[2023] What is Lead Generation

[2023] What is Lead Generation, and How can it Help Your Business Grow

SUMMARY KEYWORDS

lead generation, utilize, lead magnets, leads, order, talk, funnel, website, content, customer lifecycle, ninja tactics, automate, communicate, process, optimize, automation, conversion, opt, customers, business

SPEAKER: Jesse Razo

00:00 – What is Lead Generation, and How can it Help Your Business Grow?

Hey guys, I got another quick training for you. Today, I’m going to talk with you about lead generation as it applies to customer lifecycle automation. I know your time is incredibly powerful, so I promise not to waste a single moment. For those of you that don’t know me, my name is Jesse, and I’m the lead designer at razoRSharp. And, for the past decade, we’ve been helping our clients automate their customer lifecycle. Optimize their online assets so that they can pay dividends to their company over time. Today, I’m going to talk with you specifically about lead generation. And, on how it applies to our customer lifecycle automation framework. Or, what it is that we focus on with our clients. Of course, if you’ve been with us for some time, customer lifecycle automation helps us overcome five of the biggest challenges facing most organizations out there.

First and foremost is lead generation, lead, nurturing customer acquisition, product, and promise fulfillment, and lastly, customer retention, and ascension. We believe that if you overcome these five challenges, you have a shot in regard to your business scaling. And, growing into something that can create a legacy for you and your family. I’m going to jump right in. And, I’m creating an FAQ based on feedback that we’ve got from our customers and community. So, I’m going to go ahead and read through each one of these top 10 questions really quickly. And, I’m going to read our responses and give you some ninja tactics that you can implement in your business. It is in order to get results today.

01:05 – What is lead generation, and why is it important for businesses?

First and foremost, what is lead generation? And, why is it so important? Lead Generation is really the process of identifying and cultivating relationships with potential customers. And, it’s incredibly important because I don’t believe that you can scale your business to overcome the challenge of understanding how to predictably generate and scale your lead generation campaign. And, it’s not you’re not going to have what you need in order to feed your business. So, that’s why it’s so important.

01:55 – How can I generate leads for my business online?

Well, there are a lot of great ways to do it. But you know, from a top-level standpoint, the best way to do it is to create what’s called lead magnets. Or, value-based content that people are willing to exchange your contact information for. And then, optimize your website for lead generation. What we mean by this is really having your lead magnets clearly defined and prominent. And, having your funnels identified on your website. Then, make it really frictionless for people in order to access. And, don’t make it complex for contacts in order to opt into your leads. But, you need to understand who you’re communicating with.

And, what challenges they want to overcome or the desired outcome that they’re trying to achieve. Because unless you know that. First and foremost, you’re not going to know how to build or create value-based content. So, that’s the first stage. And then, publishing it predominantly on your website is stage number two. Stage number three is to syndicate out into social media and then take a look at your feedback and engagement. And then, determine whether or not you want to do paid placement on that Legion campaign.

02:59 – What are some effective strategies for online lead generation?

So, what are some effective strategies for online lead generation? Well, I talked about valuable content, and optimizing your website for lead gen, again, it is another way to do it. Using social media, talked a little bit about that. And then, email marketing, every time you create some value-based content for all the contents that you’re originating. And for, those that haven’t converted into customers yet, go ahead and email that out to them. Then, see what the uptake rate is in the new piece of content. And, utilize that feedback to determine whether or not you want to syndicate into social media. Also, you can do paid placements on that lead generation campaign.

03:35 – How can I use social media to generate leads?

Well, I talk with you about how we utilize it. We utilize social media in order to really test the marketplace, and find out what sticks and what doesn’t stick. And, find out, whether or not, what it is that we produce is really value-based to the community that we’re creating over time. So, that’s the first way that you do utilize social media as kind of that feedback loop with your community in real-time. And, from there, you know, figure out whether or not the content is getting a high engagement rate. Or, do pay placements inside of those social media channels. Get a little bit more visibility outside of your friends and family. From there, you can determine whether or not a paid placement and or ad campaign would be effective for that lead magnet.

04:25 – How can I optimize my website for lead generation?

How can you optimize your website for lead gen? There are a couple of different things that we recommend. So, make sure that you have clear calls to action. Instead of using heavy copy-rich content, we highly encourage the use of hooks and headlines that can communicate a desired outcome. Or, a specific result to a specific person. Right, that hooks in headlines should identify who it is you’re talking to. And, it communicates the result that they’re trying to achieve. So, instead of using paragraphs, use persuasive bullets.

Again, in order to communicate as much as you possibly can in as few words as humanly possible. Also, we highly encourage the use of video on all your websites. So, that the contents a little bit more engaging people don’t like to read these days. They like to watch videos, though. So, that can be a really another way that you can engage with prospective future customers.

05:16 – How can I use email marketing to generate leads?

Well, we spoke about one way. First and foremost, create lead magnets and then email your community or the email your email list, that lead magnet. Look for feedback on that, and determine how much time energy, and effort you want to put into it. Secondly, would be to utilize something like what Russell Brunson talks about. And, with the top 100, we’re you’re identifying traffic sources that already exist. And, it’s whether they’re influencer base, whether they have blogs or anything like that. They have often lists that you leverage email. Then, what you could do is you can utilize their email list in order to do the same thing. This means that you reach out to them and say, Hey, I have this really great piece of content. I’d love it, and if you’d send it out to your community.

And, it looks like you’re interested in lead generation. Now, let’s say I create a piece of content or Legion. And, I reached out to all the websites that have blogs built around lead gen that isn’t competitors that have email lists. So, what I would do is reach out to them, send them a link, and say, Hey, I’d love it. And, if you send this information out to your community, it looks like you linked to related content. This is the latest and greatest for 2023. So, it’s in regard to our top 10 questions that people ask about Legion. We’d love for you to link in and also, send it to your community. So, that’s two ways, two strategies and into Tech Ninja tactics that you can utilize email in order to do lead gen.

06:45 – What are some tools and software that can help me with online lead generation?

What are some tools and software that can help you with your online lead generation? First and foremost, marketing automation, I don’t think that anyone person can manage a marketing campaign without some degree of automation. Whether that’s lead generation, lead nurturing, customer acquisition, product fulfillment or promise fulfillment, or your customer retention and ascension programs. So, I think that as much automation as you can do is personalized and humanized. And, that is where you should draw the line. You shouldn’t over-automate, but you should definitely have some type of marketing automation that you can utilize. From the bottom level up, you could utilize free software or premium offers like Mail Chimp or Constant Contact. So, if you’re looking for a more robust solution, I would highly encourage KEAP-Infusionsoft because we are a partner of theirs.

Or, if you’re looking for some, do-it-yourself options out there, maybe take a look at go high level. And, fix your funnel and things of that nature where you can do it yourself. They can be incredibly powerful tools and help you automate the process. So, if you need support with that letter, let us know, that’s what we do. And, we’re really, really good at it. Then, another thing that you want to make sure that you’re conscious of is Analytics Tools. Also, make sure that you track everything from the initial contact. And, it’s all the way through what they’re doing on your website, whether or not they opt in or opt-out. Then, what you’re going to do from a sequencing standpoint on the back end? And, if they do opt-in is incredibly important.

So, make sure that you track their entire customer lifecycle from origination, through conversion. And, also, from the post-conversion follow-up process for ascension and retention.

08:29 – How can I track and measure the success of my lead-generation efforts?

Well, of course, you need to make sure that you have the right technology stack in place. And, you want to make sure from an analytic standpoint that it’s in place. Then, you want to make sure that you’re tracking all your conversion data. And then, you’re monitoring the performance of the campaign to take a look at the business picture from the original. Or, it’s from the origination of the content of the lead all the way through the conversion, right? You want to make sure that you know which channel it comes in on how it originated. And, where it comes through and is able to determine the costs associated with that from front to back.

So, that’s going to give you the information that you need to determine whether or not it’s predictable, duplicable, and scalable. And, this is the important thing that you’re trying to overcome. Or, trying to figure out your lead generation, efforts, and campaign.

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09:26 – How can I turn website visitors into leads?

We touched on this a little bit. Of course, a couple of different types of online assets that you can focus on in regard to building out. And of course, your website is one that communicates your business and your brand.

You can also do lead generation funnels, which gives you a little bit more streamlined process. And, fewer options when it comes to what it is that you’re communicating. Generally, won’t have menu items and or unrelated items on the actual page itself. So, there’ll be one path all the way through your phone. Now, another thing that you can build out is what’s called a funnel hub. Russell Brunson talks about funnel hubs, where he basically builds out websites that aggregate all of his offers into one area and location. And, it has a clearly defined call-to-action that gives people one central location in order to engage with the entire funnel. So, it’s all three of those assets are highly effective. We encourage that, regardless of what asset you’re building, and whether you optimize it for conversions.

Again, I’ll repeat some of the take-homes that I would encourage you that you utilize. Firstly, hooks and headlines communicate a specific outcome to a specific avatar. Secondly, instead of paragraphs, utilize persuasive bullets. Third, have a clearly defined call-to-action and make sure that all of your lead magnets are published. And, it’s highly visible on your website. Now, the last question is

10:45 – How can I turn leads into customers?

Well, you want to make sure that you have a highly effective lead-nurturing campaign. And, you want to make sure that you engage with them in the shortest time period as you possibly can. Then, if that means a phone call within the first five minutes, they fill out your lead form. And, that’s what I would do depending on the cost of your services, and more high-ticket items. So, you want to make sure that you take them through and that you properly frame that content. And then, set up the context of what it is that you’re going to be doing. Then, it’s how it is that you’re going to be contacting them. So, if it’s something that you can convert rapidly online, I would dump them right into your customer acquisition campaign.

And, your funnel is associated with that specific product process, or service regardless of what it is you’re selling. Again, I think that if I was to say the one thing that you want to be conscious of. And, when you’re talking about converting customers into leads, one is making sure you have a really effective lead nurturing campaign. And, two is speed, the speed at which you put your offer in front of them. Or, get them into your funnel, right? So, you don’t want to just collect their data, let it age over time. Because literally, people’s attention spans are so short these days. And, I think that speed is one of the ways that you can definitely convert more business. You know, making sure that you have a clearly defined process, making sure that you deliver on your promises, very rapidly.

Convert More Leads into Customers with a Highly Effective Lead-Nurturing Campaign and Speed of Delivery

And, make sure that your lead magnets are set up and automated. Then, they’re getting access to the information that they have. And then, always be focused on what’s next for that contact, where they’re at in their customer lifecycle process. Then, what it is that you can deliver to them that will move them to the next stage of that process. Then, constantly be utilizing that as a flywheel in order to constantly be churning and burning in regards to contacts. And, grow both your leads and your customers, and your business over time. So, that’s all I got for you right now. And, those are the top 10 Questions from our community and our customers.

Hopefully, that gave you some insights into things that are actionable that you can utilize today on your website. It’s your funnel hubs or your funnels in order to convert more contacts into leads. And, that’s all I got for you today. So, until the next time, we speak make today and every day a fantastic day. We’ll talk with you real soon.