So who else needs more leads for their small business? You? Do you know how to attract the best leads?
It’s very common that we get small business owners coming to us saying I need a new website… my website stinks. And then once we take a look, we oftentimes respond, “Why? How is the website supposed to generate leads if no one is visiting it?”
Bottom line… The main source of sustenance for a website is traffic. Without traffic the website does nothing. It remains just another best kept secret.
So what follows are what I consider my four staple lead generation strategies on how to attract the best leads.
Remember… No leads = No Sales… No Sales = No Business!
Let’s get started.
➀ Have a Formal Referral Marketing Strategy
You’ve probably heard this a million times. I’ll tell you though, it’s one of the most under utilized (and powerful) ways of attracting new leads.
How do you get them?
You earn them and then you ask for them! Ask your clients for referrals. Ask your friends for referrals. Ask anybody who knows, likes or trusts you for referrals. It’s key that you get them.
Why? Because what you will find is that the people you land as Clients this way, typically end up being better a better fit for you. It is what it is. I can’t explain it. It just is.
So ask… and ask… and ask again. Make asking for referrals a regular practice.
At least you know that if you’re the one serving them, you know the level of service they’re going to get. You can’t vouch for that crazy person out there who is going to give them less than stellar service; or at least not to the degree of service you would have given them.
Let's One-up Your Referral Marketing Game
An even better approach, automate the process of asking. This formalizes the process significantly and increases its result.
Tools like Infusionsoft and Keap are perfect for that task.
Why automate? Simple. If you leave it up to humans like us, we forget. We’re bombarded with other things going on in our lives and we forget… “Oh, I should have asked Susie for a referral.” Automate!
Hit me up here and we’ll demo it for you!
➁ Have An SEO Strategy
In my opinion, every single business has to have an SEO strategy… period! And a great SEO strategy clearly takes into consideration both where SEO is going as well as where it’s been.
SEO is not the same as it was five years ago. However, there are some things that you may still want to follow suit with.
For instance, you need to know what those keyword phrases are that you want to show up for. What do you want to be known for? So, I recommend you do the following:
- Find your top five to seven keyword phrases
- Create marketing that revolves around them.
Proper SEO creates a natural attraction that pulls the leads in. We call this kind of traffic, organic traffic.
And As For The Search Engines?
Search engines like Google, DuckDuckGo and Bing can help facilitate that process. However, you’ve got to show them that you’ve got your SEO strategy down. Prove that you know what you’re doing… at least a little bit. That ‘little bit’ will likely be better than most as most small businesses tend to do very little here.
➂ Have A Content Marketing Strategy
A content marketing strategy tends to work best when once you’ve got the SEO strategy in place. Because at this point, you likely know who/what you are targeting and where the opportunities lie.
Content marketing is huge!
What do I mean by that? I mean blog posts… social media posts… PR type stuff… eBooks… books… videos… or any kind of content that you are publishing out onto the Internet… whether free or paid.
To be effective with your content, you will need a strategy.
Better Strategy = Better Results!
Please don’t follow-the-follower and proceed to do what most people do, which is just vomit all over Facebook. C’mon man, how many people have done it. It simply doesn’t work. Don’t waste your time. You might as well not even bother.
Whatever you are going to do, either do it great, or don’t do it at all. Have a strategy… create a plan… put together an editorial calendar so you know the 5 W’s + 1 (Who, What, When, Where, Why and How)… and take massive action. This is how to attract the best leads!
Yes, I know it can sound daunting. Need help? There are so many great resources out there to learn about generating leads using content marketing. Just Google the phrase ‘content marketing’. You’ll find a ton of resources for it.
➃ Have A Paid Advertising Strategy
First, We Eliminate The Hang-up Here
Ahh the Paid Advertising strategy!
This is one, where in my opinion, small business owners tend to get a bit too frugal. They tend to not want to spend money on marketing. Why? Well after logging well over 10,000 hours coaching small business owners, it has become clear that they tend see it as an expense, not an investment. Let’s clear that up once and for all.
Paid advertising is an investment folks. It doesn’t matter how much you spend; it only matters how much that investment makes you… your ROI so to speak.
If you had a machine that every time you inserted a dollar bill into it, it spit out five in return, wouldn’t you do it? I don’t know about you, but I would operate that cash machine all day.
That’s kind of like paid advertising… when it is done correctly I might add. Get help on this one folks!
Now Let's Dig In
Traffic isn’t difficult to get. You just have to be willing to invest the money to get it. These sites are happy to send eyeballs in your direction. Again, you just have to be willing to pay for it.
And… know your numbers! At a minimum, know the following:
- What’s the lifetime value of a Client for me?
- How much can I afford to spend or invest in order to get a new Client?
- How many leads does it take to gain 1 Client?
Let's recap Before I Let You Go
- Referral Marketing
- Content Marketing
- Paid Advertising
Want To View The Original Video?
Yes, I’m several years younger with a bit more hair however, the video is still very relevant. What’s great here is that many years later, we are still promoting the same strategies. Why? Because they have proven to work!