What Is Lead Generation

What Is Lead Generation?

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Defining Your Lead Generation

What Is Lead Generation

As a Home Entrepreneur (yes you), lead generation is marketing your business. It’s how you attract interested people to become a potential customer. Once attracted to your business these potential customers give you their data in exchange for something of value from your business.

Every business depends on a steady flow of customers utilizing their products and services. These customers began by first becoming interested or attracted to the value offered by the business. This article will reveal to you how to build your business to gather potential customers into your process. Different techniques and tips are gathered here to help you choose a method of getting customers for your business. The point of it all is to help you understand that having your business ready to receive customers is more important than starting your lead generation before your business is able to convert them into buyers.

Starting At The Finish Line:

start at the finish line

start at the finish line

Think about the end result you desire for your business as it relates to one single interested person. First your business should attract potential customers based on a need common to your marketplace. This will take ongoing research and engagement within your chosen niche or marketplace. If your desired outcome is to make a sale, what happens after that? There are usually two basic things most businesses want to happen:

  1. A sale of your product or service
  2. Retaining the interest of your customers for future sales

With these two end results in mind your business process should continue to contact and engage with those customers by continuing to offer value and retain your current buying customers. A successful business practice is identifying current customers and marketing to their needs separately from those of your potential customers. One method of doing this is by offering new or existing products related to the one recently purchased. For example, customers that purchased a weight loss supplement from your business may need a specific diet offer to maximize their weight loss.

A to Z Generation?

Your Business Funnel Is....

Your Business Funnel Is….

What does a complete process for lead generation look like for the average online business? In simple terms this process is called a funnel but that might not enough details for you. Your funnel will attract targeted people, qualify them for your services, and convert them to buyers. Here is what a complete business process is step by step:

  1. Your Business attracts people with a solution they need and have been looking for, your business solves a big issue for them.
  2. Capture the potential customer details from an Opt-In for your email marketing, sign up for an exclusive group from your business and/or adding the potential customer to a re-marketing campaign. This is done with your own offers, newsletters, video training, membership sites, and anything you can offer of value to your marketplace.
  3. At this point your process or funnel should take advantage of getting your offer in front of these potential customers quickly. One Time Only (OTO’s) offers will convert sales for you but not every person will decide to purchase at every or any point. What’s important is that some will buy what you offer them. It’s your business to follow up contact to those that buy and those that don’t should be relevant to which action they take. Separate follow up and list segments for buyers and those that only opted in.
  4. Email marketing campaigns will immediately follow the initial process and have a role that’s just as important to converting your new leads and continuing to engage with those that don’t purchase anything. Potential customers that sign up for your list but don’t purchase are interested and targeted. The time may not be right for them, successful marketers have had people reading their follow up emails for a whole year before purchasing one of their products. A great follow up email campaign will have a mix of continued value solutions, examples and insights from your marketplace and should continue to build a trusted relationship between the customer and your Brand. Share the new things you learn, the results both good and bad from the experience with your growing audience.
  5. A completed funnel will accomplish converting your potential customers into buyers and retain existing customers by providing more solutions they need. Never underestimate the power of a completed funnel as your biggest advantage for your business. Most marketers are usually blinded by great ad copy and seek to make their new business known to everyone on the planet that wants to make an income. With out a good process or system you’re actually leaving money on the table. Complete your funnel, grow your knowledge and engagement with your audience to keep getting better.
  6. Engage with the people that are attracted to your business and start contacting them. Send them an email, or even better..give them a call! A huge part of small business success is based on having a great personal connection with customers. Many marketers can attribute a high percentage of their own sales to calling and engaging personally. When is the last time someone called or sent you an email after you opted in to their list or bought their product? Another great way to connect is by using a survey for customers that signed up for your free offers, or bought one of your products. Give them a questionnaire asking how they liked the product and if some part of the process could make their experience better.  My mentor uses questionnaires to gather information for the next product he creates! That’s having a customer driven business!

Which Comes First? Business Or Traffic?

Business Before Traffic

Business Before Traffic

If you have never heard this before, traffic is the very last big step for your business. Putting all of these things such as a funnel and creating offers, can sound like a huge undertaking. It is huge and overwhelming, especially if you don’t have help along the way. It’s not too complicated with someone on your side to help you along the way.

Some marketers (yours truly) learn the hard way what a difference having a great mentor can mean to your own business. The hard lesson I had to learn was that Traffic is always last, you can attract people and build your list without a completed funnel. It’s a hard choice to make because getting targeted traffic sounds more exciting! If your not sure if your business is ready, ask your Coach for help with your funnel. I have yet to meet or hear of anyone in the online market place who has sustained success without the benefit of a Coach or Mentor.

Stop struggling with your online business, get my personal Coaching.

I’ve had my own struggles and have had some great success too. I’m always looking to help others find their next level towards success. I know you work hard at your business, you are exactly one of the people I look forward to helping move your business to the next level. All it takes is sending an email with, “Glenn I need help” in the subject line to: [email protected]

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About the Author Glenn Guillory

Glenn lives in Colorado Springs, Colorado and has been marketing for 4 years. My biggest goal is to help other marketers end their struggles with my Coaching. Often new marketers don't get the clarity they need and that's what I provide.

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