10 SECRETS

TO GENERATING
QUALITY LEADS
TABLE OF CONTENTS

INTRODUCTION ...............................................................3

SECRET ONE: BUILD RAPPORT & FOSTER TRUST .......................6

SECRET TWO: STAY ON TOP OF SOCIAL MEDIA .........................8

SECRET THREE: ALWAYS GIVE VALUE UPFRONT ........................10

S E C R E T F O U R : H A V E A H I G H LY C O N V E R T I N G L A N D I N G P A G E . . . . . . . 1 2

SECRET FIVE: UNDERSTAND YOUR SALES FUNNEL .....................14

SECRET SIX: USE PAID ADVERTISING ...................................16

SECRET SEVEN: COLLECT EMAILS & ENGAGE FOLLOWERS ............18

S E C R E T E I G H T: H AV E C L I E N T S M A K E A P P O I N T M E N T S W I T H YO U . . . 2 0

SECRET NINE: HAVE A LEAD MAGNET ...................................22

SECRET TEN: AUTOMATE, AUTOMATE, AUTOMATE! ....................22

INTRODUCTION
 INTRODUCTION

Lead generation is a challenge. We get it. It can be overwhelming

to navigate the process of pulling someone in, giving them your
pitch, and convincing them to stick around and employ your
services.

You know you have a great product, you know your craft, you’ve
spent years honing your skills and you’re ready to start growing
your business. But it’s not as easy as it sounds. You need clear,
actionable strategies for finding keen clients.

We’re here to tell you: It’s OK to ask for help. And we’re here to
give it!

The ability to generate quality leads separates a good business from a great one (or a
failing one), and too many business owners lack this critical skill.

Don’t let poor marketing techniques kill your business. We want you to succeed. So let
us offer these ten proven secrets to generating quality leads, which will boost your sales
indefinitely and, even better, make your life easier by removing the guesswork out of
lead generation letting you focus on what’s important: making your product or services
shine.

These secrets intentionally complement each other. Use one secret alone and you
will slightly improve your lead generation. Utilize every secret, though, and you have a
bulletproof marketing strategy that cannot fail to bring in more business.
 10
SECRETS
TO GENERATING
QUALITY
LEADS
 1
SECRET ONE:

BUILD RAPPORT
& FOSTER TRUST
 BUILD RAPPORT & FOSTER TRUST

Ok, this first one isn’t exactly a secret, but it’s

something too many people forget to .

Here’s the bottom line: If your customers don’t trust

you, they won’t invest in you.
On the other hand, building great rapport will have
them returning again and again for as long as they
need your services. And the thing is, people, trust
little else than their own eyes. Building brand visibility
builds trust.

There are many ways to do this. The classic approach is to do it on the ground – talk to
people, network, attend conferences, flyer drops, cold calling; just get out there and be
seen. This list is a step above these old-school approaches.

Because the thing is, nowadays, if you don’t have online visibility people don’t know
who you are. If they don’t know who you are, they won’t trust you. And if they don’t
trust you, they won’t invest in you.

Recent reports showed that a third of all businesses don’t have an online presence.
That’s madness. In a world where consumers do online research before buying a loaf of
bread, can you really afford to miss out on reaching such a key audience?
Creating an online presence is the first step to generating quality leads, in large part
because it lends credibility to your business, which builds trust with your potential
customer pool.
 2
SECRET TWO:

STAY ON TOP OF
SOCIAL MEDIA
 STAY ON TOP OF SOCIAL MEDIA

The age of social media has introduced a

ground-breaking way to organically generate
leads. If you’re producing regular, entertaining,
relevant content for your social media followers,
you’re far more likely to connect with people
who have a genuine interest in your services.

This can be great for generating loyal customers.

But it is often a slow, unreliable process. You
need to keep up with constantly changing
trends and competing for content. Not everyone
is this savvy minded, so we recommend you
include a social media consultant as part of your
marketing team.

Generating leads through social media pages alone is far less passive than many
business owners realize. Social media users get bored quickly. Or, more accurately:
Distracted. A simple swipe up and your content is gone, only to be replaced by others’.
And, without paying for boosted posts, your reach can be minuscule. So you have to
post regularly to make any impact.

Everyone wants to utilize this incredible resource so make sure you’re being smart
about it and stay active to maximize your visibility!
 3
SECRET THREE:

ALWAYS GIVE VALUE

UPFRONT
 ALWAYS GIVE VALUE UPFRONT

It may seem counterintuitive to offer something

for free when you’re trying to make money,
but it’s a proven strategy for generating higher
returns for your investment long term.

And it’s a strategy as old as time. Free branded

merchandise that provides a function (think
pens, hats, t-shirts, we’ve had vets who offered
branded dog collars), conference goodie bags,
product testers, trial classes, free initial consults.
Forward-thinking marketing strategists
realized long ago that providing value upfront
encourages engagement and gets people
to trust you. This rapport means a higher
conversion rate. It’s a win-win.

This strategy can be tailored to the online marketplace. Including a short video
explaining something your clients would typically expect to find out face-to-face, a
webinar Q&A, a list of tips or tricks to navigate a problem specific to your industry, or an
article detailing how to solve a common problem, can make people click through to a
page they might not otherwise and open your brand up to customers who may have
waltzed right past.

There are lots of ways to do this according to which industry you’re in and what
customer base you’re working with, so a good marketing team is critical to help you
navigate which approach will maximize sales.
 4
SECRET FOUR:

H A V E A H I G H LY
CONVERTING LANDING
PAGE
 H A V E A H I G H LY C O N V E R T I N G
LANDING PAGE

If you don’t have a strong internet presence,

creating an impactful landing page can give
potential leads somewhere to find you. Even
if you do have an internet presence, a great
landing page can skyrocket your conversion rate.

So, what does that mean? It’s an art form as

much as a science to finding the landing page
design that works for you.

Our must-have tip is ensuring a clear call to

action. Not all landing pages do this effectively,
so it’s up to you and your team to create a page
that convinces people to click through and sign
up for your services.

The best part about a highly converting landing page is that once it’s working well, as
with all web-based marketing: it’s there when you’re not. Landing pages generate sales
for you 24/7 while you focus on ensuring the rest of your business runs smoothly.
 5
SECRET FIVE:

UNDERSTAND YOUR
SALES FUNNEL
UNDERSTAND YOUR SALES FUNNEL

Can you simply describe the path your customers take to

reach you?

We need you to step into the shoes of everyone who seeks

services like yours. Mapping out your sales funnel can
provide critical clues about how your customer experiences
their journey to choosing you. Without doing this, you’re
oblivious to leaks that are losing you sales.

Our tip is to clearly lay out your sales funnel so you understand every action from
your customer’s search to your sale. Then you can work with your marketing team
to streamline that process, so every step of the way your customer is answering
your call to action.
 6
SECRET SIX:

USE PAID
ADVERTISING
 USE PAID ADVERTISING

We cannot emphasize this enough. You can spend

months or even years trying to get organic traffic. But
the reality is the only way to rapidly scale your business is
through paid advertising.

Ads bring people to your landing page which directs

them straight through your sales funnel. It just takes a
little capital but believe us when we say the investment
will show returns swiftly.

The secret is: You don’t have to pay for multiple platforms right away. Start with one
platform and test as many ads as you can on that until you find one which generates
the most traffic. We recommend starting with Facebook Ads first; it has 1 billion
monthly active users and offers exposure through its sister site, Instagram, too.
 7
SECRET SEVEN:

COLLECT EMAILS &

ENGAGE FOLLOWERS
 COLLECT EMAILS &
ENGAGE FOLLOWERS

Make sure you have a way to collect email addresses from people who may not reach
the end of your sales funnel. Don’t waste valuable contact information.

Once you have their email address, you can immediately push an email sequence that
provides value and pulls them back to your brand. You want to use this to build trust
and rapport, which makes it more likely they’ll return and finish that sale they backed
out of.

Open rates for these sorts of email campaigns average around 20%, so you want to
collect as many emails as you can to maximize click-through and conversion rates.
 8
SECRET EIGHT:

HAVE CLIENTS MAKE

APPOINTMENTS
WITH YOU
 HAVE CLIENTS MAKE
APPOINTMENTS WITH YOU

This is where you bask in your success. You’ve optimized your sales funnel and your
landing page. Traffic is pouring through paid advertising. Now people are calling you.
They trust you, they’re looking for guidance, and since you’ve provided so much upfront
value, they know you’re good for it. Now you’re in a power position, while competitors
are stuck using out-dated methods like cold calling and handing out flyers.
 9
SECRET NINE:

HAVE A
LEAD MAGNET
 HAVE A LEAD MAGNET

A lead magnet, also called a content upgrade, is something you offer people who visit
your landing page which provides value at no cost to the consumer. All they provide is
their contact details – usually an email address.

It can be any number of things – an ebook, a webinar, a short course, a list of tips and
tricks, a useful resource, etc. Your new lead now trusts you to provide value to them,
creating rapport, which you use, along with their contact details, to guide them down
your sales funnel. See, it all seamlessly ties together.

A good lead magnet can increase conversion rates by an average of 200-600%, often
more. Even high performing pages can further increase conversion with a lead magnet.
You have to ask yourself if you’re not utilizing one now, why not?
 10
SECRET TEN:

AUTOMATE,
AUTOMATE,
AUTOMATE!
 AUTOMATE, AUTOMATE,
AUTOMATE!

Did we mention automate?

Automate the length of your sales funnels. Right

from that first ad click, all the way to the booking
call or purchase.

It’s not rocket science, but this is one thing too

many people miss and it is a profit killer.

With seamless automation, you end up with a full

pipeline of prospective leads and a full calendar of
client meetings. You generate leads in your sleep
now. After all that it’s only up to you to close the
deal with the product or service offer.

NOW YOU’RE READY. You have all the secrets to generating quality leads. If you have
any questions, need further guidance, or a skilled hand getting started, don’t be afraid
to contact us!
 READY TO ROLL?
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