Lead Generation Online Made Simple For Advisors & Agents

If you are a service based professional: realtor, coach, consultant, insurance agent, financial advisor, etc, struggling with lead generation online, you are not alone. Lead generation is pretty much a part time job.

What are the best lead generation strategies for you, as a service provider? Let’s discuss some lead generation ideas that will help to get you more leads and more customers as well.

Why lead generation online can be frustrating:

According to the recent survey by Gartner, lead generation is a key pain point for 58% of business leaders, and this percentage is unlikely to decrease in the near future.

(a) Lead generation online requires new skills, which professionals might not have the time or desire to learn.

(b) It can be time consuming, just like cold calling.

(c) Some professionals are hesitant to share their personal lives online for fear of privacy.

Would it be great if you had leads coming your way, instead of the other way around?

Instead of blindly reaching out to people who are part of your target audience, how about reaching out to those who are actually interested in the product/service that you provide?

This is where Inbound Marketing comes in.

Where cold calling relies on the hit and miss approach, inbound marketing helps companies attract prospects to their website by generating content that the latter actually wants to read. This content enables the audience to determine if the products or services provided by that company are suited to satisfy their needs.

What is inbound marketing?

Inbound marketing services that works

Inbound marketing is a technique for attracting prospects to your company’s products and services by leveraging quality content, social media, SEO. It’s generally perceived as one of the most efficient and cost-effective ways of converting strangers into customers while also creating powerful promoters who will be effective in helping spread word about what you’re doing at work or home.

How lead generation online can be made easier:

Inbound marketing makes lead generation online easier. By staying at the top of your customers’ mind, companies can reduce their lead efforts to a great extent. This is possible by making it easy for prospects to find important information about the product/service that they offer on their website.

It is no longer possible for businesses to rely solely on outbound lead generation or in person events to reach prospects.

Here are some of the strategies you can implement today to generate leads.

#1 – Generate leads online with a content platform.

Content marketing is growing in popularity, because it offers lead generation opportunities for prospects as well as for future buyers of you services.

Develop case studies, how-to videos about topics relating to lead generation that interest your lead.

#2 – Collaborate with content creators for lead generation.

Reach out to bloggers, savvy authors, social media influencers, and other lead generating professionals and discuss ways that you can collaborate on lead generation projects.

One way is to offer them a lead magnet in exchange for an interview about their business essentials lead generation tips.

#3 – Position yourself as authority in the market.

Speaking engagements and workshops can offer you the opportunity to position yourself in front of your ideal client.

Be sure to select your speaking topics strategically, so you can have prospects coming your way, asking for advice and resources.

#4 – Implement a content marketing campaign across multiple channels.

What is multi-channel marketing?

Multi-channel marketing involves marketing across different platforms in order to have a wider reach of (prospective) customers. Instead of relying on one medium to communicate with the public, multi-channel marketing means you are spreading out your efforts to interact with more people. In essence, multi-channel marketing is being everywhere at once.

Multi-channel marketing increases awareness of your brand. Research states that most people require five to seven impressions to remember a brand. Therefore, utilizing multiple platforms would make your brand more popular. This would subsequently increase conversion.

#5 – Hold lead generation webinars.

Lead generation webinars are a great lead conversion tool for lead generating professionals who offer their services online. It’s an effective tool when trying to collect leads, as long as your content is valuable to the attendees.

#6 – Generate leads online by being relevant to your audience.

You can generate leads online by just being helpful. Craft posts and infographics on popular topics, according to your lead’s interests and needs. Share it with your social media followers, email lists, sms, etc.

#7 – Run a giveaway or contest on social media.

Are you considering lead generation online contests?

According to Forbes, 79% of internet users are more likely to purchase from a brand they “like” on social media, and 62% of them would even share branded content with their peers.

Lead contests can be like lead magnets. The key is to offer something of value.

#8 – Start a show and interview leaders, experts, and consultants.

Interview lead generating professionals who can add value to your audience.

#9 – Host an online event: challenge, conference, etc.

An online event can be a lead generation strategy. Whether it’s an exclusive seminar, free training session or a live Q&A, you can promote your event and get hundreds of attendees easily.

#10 – Go live on Facebook + Instagram.

Go live on social media will help your audience interact with you on a 1-on-1 basis. They can ask questions and you can lead your answers in the direction of where lead will be lead to conversion.

How much time would you need to implement inbound marketing?

Inbound marketing is completely scaleable. You can outsource all the content production and all you need to do is simply build the relationships with the leads.

How much is an inbound marketing – content marketing plan?

A complete inbound marketing solution with content written for you, advice on which channels to share, lead generation tactics to promote your magnet, and more can cost $1,000 – $3,000 per month.

What if you don’t want to be on video?

Inbound marketing is about creating content that provides value for your audience. You don’t need to be on video to benefit from inbound marketing! The idea of inbound marketing is to create content that adds value for your audience. It doesn’t focus on turning you into an influencer.

Strategize With An Inbound Marketing Expert

When it comes to lead generation, there are a lot of options out there. In this post we’ve outlined 10 different methods that can help with more leads with less work. Which one will you try first?

If you need additional guidance on how best to implement these tactics in your business or want some tips for getting those leads turn into potential customers, schedule a consultation today! We would love the chance to chat about what’s working (or not) in your demand generation efforts so far and provide helpful feedback – just pick a day from our calendar.

Lead Generation Strategies: Your Master Guide for Finding Ideal Prospects (PDF 100 Ways To Generate Leads)

Fact: Leads are the heart of any business. 

But why? 

Because you’re in business to make a profit, and you can only make a profit if you provide the products and services that your customers demand. 

Wait a second! Shouldn’t advertising bring you clients? This seems like a legit question, right? The inconvenient truth is: marketing and sales are two separate activities that are intended to bring you profits. 

If you’re a solopreneur, you probably learned this lesson the hard way. You realize that there are only 24 hours in a day and you need to work on your lead generation activities, work with clients, plus find creative juices to market your business. 

It’s exhausting! And when the cash flow is not at the level that you expected, your business starts to bring more stress than joy.

Joy is coming your way, no worries! 

Let’s discuss my favorite talk! It’s called 100 Ways To Generate Leads. 

I’ve been doing this talk in person and the response has been so amazing that I decided to share my talk with our blog readers– just because you’re wonderful.

And… if you’re reading this during the month of August, you’re primed to sprint over the last 90 productive days we have left before 2020 comes. 

You read it right. We have about 13 days before we start thinking about turkey. Once this happens, 2020 is right around the corner. For most professionals and entrepreneurs, the holidays slow down their prospecting activities. 

So let’s hook you up with my 100 Ways To Generate Leads. Get ready to implement proven strategies to grow your business!

Common Mistakes Entrepreneurs Make When Generating Leads

A common mistake that many entrepreneurs make when it comes to generating sales leads is to try and use only mass communication techniques. 

Some start collecting contacts and add them to their newsletters. Others add their contacts to their social media channels and start prospecting right away. 


What is the problem with mass communication techniques?  

Your contacts are not leads!  Just because I accepted you as a friend on Facebook doesn’t mean I’m interested in buying from you or hire your services. Prospecting on social media is possible. But it’s not about spamming people.

Or … another example, with networking events. People show up to networking events full of business cards. They approach new connections and hand out their business cards, simply saying “Hello, nice meeting you, here is my business card, can I have yours?”  Then… they add the contact to their email list. 

If your email list has contacts that never showed any intention to work with you and you added them just because you thought they should read your content, those are not leads. 

During my workshop, I formed a debate with the audience, asking them how they define what a lead is. I got many different answers! 

A lead is a sales lead when they have expressed interest in your products or services. For example: they requested an appointment and you have clarified that the appointment is to talk about your products or services (not theirs). Trust me here. I’ve seen this over and over. Especially those coffee invites.  This is another common mistake.

I know why entrepreneurs do it. They want to put their name out there.

While getting your message out to as many people as possible can be beneficial in many respects, personal contact is just as important if you are hoping to develop a long-term relationship with your customers and clients.

You need a lead generation system. 

First Steps To Build Your Lead Generation System

I wrote an article on prospecting explaining my eight “tags” I use to classify the contacts, with each definition, in case you need more clarification on what is a lead. 

For now, let’s get you to review your revenue goals and try to calculate your conversion rates:

  • From connections (suspects) to prospects, what is your ratio?
  • From prospects to leads?
  • From leads to sales opportunities?

About a year ago I hired a sales team so they could help me work with my list of “qualified leads.”  While the sales team did an amazing job at following up with the list, we realized that these leads had the wrong classification. 

This helped us changing our lead generation system completely.

We decided to clean up our email marketing system, and deleted the leads that came from free tools we offered on landing pages- free book, free PDF, free webinar and only tagged leads when they requested a discovery session or completed a marketing assessment.   

Who Is A Lead For Your Business, Anyway?

Don’t just tell me “anyone with a face” if you sell skincare products. Those are not leads! They are not even prospective customers.  Come up with a clear activity that will help you filter or “funnel” those contacts further into your pipeline, so you can generate more leads and track your real conversion rate.

100 Ways To Generate Leads

So let me tell you about this list. It has both digital marketing ways and offline marketing strategies. I called them “ways” but there is a strategy for each.

For example, business cards. You can say “oh I have business cards” and check that item on the list!  But, are your business cards strategized to turn someone from contact into a prospect? If your business cards just have your contact information, then you are missing a GREAT opportunity to generate leads. 

Your 30 second commercial or elevator pitch is another big one. Learning how to communicate in a way that you can promote your business with ease and grace might take some practice, but with some strategies, you can master this skill. I teach a very simple template to craft the elevator pitch: I do ____________ so that ____________.

When you’re describing your services, always keep in mind WITFM = What Is In There For Me, Don’t just say what you do. Features tell what you can do. Benefits sell by relating how the product or service features help the buyer. 

The list also includes places where you can have a listing. This is HUGE for small business owners. You want to take the time to explore where can you add your name and listing, to add more opportunities to connect with prospects. 

I’m sure you will be able to gather a lot of strategies, just from this list. Let’s get you the full version!

How To Select Your Best Ways To Get Leads

With the list, take an inventory of what you have done to generate leads and which strategies you would like to add. 

✔ Those that you have already mastered and have generated results, will stay. Then, add:

✔Those lead generation activities that fit your talent and skills zone. You have no time to lose! 

✔Add those lead generation activities that someone else will do on your behalf. Outsource!

You should have at least 15 lead generation strategies to incorporate to your prospecting activities.  Take a moment and work on the list! 

1) I’ve mastered these 5 Lead Generation Ways: (Networking, Social Media, Nextdoor App)

______________________.

 

2) I would like to learn how to master these 5 Lead Generation Ways: (Social media, podcasting, LinkedIn)

______________________.

 

3) I would love to outsource these 5 Lead Generation Ways: (Content Marketing, SEO, Webinars)

______________________.

 

A Forensic Marketing Expert Makes A Difference

Jessica Campos, JD, BBA is an educator, author, forensic digital marketing expert & strategist.  She traded in her law career in order to pursue her passion: helping entrepreneurs build wealth by taking advantage of the thriving content economy. 

Jessica‘s 15+ years of experience in entrepreneurship, background in law and business, tracked online sales record, and her network, represent a wealth of resources for professionals and entrepreneurs that want to attain success.

Get instant access to her latest book, The 6 Golden Rules of Social Media at www.marketingforgreatness.com. And while you’re there, make sure to check The Greatness Blog and The Greatness Marketing Podcast. 

Book a Free Forensic Marketing Session and let’s get ready to know what I know www.marketingforgreatness.com/assessment