Providing you implement these strategies correctly and thoroughly, these will undoubtably serve your business correctly. These are already working for over 26,000 businesses who have grown their businesses quickly
Without a steady supply of leads or enquiries, you won’t be able to acquire clients, customers or patients, so if you’re actively looking to obtain more of them, then lead generation is a priority for you.
One big mistake we see most small and medium sized businesses make is that they use only one main method to generate leads. This is a dangerous and limiting approach. It’s dangerous because if all you use is one tactic or strategy and for some reason it stops working, you’ve got a big problem on your hands.
It’s limiting because for it to be really effective it’s important you use multiple lead-generation strategies. Then, of course, you get multiplied results.
What you need to do is take a slightly different approach to the lead-generation strategies you use. What I’m about to reveal is an approach that very few people outside our inner circle of coaching clients use. I promise it is the best way for you to determine which lead-generation strategies you should use for YOUR business.
More importantly, it maximises your results, because you’re not reliant on one tactic or strategy, or one main media. In this context, when I talk about ‘media’, I am referring to the way in which your lead-generation strategy is delivered to your target market.
Most people become reliant on one strategy and one media. In fact, more often than not, they simply use the same media and strategies that all their competitors are using.
This could mean two things:
- In most cases the best media isn’t being used, and, as a result, neither are the best marketing tactics and strategies being used for the right target market(s).
- Existing marketing tactics and strategies are
Furthermore, there can be a huge difference in results if you don’t choose the correct media. It’s been my experience that many businesses leave small fortunes on the table, simply because they have failed to choose the correct media.
The good news is that once you’ve defined the media, the lead-generation tactics and strategies select themselves.
This is a very simple yet highly effective way to determine the right media channels to use for your business.
Let’s look at the media channels available to you. As you can see, there are just three main media categories:
Published Media
E-Media
Direct Marketing Media.
The following table shows each media category and the associated strategies you can use for that particular media
| Media Category | Strategies |
| 1. Published Media | · Classified Advertising
· Newspaper, Magazine and Trade Press Advertising · Business Directory Advertising · Inserts · Radio Advertising · TV Advertising · Press Releases · Etc. |
| 2. Direct Marketing Media | · Seminars
· Letters · Postcards · Flyers · Joint Ventures · Newsletters · Leaflets · Telemarketing · Networking · Etc. |
| 3. E-Media | · Website
· Search Engines · Pay-Per-Click Search Engines · Other Social Media · Press Releases · Etc. |
So how do you choose the right media channel category and combination of media channels for your business?
First, and this is important:
It is recommended that we use all three media categories to reach our target market(s). Tests have proved that if you use a combination of all three categories, your results mushroom.
Second, to choose the right strategies, all you need to do is ask yourself the following two simple questions:
- ‘Where can my target market be reached?’
- ‘Where would the target market look to source our products or services?’
The answers to these two questions will help you to determine which marketing strategies to use. For example…
| CHOOSING THE RIGHT STRATEGIES | |||
| Where can the target market be found? | Media Category | STRATEGIES | |
| At work (or in the business) | Direct Marketing | · Seminars | |
| Media | · Letters | ||
| · Postcards | |||
| · Flyers | |||
| · Joint Ventures | |||
| · Newsletters | |||
| · Leaflets | |||
| · Telemarketing | |||
| At home | Direct Marketing | · Seminars | |
| Media | · Sales Letter | ||
| · Postcards | |||
| · Flyers | |||
| · Joint Ventures | |||
| · Newsletters | |||
| · Leaflets | |||
| · Telemarketing | |||
| Subscribing To Trade Press | Published Media | · Classifieds
· Trade Press · Inserts · Press Releases |
|
As you can see from the table above, you have numerous options in terms of the media category and then the strategies you should use. I want to reinforce the one thing that will determine the success or failure of your lead generation:
your irresistible offer.
When it comes to lead generation, it’s hard to beat a ‘lead magnet’. These are based on the ‘soft offers’.
They’re great because once created you can direct people to a specific page on your website, known as a ‘landing page’ and deliver it FREE.
You would then use the other lead- generation strategies to promote the lead magnet (such as email, direct mail, etc.,) and then follow up with the people who requested the lead magnet (remember, only a small percentage of visitors will buy from you during their first visit, so follow- up is crucial to increase sales).
