How to generate leads for your business
Leads are often called the lifeblood to a successful business. Why? Because to win more clients, you need more leads. Without any new leads, you won’t be able to win more clients.
So, how can you generate new leads each month for your business in a way that is predictable, profitable, scalable and even automated?
In this article, I’m going to show you everything you need to do to get high quality leads in your business so that your business pipeline is full of new business opportunities every single month.
If you prefer, you can watch the video version of this article:
Best Lead Generation Strategy
Before you start generating leads, it’s important you have the right strategy. Without the right strategy, it doesn’t matter what you do, it won’t work very well…
So, let me give you a quick overview of the strategy I use for myself and my clients to help them generate high quality leads each month.
Step 1: Have an opt-in page that solves a big painful problem
An opt-in page is a landing page where you promise to give your potential clients a solution to a problem they have in return for them giving you their name & email.
Here’s an example of one of my most popular opt-in pages:
An opt-in page should have:
- A title that describes a big problem you solve for your potential clients
- A few bullet points with some added value or reasons why this would be a good fit for them
- A form where they can enter their name & email to receive the information you promise
Step 2: Send them a link to a video
After they have giving you their name & email, you now need to give them the information you promised.
The information needs to explain how they can solve a problem they have and how you can help them get even better and quicker results if they decide to work with you rather than do everything by themselves.
When presenting this information, I recommending presenting it in a video format, rather than a written guide.
A video is:
- More engaging (in other words, people will actually WATCH it)
- It’s easier to build trust
- It gets faster results
If you’d like to know in more detail what to actually say in this video to get results, then check out the free Masterclass training I recorded which goes through how to do this in a lot more detail.
Step 3: Convert leads into clients
Every time you get someone to enter their name & email, congratulations! You’ve generated a new lead!
However, a new lead is not the same as a client.
That’s why you need to convert that leads into a client.
That’s why at the end of your video, it’s important you have a call to action to go to the next step in your sales process.
For example, if the next step in your sales process someone needs to schedule a call before they become a client, then you would have a call to action telling leads to schedule a call in your calendar to learn more about how you can potentially help them.
Follow up with leads until they convert
Some leads you generate will convert into appointments and clients straight away.
But most will not (which is totally normal).
That’s why it’s important you have a strong follow up process (through follow up emails or retargeting ads) to build trust with your leads over time until they do eventually convert into clients.
Most business owners do NOT have a strong follow up process which is why very often the leads they generate never convert into clients. So don’t make the same mistake. Keep following up with your leads, each week, until they eventually convert.
Now that you know the right strategy, how do you actually generate leads in the first place?
There are two main ways you can generate leads: using free and/or paid strategies.
Now I’m not going to go through EVERY strategy to generate leads (there are literally hundreds), instead, I’m going to focus on the ones I’ve found get the best results.
How to generate leads for free
Let’s start with the free lead generation strategies.
The advantage to using free lead gen strategies is that, as the name suggests, you generate leads for free (or by spending very little money). The disadvantage is that often these strategies take longer to get results with compared to paid strategies.
That being said, free lead gen strategies are an excellent way to generate leads. And even if you prefer paid lead generation strategies, I still recommend doing free lead gen strategies at the same time.
So let me go through 3 of my favorite free lead generation channels.
How to generate leads for free using LinkedIn
On LinkedIn, you can generate leads for free by connecting to potential clients and asking them if they want to watch a free video that goes through how they can solve a big problem they have.
You don’t have to spend any money on LinkedIn to do this, but you do need to spend time finding, connecting and messaging people who are your potential clients.
That being said, there are ways you can automate this step using LinkedIn software such as Meet Alfred.
Important: The KEY to getting results on LinkedIn is to NOT sell to them straight away (which is what most other people are doing). Instead, ASK them if they want to see a short video that goes through how you can help them. If they say yes, you can send them to your opt-in page and start generating leads from LinkedIn for free.
How to generate leads for free using Google & YouTube
Every day there are thousands of people (including your potential clients) who are searching Google and/or YouTube for answers to their questions.
The question you need to ask yourself is… Are they finding YOU or your competitors?
To appear on search results, one thing you need to do is answer questions (in written or video format) that your potential clients are asking.
By doing this, you can generate a steady stream of new leads & clients every month (for FREE) from both Google & YouTube.
This strategy does require quite a bit of work in the beginning, but it is hands down one of the best ways to generate leads for free.
And the more content you create answering questions your potential clients ask, the quicker and more results you’ll get.
How to generate leads on Facebook, Google, LinkedIn or YouTube Ads
If you want to get FASTER results, then you can simply pay an advertising channel such as Facebook, Google, LinkedIn or YouTube for ads. In these ads, I give people a TASTE of how you can help them solve a problem they have. Then, if they like what they hear or see on the ad, tell them to learn more they can watch a video you’ve recorded.
When they click on the ad to watch the video, they should go to your opt-in landing page.
After about a week or so of running ads, the advertising channel you’re using will tell you your average cost per lead. Then through split testing different ads or audiences you can lower your cost per lead over time.
Stay focused on lead generation in your business
My last piece of advice is to stay focused on what will get results. When it comes to marketing your business, there are hundreds of marketing strategies you could do. But very few are needed to get results.
In fact, all you really need to do is focus on ONE or a few good strategies that will constantly generate new sales leads for your business each month.
Remember: The more leads you generate, the more appointments and clients you will win each month in your business.
To see my detailed step-by-step strategy on how to get leads & appointments each month on Facebook, LinkedIn, Google & YouTube then watch my free Masterclass training here.