List-building

18 Engaging Lead Generation Forms and The Best Practices That Make Them Work

Let’s be real here: getting users to fill out lead generation forms can feel like getting blood out of a stone (near-on impossible).

A lot of websites put up a form, sit back, and hope for the best, only to be disappointed by the lack of conversions. Losing prospects at the final hurdle is disheartening, especially for an easily-rectifiable reason like your form is too intimidating, too confusing, or not clear enough.

After all, your visitors have got this far. They probably just need a nudge in the right direction to keep that momentum going.

To help you out, we’ve gathered the best lead generation form practices along with real-life examples for you to draw inspiration from.

What is a Lead Generation Form?

First things first, if you’re wondering what is a lead form? You’re not alone.

They’re essentially a web form created to capture the email addresses and information of potential customers so that you can nurture them via their inbox.

Lead generation forms come in a variety of different formats, including contact forms, registration forms, lead magnet forms, and newsletter signup forms. But they all have the same goal: to turn website visitors into leads and subscribers.

High Converting Lead Generation Forms: Best Practices

We’ll dig into the best practices in action further down. But first, here are some tips to get your lead generation forms converting from the get-go.

Customise Your Forms

Incorporate your brand colours, fonts, and recognisable visuals so visitors feel comfortable handing over their details to you.

Keep Leads Focused

Attention spans are at an all-time low (especially online), which means it’s hard to attract and keep the attention of website visitors before they sign up. Use punchy copy and a clear path to action to ensure they’re engaged from start to finish.

Simplicity is Key

Don’t overcomplicate things. Website visitors are no strangers to lead generation forms, so say it as it is. Keep form fields to a minimum and use easy-to-understand instructions so subscribers know exactly what to expect.

Get Creative

Don’t limit yourself to just form fields. Why not throw in some click-able alternatives and make the process a whole lot more interactive? We’ve got some great examples of this in action below.

Tweak and Optimise

It’s very unlikely that you’re going to create the most amazing, high-performing lead generation form straight off the bat. Often, it takes a little while to get right, which is why it’s important to consistently experiment with different form types and optimise each element to maximise your results.

Incorporate Brand Personality

Your brand’s personality is what makes you unique (it’s also what draws customers to you in the first place). Put this on show through personality-packed text and visuals that match your vibe.

Say Thank You

It’s a big deal for visitors to hand over their email addresses. After all, inboxes are one of the only sacred spaces we have left. Let them know how grateful you are by thanking leads for signing up and then follow up with them immediately to validate their decision.

18 Lead Form Examples for Conversion Inspiration

1. Dig for More Details Like HubSpot

Your lead generation form is a great moment to get to know your leads. Think about the kind of information that would be useful for you to have – their job title? What kind of business they run? How many employees they have?

The more you know about your leads, the easier it is to personalise your communication with them. For example, if you know that a lead manages a team of 10 people, you can share content and tips that centre around management and organisation.

HubSpot asks subscribers to share their company name and how many employees work there before they can download this guide.

A lead generation form on Hubspot.com

2. Keep it Simple Like Intercom

We mentioned before that web users are familiar with lead generation forms. They know the drill. Keep form fields simple and limit the amount of text subscribers have to read to avoid confusion and to make the process as slick as possible.

This doesn’t mean you can’t ask for more details, though. Intercom specifically asks subscribers for additional information on top of the standard name and email address fields.

A simple form on Intercom.com

A simple lead form on Intercom’s website

3. Tease Your Offer Like KlientBoost

Reduce the risk for subscribers by laying out exactly what they can expect once they hand over their details. Or, you can take it one step further and let subscribers know upfront what will happen next when they click the CTA in your lead generation form.

KlientBoost has a multi-step lead generation form which can be a bit risky. However, they remind leads what information they’ll receive when they reach the other side. The form also tracks subscriber progress through a colourful progress bar.

A multi-step lead form on Klientboost.com

A multi-step lead form on Klientboost.com

4. Make it Work on Mobile Like Platypus

The majority of internet users browse the web from their mobile devices. This can be a huge sticking point for brands that only create lead generation forms for desktop experiences.

It’s a really easy fix, though. Make sure your lead generation forms are compatible to capture people scrolling with their thumbs. Australian shoe brand Platypus does exactly this and has increased their email subscriptions by 144%.

A mobile-friendly lead form on Platypus shoes' website

A mobile-friendly lead form on Platypusshoes.com

5. Offer an Incentive Like Back to the Roots

Who doesn’t love a discount? No one, that’s who. Use this to your advantage to encourage leads to hand over their information.

Take a leaf out of Back to the Roots’ book and offer a percentage discount in exchange for an email address. Alternatively, you can offer another incentive, like a free gift, free shipping, or a limited-time free trial.

A lead generation form offering a discount on Back to The Roots

A lead generation form offering a discount on Back to The Roots’ website

6. Make it Fun Like Basepaws

The lead generation process doesn’t have to be one-sided. In fact, you can make it fun for potential leads by gaming the whole thing and incorporating an interactive activity into the mix.

Make like Basepaws, a dog food brand that invites leads to “spin the wheel” to claim money off their order. Other gamification options include quizzes and multiple-choice questions.

Basepaws - Gamified lead form

A spin the wheel form on Basepaws’ website

7. Personalise Your CTA like CrazyEgg

Consider your form from the perspective of your leads and use language to reflect that. These are the people that are going to be reading your forms and you want them to feel comfortable and like you’re speaking directly to them.

CrazyEgg does exactly this by using first-person pronouns in their CTA. This targets leads directly and compels them to press that all-important sign-up button.

Crazy Egg - Personalized CTA

A signup form on Crazyegg.com

8. Make it Personal Like Lemonade

Online consumers crave human connection more so than ever this year. They want to build relationships with the brands they invest in, which is why putting a face to your lead generation forms can be a really successful tactic.

Disruptive insurance company Lemonade is a great example of a brand that does this. They know that personal relationships are incredibly powerful in online business (particularly in a notoriously dry industry like insurance) and use that to convert more leads.

Their lead generation “bot”, Maya, is on hand to help potential leads find the right price for them.

Lemonade - Personal lead form

9. Replace Form Fields With Click-Able Options Like StitchFix

Form fields are the most common element of a lead generation form, but you don’t have to solely use them. In fact, there are plenty of other ways you can extract important information from subscribers without the laborious rigmarole of endless form fields.

Take clothing subscription brand StitchFix, for example. They add click-able elements to their forms that provide an interactive approach while still getting personalised information about their leads.

A clickable form on StitchFix's website

10. Lay Out the Benefits Like LeadFormly

It’s a big ask for leads to hand over their email addresses. They’re going to want to know what’s in it for them, and it’s your job to clearly outline that information.

The easiest way to do this is to remind them of the benefits they’ll get in return. LeadFormly does this through punchy bullet points and by bolding key information.

Leadformly's lead generation form

11. Provide a Social Option Like Dropbox

Not everyone is willing to type in their email address for every website they land on. Luckily, this isn’t the only way you can capture subscribers – you can also provide them with a social signup option.

Aside from Dropbox’s eye-catching brand imagery, they also provide leads with the option to sign up using their Google account. This limits the number of steps a lead has to take and removes potential friction from the process.

A signup form on Dropbox.com offering visitors the option to sign up using their gmail account

12. Inject Brand Personality like OkDork

We can’t hammer home enough how important brand personality is. There’s so much competition around today that you need that extra pizzazz to stand out.

The key is to speak to your leads like they’re real people (because, spoiler alert, they are!).

OkDork does a great job of using conversational language to explain what leads will get when they sign up. It’s almost like speaking to a friend – plus, who doesn’t enjoy being told they’re liked?

13. Locate Leads like Thrillist

If your business is location-dependent or you can provide a better experience if you know where a user is based, incorporate that into your lead generation form.

You can always use a form field to ask where a lead is, or you can do what Thrillist does and identify the lead’s location automatically. This will help you personalise communication going forward and gives you a better insight into the demographics of your subscribers.

14. Add a Countdown Timer like Blue Apron

Countdown timers are psychologically proven to increase conversions by creating a sense of urgency – so, if you can, use them to your advantage.

Blue Apron does this in a simple but effective way by encouraging customers to claim their discount there and then before the timer runs out.

15. Capture Leads as They Leave like ClickMechanic

As well as the look and feel of your lead generation forms, there’s also an art to knowing when to serve them.

Exit-intent popups are a popular option. They capture leads that have finished browsing your site and are just about to leave. Avoid losing them completely by serving a lead generation form just before they go.

ClickMechanic uses their exit-intent form to offer an incentive and to lay out what leads will get if they sign up – they basically bring out all the stops before the visitor parts ways.

“From our exit campaigns, we have helped over thousands of customers who were confused about what repair they might have needed,” reveals Simon Tinsley, Growth Manager at ClickMechanic.

16. Use Social Proof like the Content Marketing Institute

There’s nothing like a bit of social proof to cultivate FOMO (or the dreaded Fear Of Missing Out). No one likes to feel like they’re falling behind or that their peers are cashing in on something they’re not.

Content Marketing Institute makes the most of this phenomenon by sharing how many other marketers are already signed up. After all, there’s safety in numbers, right?

17. Exaggerate a Pain Point like WordStream

Part of running a successful website is having a deep and expansive understanding of your visitors’ pain points. WordStream clearly knows the struggles of its customers – namely, they want to save time – and they incorporate this into their lead generation forms.

If leads don’t want to sign up then and there, the other option is “no thanks, I’d rather work all day”, which serves to exacerbate their already painful pain point.

18. Make Your Form Part of Your Design like Notion

Lead generation forms are often served as popups or have their own dedicated landing page, but they don’t have to do this.

Take Notion, for example. They incorporate their lead generation form into the header design of their site so it’s the first thing visitors see when they land on the page. It’s not intrusive, but it takes up a large portion of real estate on the site.

Create a High-Converting Lead Generation Form

Use the examples laid out here to inspire the design of your lead forms and to get some initial ideas circulating.

But remember, what works well for one brand might not work as well for another. The best thing you can do is continue to experiment with and tweak your forms until you find a formula that works for you and your unique website visitors.

Greg D'Aboville Greg is Head of Growth at WisePops.

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