA Team
Websites Growth-driven Design

Case Study: eCommerce on Safari

DCA Team
DCA Team
Case Study: eCommerce on Safari
goal: Increase repeat purchases and reduce cart abandonment.
DCA Team
DCA Team
Business Growth

It's Time to Put the Results into Remote

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
It's Time to Put the Results into Remote
   
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Inbound Marketing

How Google Maps Is Changing Booking Options

Victoria Hajjar – Growth Strategist
How Google Maps Is Changing Booking Options
Image courtesy of The Word Point As the battle for direct bookings becomes ever more competitive for hotels, Google is increasing its...
Victoria Hajjar – Growth Strategist
Case Studies

Case Study: Fueling Online Bookings

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Case Study: Fueling Online Bookings
goal: Increase direct bookings online
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Websites Growth-driven Design

Should You Worry About Your Website Being ADA Compliant?

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Should You Worry About Your Website Being ADA Compliant?
The Essential Website Accessibility Guide What do Beyonce, Domino’s Pizza and the Avanti Hotel have in common? They have all recently been...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Case Studies

Case Study: Digital Approach Doubles Sales

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Case Study: Digital Approach Doubles Sales
goal: Generate leads and sales
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Case Studies

Case Study: New Leads Make a Leap

Sandi Abbott – Inbound Marketing Supervisor
Sandi Abbott – Inbound Marketing Supervisor
Case Study: New Leads Make a Leap
goal: Increase sales from email campaigns
Sandi Abbott – Inbound Marketing Supervisor
Sandi Abbott – Inbound Marketing Supervisor
News and Press

DCA Named Top 25 for eCommerce Design and Development

DCA Team
DCA Team
DCA Named Top 25 for eCommerce Design and Development
Diaz & Cooper has been named as one of the Top 25 eCommerce Design and Development Companies of 2019 by DesignRush. Coming in at #7 out of...
DCA Team
DCA Team
Websites Growth-driven Design

How Not to Lose $32 Million on a Website

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
How Not to Lose $32 Million on a Website
The new Hertz© website was just in the news, but not for a good reason. According to “The Register” car-rental giant Hertz hired the global...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Websites Growth-driven Design

The Fundamentals of Wireframing

DCA Team
DCA Team
The Fundamentals of Wireframing
 
DCA Team
DCA Team
Content Marketing

How to Optimize Customer Value in 6 Steps

Patrick Foster – Guest Blogger
Patrick Foster – Guest Blogger
How to Optimize Customer Value in 6 Steps
  The sheer breadth of customer data available to the average seller today can actually become a problem. When your head is up in the...
Patrick Foster – Guest Blogger
Patrick Foster – Guest Blogger

Mastering the basics of email automation

Sandi Abbott – Inbound Marketing Supervisor
Sandi Abbott – Inbound Marketing Supervisor
Mastering the basics of email automation
We’ve all had those days when we’re super busy, yet have to send out countless emails to prospects, as well as publish blog posts and...
Sandi Abbott – Inbound Marketing Supervisor
Sandi Abbott – Inbound Marketing Supervisor
Inbound Marketing

What I learned at 10x Growth Con

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
What I learned at 10x Growth Con
I spent Super Bowl weekend at Grant Cardone’s 10x conference – here’s what I learned. This weekend, almost 35,000 people descended on Miami...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Inbound Marketing

Six Steps of Strategic Planning

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Six Steps of Strategic Planning
Any marketing plan works best when you start with a well-thought out strategic plan for business growth.  With a strategic growth plan,...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Websites Growth-driven Design

Case Study: Triple-crown winning site brings in 3x the booking revenue

DCA Team
DCA Team
Case Study: Triple-crown winning site brings in 3x the booking revenue
goal: Increase direct booking conversions on website
DCA Team
DCA Team
Websites Growth-driven Design

How To Create The Perfect Product Landing Page

Patrick Foster – Guest Blogger
Patrick Foster – Guest Blogger
How To Create The Perfect Product Landing Page
Creating an excellent product landing page should be high up on your priority list when you’re designing your ecommerce site. The ecommerce...
Patrick Foster – Guest Blogger
Patrick Foster – Guest Blogger
Case Studies

Case Study: Lose the Keys, Find Key West Campaign

DCA Team
DCA Team
Case Study: Lose the Keys, Find Key West Campaign
goal: Launch Brand; Generate Awareness, Leads and Increase Ridership the challenge: Launch a new brand and campaign to convince locals and...
DCA Team
DCA Team
Websites Growth-driven Design

Sadly, “Brochure” websites no longer work. So What WILL?

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Sadly, “Brochure” websites no longer work. So What WILL?
On a scale of 1 to 10, how important is your website to your travel business? If your site were to disappear overnight, how would it affect...
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Websites Growth-driven Design

So, you think your hotel website is optimized?

Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
So, you think your hotel website is optimized?
Here are 5 reasons you may be wrong. You and I know something pretty important about your website – you need it to convert more bookings....
Omi Diaz-Cooper – CEO, Speaker
Omi Diaz-Cooper – CEO, Speaker
Websites Growth-driven Design

The Quick & Dirty Guide to Getting Found Online

DCA Team
DCA Team
The Quick & Dirty Guide to Getting Found Online
Part 1: Search Engine Optimization Introduction There is no debate: Your website is one of the most important pieces of your business...
DCA Team
DCA Team
Websites Growth-driven Design

Why Stock Photos Are Ruining Your Website UX

Tony Dicks – Digital Strategy Coach
Tony Dicks – Digital Strategy Coach
Why Stock Photos Are Ruining Your Website UX
Remember the last time your coworker cracked a joke during a conference call and the entire room erupted in hysterics? How about the time...
Tony Dicks – Digital Strategy Coach
Tony Dicks – Digital Strategy Coach
Websites Growth-driven Design

Why Do I Need an SEO Consultant?

DCA Team
DCA Team
Why Do I Need an SEO Consultant?
DCA Team
DCA Team
Case Studies

Case Study: The Only Key You'll Need

DCA Team
DCA Team
Case Study: The Only Key You'll Need
goal: Increase Sales (Brand Website Bookings) the challenge: Generate bookings among the adult and couples market to drive occupancy during...
DCA Team
DCA Team
News and Press

Diaz & Cooper Wins Platinum Summit Marketing Effectiveness Award

DCA Team
DCA Team
Diaz & Cooper Wins Platinum Summit Marketing Effectiveness Award
Miami, Florida – Sept. 19, 2012 – Diaz Cooper, a Miami-based digital marketing agency promises their Clients results. In September, the...
DCA Team
DCA Team
Case Studies

Case Study: Destination Immersion Social

DCA Team
DCA Team
Case Study: Destination Immersion Social
goal: Build Customer Loyalty, Engage Social Community
DCA Team
DCA Team
Case Studies

Case Study: Destination Immersion Integrated Campaign

DCA Team
DCA Team
Case Study: Destination Immersion Integrated Campaign
goal: Generate Leads, Increase Revenue
DCA Team
DCA Team
News and Press

DCA Wins HRM Award for Banyan Website

DCA Team
DCA Team
DCA Wins HRM Award for Banyan Website
Website design and usability earn HRM award.
DCA Team
DCA Team
News and Press

Diaz & Cooper Named in Top 25 Advertising Agencies in South Florida

DCA Team
DCA Team
Diaz & Cooper Named in Top 25 Advertising Agencies in South Florida
DCA honored by TCI and UM's JAE Leadership Institute.
DCA Team
DCA Team
News and Press

ROWE Provides Results-focus at Diaz & Cooper

DCA Team
DCA Team
ROWE Provides Results-focus at Diaz & Cooper
For the Diaz & Cooper Team, it’s all about results.
DCA Team
DCA Team
News and Press

Team DCA “Geeks Out” at An Event Apart in Atlanta

DCA Team
DCA Team
Team DCA “Geeks Out” at An Event Apart in Atlanta
DCA Design and Development team stays on the forefront of web technology.
DCA Team
DCA Team