Free Lead Generation Course For Beginners
Research and Lead Generation
Something that a lot of business owners don’t consider is the fact that sometimes you have to do research before you can start a lead generation campaign. This is because it’s important to know what your prospective customers need, want and are willing to pay for, so you don’t waste your time and money generating leads that don’t convert into paying customers.
When you talk about getting new customers to your website or business, often the focus is simply on bringing in any type of leads you can. A lead is of course any potential customer who meets the right criteria and thereby can be considered the type of person that you’re going to be marketing too.
While this is a good starting point, you will yield much better results if you take the time to do some research into your target market. That way you can attract the right type of leads and you won’t be wasting time and money marketing to people who aren’t interested in purchasing from your business.
As a part of your market research you want to learn what it is that your prospective customers are looking for as well as the things they don’t like because the better you know your audience, the more successful your lead campaigns will be.
Keep in mind that not all leads are created equal and some leads are better than others. The main goal of your business is to to bring in the right kinds of leads and convert those leads into customers.
Once you have tapped into the minds of your target audience you can tailor your campaigns so that they will draw customers to your business.
Now let’s go over a few different types of leads so you can understand them better:
- Cold Lead – This is the most basic type of lead. It’s someone who you have established contact with and who matches your target demographic. Meaning, they are the right age, sex, location and income and you have the means to reach out to them.
- Warm Lead – This is a lead that you have had an interaction with and that has shown some kind of interest in your business. They aren’t paying customers yet but they have demonstrated interest in you and that makes them much more likely to become a customer in future.
- Qualified Lead – This is the best type of lead. It’s someone who has not only shown an interest in the information you share but has actually shown an interest in your products or services. Meaning with the right push they are more likely to buy from you.
Performing a lead generation evaluation
One thing that many business owners forget (or neglect) to do is to take time every once in a while, to evaluate their lead generation systems. This is important because what once worked great may not be working today. This is especially true when it comes to attracting new leads because the way people enter your sales funnel can change very quickly.
It’s a good idea to schedule this check on a regular basis. How often is up to you and the needs of your business. For instance, some businesses may need to check weekly or monthly while others only need to do this quarterly. A good indication that your lead system needs a checkup is if you notice a decrease in revenue.
Here are a few ways you can check and see how effective your systems are:
First, take a look at your website and see what kind of traffic it is getting. It is set up to generate leads efficiently? Find out how many people are coming and how long they are staying once they get there. Are your contact forms clearly visible? Are they subscribing to your newsletter, taking surveys, leaving feedback, interacting with your content in some way?
Are you making the process of collecting contact information easy for your visitors?
You want it to be as easy and painless as possible for them to give you their name, email, phone number etc. If it isn’t then see if there is something that can be done to make is more enticing for them to take action.
Is your traffic low?
If it is take a look at the content you’re offering on and off your website. Look for ways to bring in more visitors. This could include writing more articles or blog posts. You should also make sure that you’re publishing content offsite as well. This can include publishing content on other websites, directories and social sites like Facebook and Twitter.
You also want to ensure that the content you publish is optimized for the search engines.
This includes using the right keywords and tags in your content. If you aren’t sure how to do this, you may want to hire someone who is specializes in Search Engine Optimization (SEO) to optimize your webpages or write some content specifically designed to get you better listing in the search engines.
It’s a good idea to talk to people who contact you so that you can find out where they got their information from. That will let you know what is working and what isn’t, and allow you to get rid of the dead weight that isn’t bringing any new business in.
It’s essential that you know where your leads are coming in and what isn’t working.
It’s not cost effective or wise to use mediums that aren’t working. They should be changed or perhaps eliminated altogether. Remember the goal is to ensure that leads are being generated consistently.
Let’s say for instance you’ve been paying for advertising in a local newspaper to attract more foot traffic into your store. Make sure that you are asking your customers how they found you. After several customers if you aren’t seeing any of the new customers from the ad then it’s a safe bet that it’s costing you more than it’s making you.
You can do this type of testing with your online customers as well by asking questions and posting surveys.
Understanding what works and what doesn’t can help you tweak your lead campaigns for maximum returns, so never forget to ask your customers how they found you. It can make all the difference.
Putting Customers First Can Generate More Leads
The reason that many businesses fail is they don’t focus on what’s important – the customer.
When asked, many business owners will tell you that turning a profit is their main goal and while it is vital to the success of any business, it’s also important to remember that without customers you won’t have any revenue. That’s why it only makes sense to put them first. This is especially true when it comes to lead generation.
Fact, customers aren’t going to buy your product or service unless you appeal to them on a level they can relate to. If your marketing message can offer them something that will solve their problems, ease their pain or enhance their lives in some way you will literally have money in the bank.
When you’re creating your marketing, materials focus on what your target audience will gain buy purchasing your product or service. This shows them that you are willing to meet their needs and aren’t just interested in taking their money.
Definition: A target market is a group of customers a business has decided to aim its marketing efforts and ultimately its merchandise towards. A well-defined target market is the first element of a marketing strategy.
Every product or service has its own customer base and you must know who they are and where they hang out online before you start running campaigns. Otherwise, your marketing message won’t reach a targeted consumer base and you’ll end up spending more that you are making from your advertising.
As we touched on in your last lesson, the best way to find out about your audience is to talk to existing customers, ask question. How did they find your business? Was it from an ad that you placed online or in print? Did they hear about you from a friend or through your social media activity? What drew them to you? What made them decide to make a purchase?
Understanding what actions, they took from the first time they found you up until that time they finally converted into a paying customer is will help you set up more effective lead campaigns.
Website and content when it comes to lead generation
These days, most businesses have a website. If by some chance, you don’t have one yet it may be time to get one. Keep in mind that it doesn’t have to be fancy or expensive to set up a site, just as long as you have some type of online presence. Why, because the first-place prospective customers go to research a new product or service is online.
When used correctly your website can be a lead generating machine that works for you 24-7. Once it’s set up to efficiently collect leads all you have to do is focus your marketing efforts on getting more people to it.
Many people prefer going to websites because they go there on their own terms and they can browse at their leisure without feeling as if they have someone looking over their shoulder.
Keep in mind that the content you provide is a direct reflection of how they will perceive your business so make sure that the information you provide is useful. Never make your lead content to salesy. You want it to enhance the products and services you offer, so that you can get them into your lead funnel.
Think about what you want them to do when they are on your website. Do you want them to?
- Join your mailing list?
- Fill out a contact form?
- Take a survey?
- Ask a question?
- Give you a call?
Once you know what you want them to do you can design your landing page to make the process as easy as possible for them to complete the action. Here are a few tips that will help you make your website more user friendly, and turn it into one of your biggest lead generators.
- Keep it simple – Make sure the website is easy to navigate and people can find what they need quickly and easily.
- Don’t blind your customers – Don’t use flashy elements, animated graphics or color schemes that make it hard to read.
- Offer advice or tips – It’s always a good idea to offer visitors something free, like tips or advice. Make sure that the advice and tips are pertinent to your business.
- Encourage feedback – Set up a help desk, blog or a forum that people can go to and ask questions and leave feedback. Even if they aren’t things that you want to hear, you can use their suggestions and comments to tweak your content so that it will convert better.
To encourage more interaction, take time follow up on feedback and thank them for taking the time to leave it. This will help people see that you are a real person who is in business to serve their needs.
Show visitors that you care about what they think. When they know that you’re putting them first, they are more likely to become a to take action, become a customer and
Ways you can generate new leads
One way is to write and submit articles to article directories and even other websites that accept submissions. This will not only help get links back to your website it will warm up your prospects so that when they get to your site they will be ready to take action.
For this to work be sure to write on topics that will enhance the reader’s perception of your business. As we have discussed before make sure that you put your target customers’ needs first. Keep them in mind as you write and it will make you look like an expert who’s only mission is to help them. Make sure you include a link back to your lead page along with a brief bio at the bottom of the article and when it’s published it will send traffic to website continually.
This can work with other types of content as well.
For instance you can publish a podcast, create an online course and submit it to Udemy or create videos and upload them to video sharing sites like YouTube and Vimeo.
Viral marketing is a very popular method of promotion that relies on getting your customers to market an idea, product, or service on their own by telling their friends about it, usually by e-mail. It’s very simple to use. All you have to do is create content that people will want to share.
This can be articles, blog posts, social posts, images, audio or video. YouTube is an excellent example of viral marketing, because who doesn’t like to share a funny or entertaining video with their friends. Chances are you’ve already done this on Facebook!
In email, it can be as simple as adding a signature line that contains your link in everything you send and asking your reader to share it with friends if they find it interesting. If you really stop and think about it you have the potential of receiving thousands of free leads with just one simple signature line.
Surveys and polls
Another great way to generate leads is to have people fill out polls and surveys. This gives you a good idea of what they are looking for, what their age group is, and so on.
When it comes to using this method, you’ll want to keep it short and to the point.
You don’t want to ask too much information right away. Your main goal should be to get them to give you their contact information so make it fun and easy. Even better offer them a reward once they have finished. It doesn’t have to be elaborate or expensive, but people like to know that they are appreciated.
To increase the likelihood that they will participate assure them that the information that you collect is going to be for your eyes only, and that it won’t be shared or sold to another company. This is something that’s important to most people and it shows them that you respect their privacy.
You can create surveys and polls using services like SurveyMonkey, Typeform or Easypolls.
Most of these sites will host your forms for you, which will automatically get them in front of new prospects. You can also post them on your website, on social sites and other websites to help generate more traffic to your lead pages.
When survey’s and polls are used correctly they can be a very powerful lead generation tool. Just remember that in order to make them work, people have to be willing to fill them out, so make it as easy and beneficial as possible for them.
There are so many ways to generate new leads for your business and I hope that this free lead generation course has helped give you a few ideas for your business. I would like to thank you for joining me. I sincerely hope that you have learned a lot and even though your lessons have come to an end you can still feel free to contact me if you have any questions. I will be more than happy to help.