And to get there it’s about distribution. Distribution of offers that excite and thrill your best prospects. Distribution at the intersection of their attention. Distribution of a well orchestrated process… Let’s fire up the engines.
Download the step-by-step process to build a 100% inbound lead machine and ignite hyper-growth.
Yes, effective lead generation has a process. It’s about using proven direct response models that marketers have been using since the advent of media. David Ogilvy, Seth Godin and the Sham-wow guy all used the same model. What’s changed is the channel and distribution methods. Want thousands of leads a month for your team? Use this model…
Unique Value Proposition
It starts by identifying what truly makes you unique. Your brand and voice must stand out. Nothing is worse than incrementalism and being an “also ran”. Find your unique weirdness and run with it. Point is, you have to stand out from your peers. We are attracted to the thing that is different.
Ideal Client Profile
Only target your best clients. While it’s great that you can sell to a broad market, that’s not your ICP. Your tribe is the group of people whose problem you directly solve, every time. Identify the exact characteristics (industry, sector, size, titles). Now, use language and copy for those personas.
Online Channels
Where do your ICPs hang out online? What social channels and publications do they consume? Where do they go to learn? Where do they go to be acknowledged? What trade associations do they belong to? Now, go meet them there, digitally. Build and buy those audiences.
Lead Magnet
What valuable lead magnet, trip wire or offer could you make so that if your ideal client saw it they would have to respond? What is your “too good to be true” offer? Think freemium here. Build it and promote it. And don’t be cheap! Build the right magnet and the boat will be filled with prospects.
Value-Price Chain
Now that you have them in the boat via your lead magnet, walk them up the value-price chain… Content to free offer. Free offer to basic. Basic to standard. Standard to premium. This is where you can get sales involved. After they know you, like you, trust you, and are willing to try you.
High Five
High five yourself and your team. (I’m a fan of the fist bump). You just got it right! You made it rain leads and deals by getting buyers to come to you based on solving their problem and making a “must have” offer. The sales team loves you, your boss loves you, your dog loves you. You are a legend my friend.
Inbound leads are 750% more likely to close. Create a high-quality lead machine for your team.
Steve Jobs, Mark Zuckerberg and Jay Z will all tell you, nothing gets sold without successful distribution. Marketing is about distribution… of your message, your content, your offers, and your product. “Build it and they will come” and “blog it and they will convert” is mythology. You need distribution of a well orchestrated process. Fortunately, I’ve got you covered. I’m sharing the exact execution plan I used to drive 1,500 inbound B2B MQLs per month. Fire away…
Download the marketing playbook I used to go from 0 – 1,500 inbound MQLS per month in 26 months
It’s painful to see waste. Money spent on “marketing” that was well intended, but end up so far off the mark. As a marketing purist, I want to save the world from bad marketing. Better yet, I want to convert the naysayers who think “marketing doesn’t work”. As part of that effort, I give you the 6 random acts of marketing that are most annoying. Please do not participate in any of these activities…
Of course you do…
