Mary is a business coach who helps entrepreneurs create a marketing strategy for their new businesses. By design, she works one on one with each client for three months and then she is done. You might think this is a nightmare because Mary has to constantly convert more prospects into paying clients to stay profitable. Without consistent traffic, her business is doomed. But Mary isn’t worried. She has a steady stream of prospects and usually has a waiting list for her program. How does she do it? Mary uses these eight methods to keep her sales funnel full of prospects who are lining up for her service.
Embrace social media. Social networking is a must have in today’s ‘plugged in’ stage. Sites like Facebook, Twitter, Pinterest, and LinkedIn have billions of monthly users. Facebook alone has 1.4 billion monthly active users. Your business must have a social presence even if it is a brick and mortar business. You should be on all the networks your target market is spending their time on. Social networking doesn’t stop at your keyboard though, you need to attend local, regional, national, and possibly even international social gatherings relevant to your business. (Learn more about social media influence.)
People love ‘free stuff’ and giving away a free gift is a classic lead generation technique. The gift must be something of value that solves a problem for your prospects. This can be as simple as delivering an e-book or digital report, or handing out free samples and trial offers. (Learn 10 great gifts to improve lead generation.)
Have you heard the statement, “the list is King” or “the money is in the list?” If you spend any time in marketing your business, you’ve heard both phrases frequently. And yet, when I review some entrepreneur’s websites they don’t have an opt-in. Or, it’s buried so deep that website visitors can’t find it. Without an opt-in you are not capturing the email addresses for your prospects. Whether you are a brick-and mortar businesses or an online entrepreneur, you should be building your list as an on-going tactic. This allows you to communicate with all of your prospects in a few keystrokes. (List Building Basics)
To keep your sales funnel full of hot prospects who are ready to purchase your product or service, you must be laser focused on your ideal client. If you narrow your marketing to only those people who fit your profile of an ideal customer, you will qualify your prospects before you ever communicate with them. Stop trying to appeal to everyone, and go after your ideal customer. Add video in blog post
Do you have problems generating leads? Ask your target audience what they want. If no one is beating down your doors to get your free offer, maybe it doesn’t appeal to them. Ask your prospects what you can do for them? When you identify your target clients pain points and offer them a solution, you will create a steady supply of warm leads in your sales funnel.
Fish where the fish are. I remember fishing with my brothers as a kid. We all spread out along the shores of a lake. When one of us caught a fish, the rest of us would run over to try the same spot ourselves. We knew the key to a full stringer of fish was to go where the fish were biting. Find out where your ideal prospects hang out, congregate and mingle, online and off, and establish a presence there.
Engage your prospects. Conversations are, by definition a two way street. Engage your target audience in live chats, webinars and conferences. Be sure you are talking to them and listening to their responses. Your interactions should be personal. Static landing pages, direct mail, or television ads are impersonal, “one-way”, and indirect.
One of the most effective leads is a happy customer referral. Recently, my husband and I heard a local restaurant reviewed by Guy Fieri on Diners, Drive Ins and Dives. We had seen the restaurant many times but would never consider eating there. Because it was recommended, we stopped one day and the food was excellent! This is the power of a referral from a satisfied customer. Ask your customers to share their positive experiences with their friends. A mention on social media is powerful marketing technique. If you would like to further motivate past clients to refer business to you, create an incentive program such as a complimentary session or ebook.
Start incorporating these eight methods in your marketing program today. You will soon discover your sales funnel is overflowing. Have another method to get more leads? Let me know in the comments.