In today’s video, I want to talk to you about lead generation hack number five.
You want to sell more of your marketing services regardless of what type of services those are.
It could be SEO, PBC, Facebook ads, web design, copy, content creation, whatever it is that you sell, you likely want to sell more of it.
For the purposes of this video, I’m going to use fence and deck building companies as our target market just to show you how this hack works.
First thing we would want to know when dealing with any niche is how do they currently find new clients? What is their primary and most effective strategy to land new business.
Once we know how they typically find their new clients today we are well positioned. What you’re going to find out likely is at top of the list is referrals, and then word of mouth, and then a variety of other tactics they probably have tried.
Generally, at the top of the list is referrals and word of mouth. This is a common thing for most businesses and we need to take advantage of this because we want to sell them other marketing services, but we need to understand how they’re currently bringing in new clients.
Your goal, as a marketing company is to develop ways to attract & convert more of their ideal clients.
But in order to do that, you have to figure out how to go from a marketing pest, to a welcome guest in the eyes of the business owner.
This is the first step in being able to sell more marketing services.
If you want to increase your qualified leads and really attract a lot more paying clients into your business, you need to break through the noise in your marketplace.
You want your prospects to view you in a certain way, right?
You want to pre-frame yourself as an expert, a trusted advisor, somebody who understands their pain points and their challenges, and most importantly, somebody that can help them. So then rather than just pitching your core service straight away, which is the approach most marketers take. Think of all the spam your clients get daily, for every marketing service under the sun.
How effective do you think this strategy is if it is not coupled with some way of capturing the business owner’s attention in a way that compels them to want to engage with you.
If you are doing what everybody else is doing ultimately there’s no way for you to differentiate your business from everybody else that’s saying, “I’m the number one marketer on the internet.”
So instead what you want to do is look for an angle that allows you to stand out, add value, and capture their attention all at the same.
Lead Generation Hack # 5
What if you offered to help them optimize their referral system? Most companies generate most of their new business from referrals, but they don’t have a formalized referral system to optimize and maximize the number of referrals they get.
What if your first offer was a blueprint designed to show them how to take their “deck company” and install a referral system that would double the number of referrals they receive each month.
This is something that’s going to be a much more compelling offer, something that’s going to resonate specifically with the business owner your targeting.
Because most business owners will tell you that referrals are their number one source of new business this is something you can use in almost any niche.
It gives them something tangible. It’s a free offer and it allows you to demonstrate that you understand their business.
How you use this as part of your lead generation process.
You can use it as a lead magnet in an article that we write about that particular industry.
As a display ad with FREE download call to action.
It will event work as cold email or cold call as your free offer… Easy for them to say yes to.
Ultimately what we’re trying to do is make them an offer they can’t refuse.
Showing them how to use a referral system to double the number of referrals they’re getting for free is something that they’re going to say yes to at a much higher rate.
We want to push them to that opt-in. We want to give them the blueprint of how to set up a referral system for their business.
Then if they take us up on that, we’re able to use the actual templates and step-by-step guides that we develop for that particular business as a trip wire. (low cost – low risk, high value offer, to convert leads into paying clients)
The purpose of the trip wire is just to earn the right to pitch our core service. What’s going to happen is you’re going to watch your conversions improve dramatically.
If you have any questions, drop them below and I’m happy to engage here on the blog.
If your business is stuck and you want to create more leads, or land more paying clients, check out my FREE Marketing System Framework: How To Attract & Convert Your Ideal Clients Easily.