Lead generation equation

The folks at marketingexperiments.com have distilled the factors that influence generating a lead from your landing page down to a mathematical formula

C = 4m + 3v + 2(i-f) – 2(a)

C = probability of conversion
m = external motivation
v = clarity of value proposition
i = incentive to continue
f = friction element
a = anxiety

 In simple words, you have more chance of success if you
                     generate quality traffic to your site, 
                     explain clearly what you have to offer,
                     provide ample incentives
                     have a quick and easy registration process, 
                     have reassuring feedback comments, ratings 
                     and security credentials to reduce customer anxiety



April 3, 2007 at 2:52 AM

Hmmm.... Nice....