Be helpful to generate leads 150401

Being Helpful to Generate Leads in the Digital Age

Marketing for Small Business

Brad Farris: Who is He?

In the good old days, generating leads was easy.

Do good work, get lots of referrals

What happened?

There’s only one way to generate leads.

If a prospect sees that you understand their problem

they will believe that you can fix it.

The Resistance: Skepticism

The Antidote: Give Good Stuff Away

A2L Consulting

Ken Lopez

Internet Marketing is dumb!

They’re not my customers

Social is a waste of time...

Out of frustration, he gave it a try.

Sales process changed

The Process

Create interesting and valuable content

Get it in front of your target audience

Make compelling offers to capture leads

Qualify and close Sales

Big Picture Overview

Your Website = Home Base

Social Media = Embassies

Activities here drive traffic back to your website’s content and offers

Targeted Communities = Outposts

Communities rich with your target customers are perfect places to publish your content

Where are the Embassies and Outposts for my

industry?

Ask your prospects and customers...

What makes great content?

Now let’s break that down…

GOOGLE

CLIENT

? CRAPPY 1ST

DRAFT

INDUSTRY GROUPS

BLOG POST

BACKLINKSfrom other

blogs

How do I demonstrate helpfulness?

Repeat 10-20x

PRESENTATION

10-20 BLOGS EBOOKLANDING PAGE

LEADS

INDUSTRY GROUPS

BLOG POST

VIDEO SLIDESHARE

GOOGLE

BACKLINKSfrom other

blogs

When you give, Ask!

When they give, follow up

Thank You Page

Thank You Email

Additional (related) content

Call

This takes a lot of time...

Where should I invest?

Content Creation

Your Ideas

Your voice

You need to write a CRAPPY first draft.

Editing and final drafts

Making things “pretty”

Distribution

Your Job Delegate

The more things change...

...the more they stay the same.

If a prospect sees that you understand their problem

they will believe that you can fix it.

Thank You! Questions?

Brad Farris@blfarris

[email protected] x110