Everything you need to know about lead generation

Now before we dig into lead generation, lets quickly cover what we won't be discussing:

Cold Calling

Big no no. We do not like this. Not only does it interrupt our day, our flow, our dinner time, it's also just a little creepy.

Sending 1000 Emails

Emails are annoying at the best of time unless you're delivering value, so stop pushing your pushiness through email.

Impersonal Messaging

You are not the first, nor will you be the last sliding into someones inbox, but if your message is too broad, you're a copy and paste master. Stop Command C & Command Z'ing.

Okay, enough.

& I'm sorry (not sorry) if I have offended you and a couple of your lead generation tactics.

But let's get into it, let's understand it, then let's learn how to do it and do it well.

What Lead Generation Is. Simplified.

In the simplest format for you:

Lead generation is hooking strangers in and getting them to buy.

It's the process of attraction and conversion, whether stranger or prospect, who shows an interest in your business product or service.

For example:

Powerful Leaders is a Personal Branding Agency, however, one of our main services (and biggest sellers) is our Service called Amplify. We bring people in because they have an interest in our offering, they are then hooked in because it's a great offer, they then buy.

But if only life was as simple as that.

The catch here is that to generate leads, you have to have converting content and/or lead magnets.

These can be anything from blog posts, social media posts, social media stories, live events, webinars and even your email list.

The main point to take away is - to generate leads you have to find a unique way to attract people into your business. You are in short; warming potential clients up and bringing them into your business, so one day they press the button we all want them to press...BUY.

Lead Generation Process

To get your potential leads, you have to go through a process. The word process is probably one of my favourite words, as it means there is some sort of organisation and a system that works.

We're looking for conversions here people, not a pen pal.

Firstly, we are looking to attract strangers in through compelling content or offerings, from here our strangers become visitors and we want them to stay a while and click around.

Once they click on a call to action, whether form, download, sign up or dm slide, you are then able to collect details, which creates a lead.

This lead is now in your system, where you are able to form a relationship with them, ensuring they feel safe and loved. Trust is created and they become a part of your external community.

The final piece to the puzzle is when they click buy, or opt in for a service.

In a visual form, see the following:

The ways that you are able to pull potential clients through the door are;

• Website
• Blog
• Social Media
• Content
• Lives
• Video
• Referrals
• Ads
• Retargeting

Now, you may have hundreds of leads coming through your door everyday, but this doesn't mean they're all the right fit, and the last thing you want to be doing is sitting for hours upon hours having conversations with leads that won't convert.

To ensure there are less poor leads, you have to ensure you have a clear offering and your content is positioned for your ideal client.

[Find out more about content here.]

So let's get to the less fun bits...

Why Lead Generation Sucks

After having some in-depth conversations with my team in Market, our bespoke service that offers Outreach, Ads & Marketing (dreamy), we decided to talk about the things a lot of business don't talk about.

Things like;

• Leads not converting
• Having wasteful conversations
• Questioning your own abilities after your 10th sale call...

The fun stuff.

& they gave me five reasons why you may NOT be generating leads. So let's go.

1. Your ideal client doesn't understand what you're selling.

Are you really clear and I mean, CRYSTAL clear when it comes to what you are selling?

Your offer needs to be sharp, concise and to the point, covering a pain that needs solving and how you solve it.

Do you know your client inside out & are you speaking to them through the content that you create?

2. People don't have the budget.

You will come across many individuals that just cannot afford you. This is okay, you are allowed to have an offering that is out of reach for others. Your service is worthwhile and you deserve to be paid your worth.

You do not need to lower your prices (well you might do, but likely not) to suit others needs, because there will be your ideal client out there who is ready to pay in full.

3. You can't be afraid of selling.

You are not too salesy. You are selling at the end of the day, and to convert you have to be to the point.

Your transparency is key to gaining the trust of your potential client, which means - transparency in the processes, time-frames and pricing. Of course, you want to become friends with your clients, they are pretty much a mirror image of who you once were, therefore you have to be open to selling.

If you are afraid of selling ask yourself the following questions:

• Why does selling scare me?
• What comes up for me when I am selling?
• What would I like my outcome to be?
• How will I achieve it?

The likely answer to the final question is...selling, and the best way to sell is...practice.

4. You aren't on the ball.

Turn around time is VITAL. You only have a small window when it comes to keeping your leads warm. If you speak to them on a Monday and send them an offering on Friday, it's safe to say...your lead is gone. You have to keep on top of this, have everything prepared, and if you believe enough in what you are offering, it will work out.

5. You aren't spending enough.

Last but not least and to round it up is this spicy number. You are not spending enough.

The Market team turned to me with a deadpan face and said;

Business owners believe that only running organically is enough...it's not."

Ouch.

If you aren't spending on marketing, you are only losing to somebody who is. Get your offering clear and concise and start looking at how best to utilise your marketing budget.

In Summary

In summary lead generation can be difficult, but if you are prepared, driven, clear on what you bring to the table along with knowing there are those ready to eat from your table, you will start to see results.

These things can take time and I would always suggest looking to those who are able to support you in your marketing ventures.

Learning takes time and Facebook Ads is a new world of pain for those unsure about the ads space.

For more support on how to generate the leads you deserve, contact us directly and our Market team will have your back.