GSD 183: How A Lead Generation System Works & How To Get Traffic

This is the first GSD that we are running in an actual semi-video studio. Yesterday, I posted a video on setting this thing up, but basically, the idea of it is, we have a couple of different cameras. We got a feed for the desktop, and we’re going to continue. When I’m not on location, I’m hoping to shoot most of the content from this space. Now, but being that we have a couple of different cameras, I can do this and it all becomes part of the feed, so pretty cool. We can also flip to the third camera, which is our desktop unit. And then, of course, it’s all being controlled from this mic. Very excited about recording something that feels a little bit more engaging and feels a little bit more professional.

But today what I want to talk about is lead generation. There are some lead generation tactics that we are well known for, and that are sales phones, automated webinars, running traffic through free plus shipping book offers, doing lead magnets, and that kind of thing. And all of them are arranged around this idea of paid traffic. Basically what it is, is we systematize lead generation. Somebody comes in, they sign up for a free download, they sign up for a webinar, and they jump into the mix somehow. And there are lots of lead generation tactics that are often based, inbound based, and that’s what we specialize in. All in all, it takes a lot of different things to pull it off. It takes your sales pages, sales page copy, it takes landing pages, lead magnet pages, and landing page-like confirmations.

There are lots of different pages and email sequences that end up going into play. If somebody downloads something, then they get email one, email two, email three, and email four, and they get sent out from the CRM itself. Now, if we go into some of the different pieces of it, basically every type of paid lead generation, really focuses on ad management, so it’s Facebook ads, Google ads, Instagram ads, LinkedIn ads, and YouTube ads even. It’s running paid traffic into those pages themselves. But at the end of the day, what you’re trying to do is qualify segmenting buyers, and that’s all there is to it when it comes to the paid lead generation piece. There are some things that you can do, some advanced lead generation tactics, that we like, that are less about paid ads and more about some organic traffic, some stuff that works better on the B2B space, or some stuff that works better than the B2C space.

But all in all, one of the solid ways of generating free leads is setting up an affiliate program. There are lots of ways to put together an affiliate program, but you can use a piece of software like Post Affiliate Pro, or postaffiliatepro.com, it might have been bought out by somebody. No, Post Affiliate Pro, is still the same, so you can use a piece of software like Post Affiliate Pro. And basically what that does is, Post Affiliate Pro lets people get paid for running traffic to your pages. If they sell something, then they get paid for that. They might get paid on a CPA basis, they might get paid on a CPM basis. They might get paid on a per-lead or even a zip-submit basis if you give them $5 per lead or whatever. It’s still kind of paid traffic, but it’s not you running the ads, it’s you basically picking up from the lead or the sale and then moving forward from there.

Now, another thing that works pretty well is online courses. I was just telling some of our team today that with the way the world is working right now, I expect that most new sales are going to come out of online courses, meaning it’s somebody paying five bucks, 10 bucks, 27, 97, $197 for a course, they’re going to be able to get most of the information to get to where they need to go. But some of those high ticket services, high ticket consulting, the more granular things, those are very, very much going to be sold as upsells to those courses, as opposed to how it’s been the last couple years, which is somebody comes in, they watch a webinar, they fill out a form, they jump on a sales call. I think there’s going to be a knowledge transfer that has to happen before some of our higher ticket sales, for a lot of our clients.

I strongly encourage creating courses for lead generation. I think it’s one of the biggest points of scale in the next couple of years as opposed to how it’s been lately. The course is super, super strong. I cannot recommend creating just a free leg gen course, highly enough. Now, the next one is keywords. This is Google-specific or SEO-specific. Find the keyword phrases that your customers are typing into Google, and then rank or pay for those particular keyword phrases. That’s not a new tactic, that’s paid advertising 101 or SEO 101, but at the end of the day, you want to make sure that you are where your customers are. And keyword phrases, search-based traffic helps you get there.

We’ve got LinkedIn Sales Navigator. I like LinkedIn Sales Navigator, but one of the biggest fallbacks of LinkedIn Sales Navigator is that person doesn’t necessarily know you yet. There’s no previous relationship with you, they didn’t come looking for you. It’s very much outbound, which I feel puts you at a disadvantage. There are billions of dollars made from outbound marketing every single day, but it’s a longer path to cash than inbound. And I think that’s where some of the sales navigator stuff falls short. But at the end of the day, it still works. There’s another one that I like called retention.com. Retention, they were just getemails.com, but it’s still cold. But this software is tapping into a bigger database. And if somebody lands on your website, then they’re able to match 15% of your website traffic to actual addresses and email addresses, and then it shoves it into your CRM, which is super, super powerful. It’s a way of doing lead generation without actually doing lead generation too.

Now, if we go back to here, we got Leadberry, which it’s a way to reveal some of your website visitors. Not quite as powerful as Retention or Get emails, but it works. Strategic Alliances are another one. Going in and partnering with other industry players and either sharing email lists or opting into each other or doing affiliate JV swaps between you, works well. Even some of the brokered email leads work well. And podcasts. Podcasts, different kinds of live streams, and all of that stuff work tremendously well anymore.

But at the end of the day, there’s time and money. Are you looking to invest time into your lead generation process or are you looking to invest money? And when you invest money, when you do pay ads, you don’t need to wait for the search engines to catch up to rank. You don’t need to wait for some of those outbound B2B marketing efforts to start producing value. You’re able to turn on some ads, run them through a sales funnel, and then start collecting leads on the backside. And that’s really what our specialty is.

If you have any questions at all or you would like to jump on an action plan call, just go to doneforyou.com/start. Fill in the little form, book a call on my calendar, and we’ll jump on a call and just walk through some of the strategies and tactics that you can employ for lead generation for your business.