Do you want to learn how to generate endless leads - on demand - and for free?
If that’s the case, you’ll love my notes on this extremely valuable 4 part video series of The Ultimate Lead Generation Machine with Dan Kennedy.
My notes are based on these 4 videos:
Why Is Lead Generation Important?
Most businesses operate on the premise “a bridge too far” - the only reason for a potential buyer to respond would be to buy.
Almost all advertising and marketing is focusing only on the sell.
But 97% of people aren’t ready to buy right now!
We want to capture that group of prospects and educate them.
And be there (and positioned as the perfect choice) when they are ready.
Overall, the ROI on every ad dollar spend is much better with lead generation.
Plus, now you have a lead database to contact. (sales efficiency)
Owning a “Lead Generation Machine” really can change the core economics of a business!
- Dan S. Kennedy
If you have a bank of leads - with fresh, hot leads consistently coming into your business - you have a bank of dependable future money!
If you don’t have one, you only have hope…
And probably a lot of anxiety etc.
The Lead Generation Magnet
We want to offer something of value to interested people who are not ready to buy yet but are generally interested.
It’s often informational in nature. (for example, a free report with an appealing title/headline)
You want to rotate different formats (pre-recorded message, videos, audios, ebooks, reports, cheat sheets, …) because different people respond to different lead magnets.
Ideally, you want to combine online and offline media.
This low-threshold, high value, “no brainer” offer (= effective lead generation) should be an essential part of any business!
Hybrid Lead Generation
You can combine the direct sales pitch with lead generation; you basically give both options.
Lead Exchange With Similar Businesses
Dan suggests - in order to cut your lead costs drastically - to think about partnering up and exchanging leads with very similar businesses in your industry.
You can do this with any type of non-competing business.
This works perfect with complimentary services and products.
Lead Generation Works In Any Niche
It works in any business, in any country & 90% of the process is universal.
Processes, Structure, System, and Architecture is most important.
It’s all about
- getting a lead,
- managing a lead,
- nurturing a lead, and
- converting a lead.
Lead generation driven businesses are more stable, more predictable.
Traffic is just eyeballs, but what really matters is how many convert into leads, and ultimately how many convert into sales! (revenue)
Look at what worked & still works well! (then adapt for your own business; don’t copy, model it, improve it)
The main thing:
The right magnet for the right audience! (Message to Market Match)
Second most important:
The process you wrap around it.
How to convert leads to sales; develop the lead, build trust, create a relationship with the lead, nurture the lead, …
Third most important:
Multi media lead generation.
Why would people go to website X and put in their email?
-> They think: What’s in it for me?
What do I get?
That’s why you want to give a valuable lead magnet in exchange for their email address.
Plus: You give value upfront.
You also develop profound preference. (expert positioning)
Other people’s customers (OPC) are often cheaper and faster than other people’s money (OPM).
You need a follow-up process no matter what, especially with non-buyers, because there are many many reasons why somebody would not buy on the spot…
You’re in the lead generation and marketing business, your business is NOT your deliverables. (deliverables are interchangeable)
The money is all in the marketing.
I hope you find this article helpful.
Thank you for reading and stay awesome,
Tim for Online Business Dude
PS: Start And Grow Your Own, Profitable Online Business!