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How to Find Profitable �Lead Generation Sources

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Remind yourself why!you want to find more leads

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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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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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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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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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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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