Lead generation is the life blood of any business, but especially those being built online. Like water and oxygen, businesses require leads to survive as much as products and cash flow. But what is a lead?
Well, a lead is someone that has shown a direct interest in your business and/or its products.
A misguided way of this happening is cold calling. Aimlessly dialing numbers in the hope that you don’t annoy someone and they show an interest or vice versa – you hearing from someone you’ve never spoken to about your company.
This never works, and it never happens, and it usually goes nowhere. The ideal call situation we would want is for you to receive an inbound call from a person interested in your product or business opportunity, that has already spoken to you at some length or viewed some type of online presentation.
You want to receive calls from someone you’ve already had email conversations with, has connected with your Facebook Fan Page, or viewed online information you have provided through a lead funnel. Someone who ‘knows you’.
Lead Generation the Right Way
So – we know what a lead is, but how are leads generated? It’s the act of attracting and processing strangers and prospective or potential customers into those leads. We don’t even need to call it lead generation anymore because it sounds much better if we say ‘finding great ways to attract people to my business and create a natural interest’.
Leads exist in many shapes and sizes. A potential prospect for your home business opportunity is a lead for your recruitment team, someone who signs up to your newsletter is a lead, someone who subscribes to your webinars or downloads your leaflets or Ebook is a lead. Anyone who comes to you with a genuine interest in what you can provide may be a lead.
The most important item we can gather from leads is data. For example, the person who downloads your newsletter provides their name and email, but the person who subscribes to your webinars may provide their age, location, job role and more on top of the contact information already given.
This allows you to personalize any future information directly to you and ensure that this method of communication is tailored to that individual.
When it comes to lead generation for home businesses, I am a big fan of the Attraction Marketing Formula, which teaches you how to attract people to you, so that you don’t have to chase friends and family, or throw money away on unresponsive purchased leads that have been shared with multiple people.
Lead Generation Funnels
Generating leads depends on the design on your website. The landing page that visitors land on is key, and your landing page will ideally include a form and an offer (this offer is normally free and referred to as a “lead magnet”).
I recently took one of my online businesses from no list to a list of over 1200 subscribers in less than one month, using just this strategy. I created a simple landing page in Clickfunnels, offered a free product, created a Facebook ad and not only watched the list build, but sales started rolling in as well.
You can see the ad here, and if you click on it you will see the very simple landing page that converted at 57% and scored a 10 for relevance on Facebook, the highest rating you can get. It also garnered 334 positive reactions, comments and shares.
Ideally, your offer to the visitor should be enticing enough for them to part with their data. A call-to-action links all these ingredients together – click the button to redeem your offer in thanks for filling out the form. Check out 32 clever ways to generate leads here: lead generated.
Once those elements above are totally combined, you must use your promotional channels to drive traffic to the site. This can be through email newsletters, your social media options such as YouTube, Facebook and Twitter and maybe the business blog? If this seems scary, try consulting with an SEO professional to gear your landing page up and get you started.
Leads are best if grown and generated organically, if your services or products can help someone, the right promotion will pull in leads. It’s the perfect circle, and it all depends on the structure of your business or company and the strength of the services it can offer.
If you’ve got a solid product to offer, then you’re on to a winner. Just make sure what you can provide is valuable enough to exchange for the information to target and generate new leads.