3 Ways to Generate Better Quality Leads for Your Business

Are you looking for ways to get better leads? Well, in this article, I’m going to share with you the 3 things you need to do in order to get better quality leads, and ultimately increase your revenue.?

But this isn’t just me talking the talk – my team and I have built hundreds of businesses, including 15 of our own, to as large as $350 million. In this article, I’m going to cover the strategies that took me from six to seven figures, and I’m going to teach you everything I know about lead generation.?

Let’s go!?

1. Build a process?

The first thing you need to do to win high-quality leads is to weed out the low-quality leads.?

We get hundreds of applications, and we cancel about 20 to 30% of the applications that come in because they are not good.

Whatever the reason this may be, whether it is a poor pitch, or just not the client you are looking for, you need to set up a process that will weed those leads out because if you are wasting your time on sales calls with people who are not the right fit, you are actually going to be wasting time that should be spent on finding the right leads.?

The number one job of a CEO is to sell, but it is very important to optimize and prioritize your time. I am very picky with whom I go on a lead call because, at the end of the day, if you are taking lead calls that are not the right fit, that is time that could be spent with other clients.

The first thing you need to do is to build a process, such as an application or some sort of method, to pre-qualify leads before they even get on the phone. I preface this with one thing: if you are brand new and straight out of the gate with a new offer, take whatever calls you can get.

This is because the sales process is a learning process, so the more calls you take, the more comfortable you get, and the better you get with your script.?

How to dedicate your time to leads that truly want your service?? ?

To dedicate your time to leads who truly want your services, you have to pre-qualify your leads. Pre-qualifying leads allow you to have the information upfront needed in order to ensure you have the right person on the phone. There are a lot of different ways you can do this.?

The actual conversation

If your leads are coming from social media, the first step is to make sure that you or whoever is conversing with the lead is asking the right questions.

So, if we are pre-vetting people, we’ll ask questions such as ‘sounds like you are already making six figures?’ Sometimes the person replies with ‘no, we’re sitting at 80’. We get that kind of response. So, we already know who is a potential good lead. Then, we’ll tell them that we are from New York and ask them where they are from. If they say the Philippines, it is not a problem that they are from the Philippines, but most of the time people from there cannot afford our services.?

That’s how we know this person is probably not the right lead because we have a high ticket offer. This is your opportunity to understand not only their personality, biggest challenges, and biggest wins, but also who they are as a whole.?

You can get a sense if you like somebody through the DMs. Are they standoffish? Are they friendly? Whomever you want as a client, you can determine that through the conversation. It’s really important to understand the characteristics of the person you want to work with.?

Who are they? What challenges do you solve that they need to have? Why are they interested in your services? For example, if you are a coach, do they even want a coach? Do they understand the value of a coach? Do they have a coach? These are all questions that you can ask in a pre-qualifying conversation.?

Questionnaire

The other thing you can do is to have a questionnaire. We have an application. When using an application, if you want people to fill it out, you need to set up your offer as a luxury item. For example, with our coaching program, we only take a certain number of students. We have hundreds of applications, and we choose only four to six students a month.?

So, we have more applications than we have spots for people, which is a good problem to have. For us, the way we market our offer is that it is only for top people and for those at the top of the line. You can apply if you want, but you have to apply. So, this is more of an interview for you than it is for us.????

When you position it that way, people are like, “I need to apply for this.” You have to position your offer in a way that people understand why they have to apply and that they are actually willing to apply.

The application is important – we are pre-vetting them. We have a lot of applications and we can’t take all 500 of them, so we have to be able to see who is a good lead and who is not. During this process, you need to gain as much information as possible, so you can understand if they are the right lead ahead of time.?

This makes your selling process a lot easier because you already have a lot of information about them, so you can get right down to it. That’s the most important thing - saving your time, but also making sure they are the right lead. When you get the right lead on the call, you sell very quickly, but when you have a call with someone who is not the right lead, you walk off after wasting your time, which is what we are trying to avoid here.?

2. Be productive with your time

If you want to scale your business to the next level, you have to be productive with your time. You have to make sure that you have the right leads getting on the phone and turning into clients because the wrong clients just take the spot of the good clients.?

I know I have stressed the idea of having good clients over and over. But these clients are the ones that are going to come back again and again. Such clients pay you tenfold because they will not only refer you to other clients but also pay you more money over time. Plus, it is harder to get new clients than it is to keep the existing ones.?

So, do the work in the beginning to get the right clients, and I promise you will see your revenue explode.?????

Continue to pre-qualify

You have to continue to pre-qualify the people while they are on the phone with you. Now, this could be during your 30-minute discovery call, or sometimes we even do a 15-minute call before the discovery call to make sure they are the right fit.?

Why is this important? Because we want to make sure that they are the right personality as a client. At the end of the day, it takes way more to take a bad client and try to make them a good client, and it’s only going to take a spot for the good client. So, you want to make sure that they are the right fit as pre-qualifying doesn’t just happen before the phone, it also happens while you are on the phone.??

Another important thing, when you are on the phone: LET THEM TALK. Make sure to listen during the call because that is going to be the most important thing when you get to the end of the call. When you are going to give your offer, you need to write down the two or three things they said, for instance, “I really need to scale my business as I want to put food on the table” or “I have tried doing this for six months and I haven’t made any money” or even “If I don’t get this to work in the next three months, then I am going to have to go back to a 9-to-5,” and use those as pressure points to help them understand why your offer has value.

Let’s use the last example. You can say to them, “Hey, you told me that you only have three months left, so why wouldn’t you want to put your best foot forward and get the help that can actually get you there rather than spinning your wheels. It hasn’t worked for you for six months.”

Now, you are basically having them sell for you. Sometimes, you can’t get across the tone you desire on paper, and we like to hear their personality. So, depending on what you are doing, it is really important to make sure you allow them to talk as much as possible, so you can understand if they are the right lead for you.?

In my experience, continuing to pre-qualify is what prevents costly mistakes. I’ve had bad gut feelings about people that I didn’t want to put on my program, but I did anyway, and it ended up biting me in the butt. Once again, pre-qualification is not just prior to but also during the phone call because you want to make sure that you have the right person who is good for your program.?

Talk about the questions you want to ask?

You want to understand why they are interested in you, your service, and your company. You want to understand what their biggest challenges are and if they are willing to hire X. So, if you are a coach, you want to know if they want to hire a coach. Are they willing to hire a marketing agency? Whatever service base you do, you want to make sure they are willing to do that.?

The other thing you want to ask is if they are willing to invest. At the end of the day, you don’t want to put somebody on the phone who is not willing to invest. You also want to ask the number or range they’re willing to invest. This also says a lot about who you are working with and how much they value certain services.?

Another question I like to ask is if they hired X before.? For example, say you’re a coach. The question is then: have you hired a coach before? If someone is willing to hire for whatever you do, that is a great indicator.?

Those are really the main questions we like to ask, but there are a lot of different questions you could ask. We A/B test these things. So, change the questions, and see if you get different results. The most important thing is to have questions that will help pre-vet the leads, so you can make sure that you have the right leads in front of you.?

3. Email Sequence

The next thing you want to do is to make sure that you have an email sequence going to your prospective clients. From the moment they fill out the application to the time you have a call. The purpose of this is to almost scare them. The reason this is important is because it will weed out the wrong people.?

So, we send out emails such as, if you are willing to invest, we are the right people for you. Or, here’s an article on how to scale, the three top marketing tactics we are using right now, and these are things you will learn in our program, so make sure this is the type of stuff you want to learn before you get on the phone. So, those are the types of emails we are sending.?

The reason is that we are pre-vetting them through our emails. We are essentially trying to scare them off. We want them to say, “ Oh, this isn’t for me.” If they do, it is good as they are pre-qualifying themselves, which is great.?

So, an email sequence is incredibly important. You want to make sure that you hit them at least three times before they jump on the call with really important content. It will either get them excited about the phone call, which will make the sale even easier, or it will scare them away. At the end of the day, it will save you so much time and effort.?

Conclusion

So, those are the three main things you need to do in order to be successful and get the right people through the door for your business. I promise that if you do those three things, your revenue is going to skyrocket.