The Truth About Leads…
Since the start of my business I’ve been one of those people that gets leads (ie, prospects0 from many different sources. Some people find me online, by doing a search. Some meet me in person, some are told about me from a friend, and I introduce others to Brand Excitement by purchasing their mailing address to send some information to them.
Yep, you read that right. I buy leads. And almost every successful business that you know of does the same. For some they place ads all over Google, or buy leads by the thousands from a service. And still others will piggyback on someone else’s list by placing a banner ad or paying to have a dedicated newsletter sent to that audience.
I’ve had friends and colleagues try to use leads in all of the above and then they were disappointed and couldn’t believe it when nothing much happened.
Their site probably got a LOT of hits, but nobody bought anything. How could that happen? Well, there are so many variables that determine a good lead, a good list, and interest. Experts have been arguing about it for years. Why?
Most often the reason is that any lead you buy isn’t NEARLY as powerful as a list of leads you build yourself.
I’ve found that the key to really building quality leads is in engaging your community. Being truly of service, and service can be resources, information, advice, or even encouragement. When that happens the people who come to you come as warm leads — who then convert into a HOT lead that WILL buy something.
What’s the difference?
The hot lead read your information, got to know and trust you, THEN came to you discover your business in a deeper way. By that point, they created a mental bond with you and your ability to help them achieve their goal. This lead, coupled with a great lead building system, is much more prepared to buy than any other kind of lead.
Wanna check the facts on this? Look who is making good money online and offline year, after year, after year. It’s people who have a big list, lots of social connections and sites filled with good information. They spend a lot of time talking with people, offer helpful resources like an e-book, or send repeated followup messages.
These methods all build a RELATIONSHIP, making others 20 times more likely to buy. While an online ad might get you thousands of hits and lots of traffic, building your own leads guides people to actually BUY something.
So here’s the best way to proceed, start marketing using the methods above and use a spreadsheet to track the results your getting from each type. Don’t be a one-hit wonder. Give it a good 3 months, and multiple touchpoints, and then you’ll have real measurable results. Let me know how it goes for you, ok?