Tech & the KLT Factor

Here are three ways your tech can help you build the KLT Factor” know, like, and trust factor.”

Internet-based businesses need to focus on developing a KLT factor, a compelling value proposition and product, optimizing their site for conversions, and limiting the number of web pages. You can improve your lead conversion rate and start seeing more success in your business by taking these steps!

Make sure your website is designed for lead conversion.

Include strong calls to action, accessible forms, and clear (compelling value proposition) messaging. This isn’t about bombing people with offers. Instead, this is about providing high-quality, free value. Many people have said, “Janet, I don’t want to give them everything! If I do, people would never buy!” This isn’t necessarily true. While there is a limit, and you shouldn’t go “above and beyond,” you can still create a helpful resource and then back it up with nurturing follow-up emails.

Nurture your leads with a targeted blog post (or site pages) that addresses their specific needs and pain points.

Do plenty of research here! I always like to start with satisfied customers. Sometimes we assume we know what they value, but in conversation, you will find that sometimes the minor things you teach or deliver give them the most significant impact. Provide free, high-quality pages with step-by-step directions.

Build your KLT factor and credibility by providing social proof, testimonials, and case studies.

When a customer takes the time to provide you feedback in a testimonial, don’t take that for granted! Make sure to share this social proof anywhere you can. Please put it on lead pages for new visitors to read. Or, you can put it on customer reports or even in your email signature contact footer. Don’t forget phone calls! I had one client who recorded testimonials for her hold line and voicemail message.

Stay top of mind with lead nurturing campaigns (email newsletter) that keep your business front and center.

One of the biggest mistakes that I see people make (and I’ve done) is that we focus on the number of subscribers instead of seeing each person as a unique individual. While tracking your lead conversion rate is essential, remember that the conversion won’t happen without you personalizing or sharing a bit of warmth and consideration with those that follow or subscribe. A payroll specialist that I know has done great with his email newsletter. Each week, he sends one helpful and timely article with a short 4-5 sentence message asking us about our weekend, and he shares what he did. He is consistent and thoughtful with what he shares, and last I spoke with him, he has no problems with this conversion rate.

Make sure your LinkedIn Profile is updated and optimized.

Google likes LinkedIn because it is a strong signal of authority. If you have a strong LinkedIn profile, it will help your website rank higher in search results.

Make sure you have an active Google My Business Account

Google My Business is a free and easy way to manage your business’s Google presence. You can create, update, and manage listings for your business in just a few minutes on Google Maps, Search, and more.


If you are struggling with a 1% close rate for your leads, it’s time to take action. Don’t hide behind a computer screen! Sure, use the website, SM, and tech but don’t solely rely upon it 100% to increase sales. The four tips listed in this blog post should help drive more traffic and conversions from your site visitors into sales! If you take the time to focus on building relationships, providing a great customer experience, and optimizing your website, then you should see an improvement in your close rate. Remember, the key is to focus on the “know, like, and trust factor” when trying to convert leads into customers. Let your website and tech help you build your KLT factor! Don’t just set it and forget it.

You work so hard, and you’ve automated so much. That’s fantastic! It’s time to make sure that your efforts are paying off. Please reach out and apply for a free consultation with me. I’d love to help you see if you’re profiting as much as expected.

Published by Janet Johnson, MBA | Business Advisor

Janet Johnson is a small business advisor and author of My Money Pivot: An Entrepreneur's Guide to Finding & Making More Money and this educational blog. All views expressed belong solely to Ms. Johnson and do not represent the views of her employer. The website,, is currently managed by Luz Marcos, Virtual Assistant.

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