senatorclub.co
How to Find Profitable �Lead Generation Sources
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senatorclub.co
Remind yourself why!you want to find more leads
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senatorclub.co
Where my sales strategy comes from
• Selling local & long-distance telecommunications services for MLM program
• Selling $25M+ companies to investors and other larger companies at investment bank
• Selling 3 different products in three different industries at three different failed startups
• Selling legal software to massive companies that get sued a lot
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senatorclub.co
Learn the Fundamentals of Lead Generation!
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Think of it as an experiment
• Most people ask themselves: – How am I supposed to generate leads?
• You ask yourself: – What if I tried to generate leads this way?
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Know your objective everyday
• Generate leads • with the highest quality • at the lowest cost • to convert into customers • that pay you money • known as revenue • to grow your business.
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Simple process, difficult to do
1. Find leads – get the word out about your product
– do it within your budget
2. Capture their information – use a CRM tool to manage your leads
• Salesforce.com, RelateIQ, CapsuleCRM
– use form widgets on your website to capture your leads • Marketo, hubspot, aweber, Unbounce, popup domination
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You must know this before you start
• Your target customer
• Their buying process
• Their key influencers and decision makers
• Your product and brand message
• Specific goal for each lead generation campaign
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senatorclub.co
Low Volume Lead Generation!3 Specific Strategies to Find a Few Targeted Leads
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Get leads from a paid data source
• Pay for data: Capital IQ, Data.com, Hoovers, Radius
• Add to your CRM solution
• Email and call them
• Primary example:
– Investment banking, selling $25 million tech company
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Get leads from magazines and media
• Get leads from industry magazines, journals, blog posts, conference speaker lists
• Add to CRM
• Send out personal card through actual mail
• Primary example:
– Wealth advisor, $100 million in assets under management
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senatorclub.co
Get leads from social media
• Get leads from LinkedIn; connections, people search, groups, people also viewed
• Add to CRM
• Email and call them
• Primary example:
– Enterprise software sales, recent proof of concept
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senatorclub.co
High Volume Lead Generation!5 Specific Strategies to Find a Lot of Targeted Leads
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Target complimentary product leads
• Think about products who’s popularity would make your company thrive
• Target the audience of those products with your
unique message
• Primary example: – EventChocolate, got 485 user signups in two months – Emailed users from ticket management website
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Target substitute product leads
• Think about products that would be used if you and your competitors didn’t exist
• Target the audience of those products with your unique message
• Primary example: – AirBnB, sent direct emails on craigslist – http://www.quora.com/Airbnb-Craigslist-Spamming-
Controversy
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Target industry related blog leads
• Identify 200 industry related blogs • Collect blog traffic stats, author and email address • Send them an email offering to write a guest post • Direct traffic back to squeeze page/content
• Primary example: – Buffer App CEO, Leo Wildrich, guest posted on blogs – “Solely through guest blogging we've acquired around
100,000 users within the first 9 months of running Buffer.”
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Target leads via new ad channels
• New ad channels are the least expensive because they are unproven (AdWords, Facebook, Youtube)
• Spend a small amount of money to test conversions • Scale up if effective and affordable
• Primary example:
– SimplePickup.com, gets youtube video ads for free
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Target customer referral leads
• Ask your existing customers to refer you • Incentivize them by offering them something of
value in exchange • Collect the best leads of your life
• Primary example: – Life Insurance Agency, send referral cards for movie
tickets
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BONUS
Lead generation for your new pizza shop
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Conclusion • Get leads from paid data sources • Get leads from magazines and media • Get leads from social media
• Target complimentary product leads • Target substitute product leads • Target industry related blogs • Target leads via new ad channels • Target customer referral leads
Now go out, work hard, and find those leads!
LOW VOLUME
HIGH VOLUME
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