Lead Generation round the clock. What is this post all about?
Lead Generation round the clock. This post a set of my thoughts and perspectives about the theme of Lead Generation round the clock.
This is going to be a living post, where I will get back from time to time and discuss about various aspects of Lead Generation round the clock.
Who am I? A quick intro and a disclaimer.
Hi, I am Dr. Maharaja SivaSubramanian N. Blogger, Coach, Consultant, Speaker, Trainer, Investor, and Mentor. I work with people using various frameworks for coaching, consulting, and other services which I have learned, developed, recreated, and improvised upon. And I share as much information as possible through my blogging and other online presence too.
And yes, here’s a disclaimer too. This is part of my own experience, and education and is subjective to change, evolution and improvisation. If you feel it can be empowering and you are ready to take responsibility for the consequences, then give it a try. All the information and materials are for education and training purposes only and are not meant to substitute any professional guidance. There could be certain materials that may not be in the public domain and any part which may be copyrighted has been used for purposes of illustration and or explanation for personal reference, education, and research work only and not to create any infringement of intellectual property rights. Please do not share or copy it in any manner and infringe intellectual property rights. Any part reproduced or taught is my understanding of the subject which I have learned, researched, and applied. Use your discretion while applying these techniques and I am absolved from any liability whatsoever.
Dr. Maharaja SivaSubramanian N.
Do check out my blog:
“Helping you make your dreams your reality.”
Blogger, Coach, Consultant, Speaker, Trainer, Investor, and Mentor.
“I help people tap into their inner genius, creativity, and mastery so that they can achieve their goals in a conscious, responsible way (rather than leaving it to chance) and finally realize their dreams.”
“Grow your business to the next level in a valuable, profitable, scalable way, with better leads, better sales, and better profits without much frustration, confusion, and overwhelm with better clarity and better alignment to your dreams and desired lifestyle.”
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Grow your business to the next level.
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Challenges and Struggles with lead generation.
The following are the challenges and struggles entrepreneurs and business leaders face when it comes to lead generation:
- Low quality and quantity of leads with less predictability.
- Ineffective lead generation strategy with high costs.
- No proper lead generation system with very little automation possible.
- Little or no idea on how to develop and manage an effective lead generation system.
- No consistency in terms of execution of the lead generation system and also the results of leads generated.
- Exceeding the budget for lead generation.
- Not being able to mobilize the required resources for lead generation.
- Not having enough market research data and analysis reports to make informed decisions.
- Lead generation (marketing and sales) team performance not being up to the standards and not delivering enough results.
- Not knowing exactly where to start.
- Having less control regarding time management and discipline to follow through lead generation activities.
- Falling short in an effective and efficient implementation model.
Check out the free webinar - Lead Generation round the clock.
Lead Generation round the clock.
What does lead generation mean to you? And what difference will it make for your business and to your life if you are able to generate leads round the clock?
The way I like to define lead generation is, “Lead generation is about identifying and nurturing relationship with the right target customer while also demonstrating value and building credibility and trust.”
In this post, I will be sharing some very important aspects of lead generation.
Develop a better lead generation system. Focus on high quality and quantity of pre-qualified leads.
You should focus on developing a lead generation system which should help you with these goals:
- Deliver regular high quality leads.
- Calendar full of appointments with Pre-qualified leads.
- Automated lead generation system.
- Multiple lead generation channels.
- Better conversions leading to better sales and better profits.
Be sure to ensure to invest your resources to build a robust lead generation system so that you get rid of the following emotional challenges that entrepreneurs face with lead generation:
Lead generation should be about value demonstration and value proposition.
Make sure that there is a clear value demonstration and value proposition throughout the lead generation system.
Every step a prospective lead or customer takes through your lead generation funnel should add progressive value to them and take them towards their desired result.
Following are some important pointers to consider:
- And also the value proposition should be clear and compelling for them.
- Demonstrate your value and credibility clearly with case studies and testimonials about you, your brand and your offer.
- Demonstrate clearly how your offer will help them to solve their problems or achieve their goals.
- Solve their problem to a certain extent with your lead magnet. It may be about information giving them clarity, or a framework which they can apply to achieve their goals, or even a complete solution system which they can apply by themselves (if they already have all the resources).
- The value offered should be more than the investment you ask them to make. Remember that they are investing time, effort and in some cases money and other resources to consume your lead magnet, etc.
- Each step should build upon the previous one. Use value stacking wherever possible.
- And with each and every progressive step, the prospective customer should get closer to their goals and also closer to you, your offer and brand.
- Help them make clear decisions. Give them as much required information which will help them with decision making.
- Do not use false urgency or scarcity.
The 4 types of leads you have to generate to grow your business to the next level.
So, what are the 4 types of leads you have to generate to grow your business to the next level? Here is my perspective on the same.
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Four types of leads you have to generate for your business growth are:
- Leads for customers.
- Leads for employees / team members.
- Leads for vendors and business collaborators.
- Leads for Coaches / Consultants / Mentors.
I discuss more in detail about the importance of all the 4 in my free webinar and Q n A session. (Check out my free webinar on lead generation round the clock).
What am I going to discuss about?
Here are some of the topics and aspects I will be discussing about.
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And here is a comprehensive list of topics related to lead generation which people search for. (some of which I will be discussing in this post):
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Three major areas to focus on for making the most of your lead generation system.
While there are many factors to focus on, there are three major areas to focus on to get the highest quality and quantity of results and leads generated with better cost efficiency. They are:
- Traffic. You need to have a considerably large amount of traffic that needs to be brought in to your lead generation funnel.
- Optimized funnel towards conversions. The entire lead generation funnel should be continuously optimized and improved upon to ensure better conversions.
- Compelling and valuable offer. And the most important aspect is that you should have an irresistible offer. It should be really valuable and compelling for your prospects to buy.
Consider the above as a system. Two major points being the target market and your irresistible offer, and the funnel being the connecting bridge.
It is important to look at it too in this manner to ensure higher conversions and optimizing at each level.
- If you don’t have traffic, then there are no buyers.
- If the offer is not compelling enough then the traffic is going to leave.
- And if the funnel is not optimized then prospects are not going to reach to your offer.
So, work on setting up, managing and optimizing at all three levels regularly. And if resources are permitting, have separate team members and resources allocated to focus on the three areas. Like a team and system specifically focused to generate and drive traffic, a team and system to improve the funnel to increase conversions, and a team and system to optimize and make the offer more valuable and compelling and deliver the value.
Understand your target market to succeed with lead generation.
One of the most important steps for lead generation is to understand your target market.
Market segmentation is definitely a very important aspect. The following activities are really helpful when it comes to understanding the target market:
- Market research.
- Customer profiling.
- Customer personas or buyer personas.
Take time to go through different customer personas or buyer personas and invest in building your ideal customer avatars. Those are the actual leads to whom you have to reach out to, and attract to do business with.
It is important to understand that within a market there maybe multiple market segments. Business owners is a broad term or market. Business owners doing less than a million dollars, million to 5 million dollars and 5 million dollars and above are three different segments. So, it is important first to identify the different market segments you may have within your broad market.
And once you have understood different segments, it is important to identify who is your clear, target, ideal customer and generate their customer persona.
Customer persona usually consists the details of:
Understand the goals, challenges, dreams, fears, aspirations, needs, wants, pain points, etc. about your ideal customer really well. And then customize your lead generation strategy and systems and processes to target to them.
One of the important things to note here is when you focus on your ideal target customer, other market segments may or may not resonate with your offer.
Understand your target market and demonstrate the understanding so well that they are immediately able to resonate and feel that you are able to understand them and their needs much better than others.
Customer centricity is the key.
The purpose of the lead generation is to generate leads and to do so by keeping the ideal target customer at the center. The by-product of an effective lead generation system is you (as an entrepreneur or business leader) getting high quantity of pre-qualified leads flowing into your system with increased conversions leading to better sales and better profits.
When building every single aspect of your lead generation system, ask the question, ‘how is it relevant for my ideal target client’?
If you are discussing about pain points, then discuss it from their point of view.
If you are creating lead magnets, then create the ones that would be better preferred by them.
Structure the funnel in such a way where they have the ease of navigation, and also getting the information properly without any overwhelm or overload with each step building onto the next.
How are you generating or planning to generate leads?
What criterion are you taking into account for lead generation? Is your lead generation system:
- Online or Offline?
- Organic or Paid?
- Own media or Social media or Earned media?
- Launch/One time method or Evergreen method?
- Inbound or Outbound?
How are you positioned online?
In today’s scenario, it is very important to ensure you have a strong online presence. Especially for your lead generation system to get you better conversions.
Check out how well you have positioned yourself with respect to:
- Having a professional website with optimized landing pages.
- An optimized lead generation funnel to which traffic is being generated regularly.
- An automated lead generation system which is also integrated with both online and offline elements depending on your offer.
- Well optimized and managed social media presence with which you are building your followers and community.
- Online presence improving your search engine results and reviews.
Develop powerful lead magnets.
How are you developing powerful lead magnets?
How many lead magnets do you have?
Let’s take a look at different lead magnets that you can use to attract leads, and also to incentivize your audience and website visitors to opt-in to your email newsletter, or trial offer, or community.
The following is a list of different types of lead magnets you can use for your lead generation:
- Discovery calls (one to one or one to group).
- Free sessions.
- Live events.
- Low ticket offers.
- Newsletters (E-format and physical).
- On-demand video masterclasses.
- Trial offers and subscriptions.
- And many more…
Pointers to consider when selecting the type of lead magnet you are going to use:
- Based on your personal preference.
- Stage of relationship with your audience.
- Phase of your funnel (top of the funnel, middle of the funnel, bottom of the funnel).
- Audience preferences.
- Based on suitability for your type of offer.
- Based on the resources available.
- Scalability of the lead magnet.
Social media and lead generation.
Social media plays a very important role to generate and nurture your leads.
Some of the important pointers to consider:
- Have powerful and completed social media profiles.
- Post content regularly.
- Focus on engagement.
- Add value as much as possible.
- What is the post supposed to do? (Educate, engage, expect a response, generate a lead, entertain, etc.)
- What content type are you using?
- Use Social media advertising.
- Focus on targeting the right audience.
- Retargeting through social media is valuable.
- Test, test, test.
Are you currently using content marketing as part of your lead generation strategy?
What and how do you use content marketing for?
- Lead generation?
- Lead nurturing?
Content marketing is one of the most powerful methods to attract and nurture your leads and help them buy from you.
Depending on the level of your sales funnel (Top of the Funnel, Middle of the Funnel, Bottom of the Funnel), you can use different type of content marketing strategies and content types to develop the trust and relationship with your leads, qualify them, and take them through the sales closing.
Important pointers to consider regarding content marketing:
- Content marketing strategy.
- Content calendar.
- Content types.
- Content marketing through social media.
- Email marketing.
- Content promotion.
The various Content types that can be considered are:
- Audio downloads.
- Text content.
- And many more.
Have a powerful website. Optimize it for maximum conversions.
Your website is definitely going to play a major role in your lead generation strategy.
Some of the important pointers to consider are:
- Is your website having an authority presentation?
- Is it optimized for various types of devices? (Desktop, Tablets, Mobiles, etc.)
- Do you have effective landing pages for lead generation?
- Do the landing pages have the right design?
- Is the landing page well crafted and optimized for conversions?
- What is the conversion target? (Get a lead, get them to sign up for a trial offer, subscribe to email newsletter, join your community, etc.)
- Do they have a clear CTA (call to action)?
- Are you using web analytics to improve the process?
- Have you optimized it for SEO so that you get maximum positioning and traffic from various search engines?
Lead generation landing page.
A simple landing page used to collect information from potential leads. A very important page in most of the lead generation systems today.
Most of the landing pages will have the following structure:
- Headline: A strong, powerful, headline which grabs the reader’s attention while also communicating the major benefit or details of why they should check this page.
- Sub-headline: Presents a little more information regarding the benefits for the reader. Can also be used for sharing who is this information meant for.
- Image or Video: A visual representation along with powerful messages of benefits for the reader, sometimes sharing the story behind, introducing the offer or the lead magnet and sharing information on how to proceed.
- Compelling copy: Your copy should be clear and compelling for the reader.
- Offer benefits: What are you offering them? The lead magnet. Can be an e-book, recorded and on-demand masterclass, webinar or workshop registration, newsletter opt-in, etc.,. Explain what you are offering and what benefits they will get. Have it in an easy to read manner, preferably a bullet list.
- Case studies and/or testimonials: Testimonials or case studies preferably related to the lead magnet you are offering. Can also be about you, your brand and your offer. The key here is to demonstrate value and credibility.
- Forms: Depending on requirement and type of lead magnet use forms to collect various details from the reader.
- CTA (call to action): The one major, clear, compelling, call to action. Its preferable to have one call to action per landing page though in some cases, there maybe a few more. It should be well highlighted and if needed repeated at different positions in the landing page for the reader to follow-through.
Details collected include:
- Email address.
- Phone number.
- Occupation details.
- Other details including any questions, address (in case for physical demo or to send lead magnet).
Most of the lead generation landing pages offer a lead magnet and use an opt-in form for email newsletter subscription. Some also direct to joining communities in social media platforms.
What are some of the methods, channels, strategies and tactics for lead generation?
Here is a list of different methods, channels, strategies and tactics for lead generation:
- Content marketing.
- Live events.
- Networking events.
- Employees referral and recommendations.
- Vendors referrals.
- Paid ads.
- ATL. (above the line methods).
- BTL. (Below the line methods).
- Merchandise, Goodies and physical gifts.
- Influencer marketing.
- SEO and SMO.
- SEM and SMM.
- Group presentations.
- One to One presentations.
- Local canvasing.
- Contests and Challenges.
- Industry specific forums.
- Business networking forums.
- Agents and Agencies.
- Community building.
- Word of mouth/referrals.
Measure, manage, monitor, optimize, improve and scale.
That’s a lot of steps or sub-steps to focus on once your lead generation system is setup.
Measure, manage, monitor, optimize, improve and scale.
Have individual systems or processes in place for each of there. And get it done either by yourself or a dedicated team.
Here is a set of questions for review (for this phase):
- How are you managing your lead generation system?
- Who is responsible for the same?
- What is the system or process involved?
- What are the important activities to be done?
- Do you have a proper set of documentation for the same?
- How are you measuring the progress with reference to the activities? What are the metrics involved?
- How are you monitoring the execution and the results?
- Do you have clearly defined KRAs and KPIs?
- Do you use a dashboard or review process?
- How are you optimizing your entire lead generation system based on the steps above?
- What improvements are you looking at bringing for your lead generation system?
- Do you have a regular review process for the same?
- How are you planning to scale your lead generation system?
- Is it by getting more people involved?
- Is it about increasing the traffic?
- Are you planning to bring in more lead magnets and funnels in place?
- Are you planning to scale by ads?
Analyze every single step and every single component. Optimize every possible aspect to improve costs and conversions.
Important to focus on follow-through and lead generation.
When it comes to lead generation, it is important to follow through with all the leads generated and to nurture them in the long run.
You can use various methods, strategies and techniques for the same:
- Automated email sequences.
- Targeted ads through retargeting.
- Personalized emails and calls wherever applicable.
It is important to note that most of the leads generated are lost because of lack of a well-structured and systematic follow-through and lead nurturing.
It is important to continue adding value and also to build trust, credibility and relationship as most of the purchase decisions are done in the longer run and not in the short term.
It is also important for brand recognition, recall and loyalty to ensure that the follow-through is happening regularly.
And in some businesses and offers, it also helps in generating a good amount of referrals from your readers.
So, how are you focusing on lead nurturing and follow-through with your leads?
Want more information and/or support about lead generation.
Do check out my free webinar.
And also check out some of the free resources and content you can find online. Check out the detailed experts list below.
Check out the free webinar - Lead Generation round the clock.
Some of the experts I follow or learn from to understand more about lead generation.
Here is a list of some of the experts I follow or learn from to understand more about lead generation. Of course, the list will be updated from time to time. I learn from most of their free content which can be found online (through their websites, social media, email newsletters, etc.,). And with some of them, I have studied from them (through their books, courses, training programs, e-learning programs, memberships, etc.,) I will be adding more to the list frequently.
- Aaron Fletcher.
- Alan Weiss.
- Alex Harmozi.
- Alex Mandossian.
- Brajmohan Das.
- Gary Vaynerchuk.
- Grant Cardone.
- Roger Hamilton.
- Russell Brunson.
- Taki Moore.