Increased lead generation is a goal for every company. Businesses spend a lot of money on lead creation. But you will only close deals if your potential customers are prepared to purchase.
Prospects interested in your product or service and ready to buy are considered good leads. It helps companies increase sales and ROI. When it comes to leads, many companies still prioritize quantity over quality.
Modern marketing tools, software, and social media platforms allow marketers to improve their lead generation skills. The main challenge is identifying high-quality, ready-to-buy leads.
This review will cover lead generation, its process, lead qualification, and various lead generation strategies.
How To Do Lead Generation teaches you an online business model known as “lead generation.” In my personal opinion, this is probably the top business model out there.
While How To Do Lead Generation has its merits, it’s NOT my top recommendation if you’re interested in Lead Generation.
My top program in the lead generation category is going to be Josh Osborne & Sean Kochel’s Digital Rental Method program.
The thing is: there’s a good way and a bad way to run a lead generation business.
The bad way is using outdated SEO tactics and sketchy “black-hat” Google My Business listings to send phone calls to local businesses.
This leaves you at the mercy of Google’s search algorithm updates, which has a history of ruining lead generation empires in a single day.
I have friends that have gone from $50K/mo in passive income down to nearly $0 because their listings got suspended (and they never got them back!)
Every guru out there has “their secret method” to “ensure” Google doesn’t slap you down with a huge penalty. Well, to that, I say good luck fighting a $200 billion per year tech giant.
The good way to do lead generation, is building assets that YOU own while playing by the rules and giving companies like Google and Facebook what they desire most – relevancy.
In this model, you build high-converting digital assets (like a landing page) and push high-quality customers through them. You then flip these customers to a client willing to take them and charge a fee for making the connection.
You’re kind of like a… lead dealer.
If you’ve followed me for a while, you’ll know that I recommend this lead generation program, because it helps my boyfriend and I personally make over $20,000/mo on autopilot.
The cool part is that it shows you pretty much exactly what to do to create a recurring revenue stream, that can bring you in anywhere from a few thousand, to $10,000+ per month.
I really like how you can build it with only an hour or two each day, and you can grow it as big (or small) as you want to.
If that sounds interesting to you, check out The Digital Rental Method program here
That being said, let’s continue on to the How To Do Lead Generation review.
What Is Lead Generation?
Lead generation aims to turn interested parties into paying customers by attracting and maintaining a steady stream of new leads. You can generate leads in various ways, including job applications, blog articles, discount codes, in-person events, and online content.
These are just a few techniques for attracting potential customers to your product or service. Because lead generation strategies vary by industry, most companies stick to what works best.
Email and social media marketing may work for online fashion stores but not software companies. A blog or a sequence of webinars could be better lead generation tools for people looking for software.
Lead Generation Process
Lead generation is portrayed unrealistically and overly linked to marketing strategies, especially inbound marketing. However, inbound marketing is simply one facet of lead creation.
These are the lead generation steps you can take:
Stage 1: Analysis And Planning
A. Decide On Necessary Personnel
There should be a dedicated email copywriter, SDR (sales development rep), and researcher. A marketing director or vice president may facilitate better communication and cooperation between the sales and marketing departments.
B. Prepare A Budget Analysis
Starting salary for your outbound prospecting team may be estimated by looking at the wages of similar businesses and professionals in the sector.
C. Study The Market And Rivals
Establish a prototype of your perfect client. Indicators of Customer Satisfaction (ICPs) are a collection of metrics derived from actual customers and active sales opportunities. It specifies your ideal client’s age range, gender, education level, and income bracket.
D. Analyze Prospects
An ICP is a guide to finding leads; a buyer persona is a guide to targeting them. Potential customers’ professional experience and generalized psychological traits are included.
E. Set The Timer
Plan your lead generation campaign’s deadlines, set the launch date and duration of the campaign, and plan your team’s daily tasks (SDRs, researchers, copywriters, etc.).
F. Select Tools
Customer Relationship Management is essential for lead generation. If you don’t have one, get one.
G. Always Plan
But first, a few more things. Define your lead generation process goals first. What will your SDRs do?
Stage 2: Research
A. Prepare The Newcomers
If you’re just getting started, you’ll have to put in some time and effort to study and hone your skills. Your researchers need to be aware of three factors before commencing the real research.
B. Conduct Research
The researchers are now actually:
- Find leads and their contact information.
- Complete the database (e.g., a spreadsheet)
- Hand over the database to SDRs
C. Report
Reporting is essential for monitoring each worker’s performance and keeping track of incoming leads.
Stage 3: Message
Make A Copy For Each Of Your Messaging Channels
A good copy should answer the following questions for the person seeing your company name for the first time:
- Why should I?
- What makes this product/service unique?
- Why is it now?
Your copywriter plays an important role in this. The copy must adhere to the buyer’s persona, be brief, simple, and, most importantly, human.
Stag 4: Pre-Targeting
Create Highly Targeted Ads
Pre-targeting is required to get the most out of cold outreach. Advertising that creates brand awareness among a target audience is pre-targeting. It warms prospects before your first email or call.
What role does pre-targeting play in your lead generation efforts?
- Brand awareness boosts
- It prepares leads for cold outreach.
- It improves your outbound marketing KPIs: CTR, CVR, and RTR.
An ad click should lead to a landing page. Ads that are clicked are great, but seen ads are better.
Stage 5: Landing Pages
Make Landing Pages
Pre-targeting advertisements and email material may be crafted from landing pages. You may use it for either or both purposes. A landing page is required to gather information from potential customers or book a discovery call.
So why use landing pages instead of website links? The website has lots of info and CTAs. The landing page eliminates all distractions and focuses on one action.
Stage 6: Emails And Phone Calls
These two stages of lead creation often occur simultaneously. After the first round of emails has been sent, it is time to start phoning.
A. Research And Upload
Your researchers chose your leads and sent them to the SDRs. If the lead flow is high, it’s better to double-check. Then SDRs look for lead information that can be used to personalize.
B. Send, Handle, Track
SDRs group contacts by time zone before sending, so your first sales pitch comes at the best time. A CRM is also useful here.
C. Sort, Call, Qualify
Cold calling works well when combined with cold emailing to generate leads. This tells your SDR who to call first. A lead with more activity should get a call priority over one who hasn’t opened the email.
Stage 7: Reporting
Create A General Report
You’ve probably noticed that reporting appears at almost every stage of the lead generation process.
SDRs and researchers have a lot on their plates and won’t be able to remember every detail. So, to form a detailed report at this stage, it’s better to fill in the stats along the way.
Stage 8. Planning And Analysis
This plan seems to be a circle from above, but it’s a spiral-like Earth circling the sun, never returning to the beginning point in time and space. Examine your marketing and sales key performance indicators (KPIs), recruiting requirements, and effective marketing and sales methods.
That’s a never-ending lead generation process. Like any spiral, it can widen or narrow. You decide if it grows or shrinks and in which direction.
Lead Generation Marketing
There are more ways to convert visitors into leads. Let’s dig into these and a few others.
Content
Content can help users find a landing page. Typically, you create content to inform visitors for free. CTAs can be inline, at the bottom of the post, in the hero, or even on the side panel.
Using email to communicate with existing customers is very effective. Since they’ve already subscribed, asking them to do anything is much simpler. Write attention-grabbing language and design a visually engaging CTA to stand out in a busy inbox.
Blog
Blog postings allow for comprehensive, goal-specific customization. For instance, a blog piece on selecting marketing metrics may accompany a video setting up Google Search Console, making the CTA more relevant and clickable.
Social Media
From Instagram stories swipe-ups to Facebook bio links to Twitter bitly URLs, social media platforms make it simple to encourage followers to act. You can also endorse your services on social media with a call-to-action caption. This post explains social media campaigns.
Product Testing
Giving out free trials of your product or service can help you close more sales. Then you can entice them to buy with additional offers or resources. Include your branding in your free versions to attract more potential customers.
Market Referral
Referral marketing is useful for lead generation in several ways. That is, it increases brand awareness, which increases leads. Regardless of how you generate leads, direct them to your landing page.
What Is A Lead?
A lead is described as anyone who expresses an interest in a company’s product or service in any way, shape, or form.
Leads normally hear from a company or organization after initiating the contact (by submitting personal information for an offer, trial, or subscription)… rather than receiving a cold call from someone who purchased their contact information.
Different Types Of Leads:
Market Qualified Lead (MQL)
Marketing-qualified leads are contacts who have shown interest in your marketing efforts but are not ready to buy. A reference who fills out a landing page form for an offer is an MQL (like in our lead generation process scenario below).
Sales Qualified Lead (SQL)
Sales leads are contacts who intend to become paying customers. A SQL is a reference who fills out a form to inquire about your product or service.
Product-Qualified Lead (PQL)
Product-qualified leads are contacts who have used your product and shown interest in purchasing it. PQLs are common for companies that offer a free or limited version of their product with options to upgrade.
Service-Qualified Lead
Service-qualified leads are contacts or customers who have expressed interest in becoming paying customers. A customer who tells their customer service representative they want to upgrade their product subscription is an example of a service-qualified lead.
How To Qualify A Lead?
Marketing companies and sales teams want to fill their sales funnel as quickly as possible.
According to B2B marketers, the following social networks generate leads:
- 39% of B2B marketers say Facebook generated leads for them.
- Twitter has generated leads for 30% of B2B marketers.
- 44% of B2B marketers say they got leads from Linkedin.
It’s possible to find high-quality leads on social media. However, you must choose the platform best suited to your industry. LinkedIn is the most efficient social network for generating B2B leads.
Lead quality is typically determined after reviewing a list of leads obtained through a lead generation campaign. The majority of campaigns will prioritize lead quantity.
How To Improve Lead Quality?
By assessing their interest and readiness to buy, you can score your leads. You award points to leads based on their online behavior. There’s no one way to achieve information, so businesses create their systems to suit their needs. Your lead generation strategy will help determine your success.
Points are given for:
- Website visits
- Getting mail
- Choosing a promotion
- Obtaining freebies (e-book or PDF)
- a webinar
- a free trial
After adding up all of your lead’s scores, you can rank them in order of their scores. The highest-scoring leads are deemed “hot,” “100%,” or “A.”
Warm leads have above-average scores. Consider warm-up tips when planning your next marketing campaign.
B2B marketers often categorize leads by industry, title, and company.
Lead Generation Strategies
Depending on the platform you want to capture leads, online lead generation encompasses a wide range of tactics, campaigns, and strategies.
Facebook Lead Generation
When Facebook Ads was established in 2007, its algorithm began to prefer paid advertising accounts. However, there was a major shift in how businesses used the system to capture leads. Use Lead Ads from Facebook.
Twitter Lead Generation
Twitter has Lead Gen Cards, which allow you to generate leads directly within a tweet without leaving the site. A user’s name, email address, and Twitter username are automatically pulled into the card, and all they have to do to become a lead is click “Submit.”
LinkedIn Lead Generation
Since its inception, LinkedIn has increased its stake in the advertising industry. LinkedIn created Lead Gen Forms, which auto-populate with a user’s profile data when they click a CTA, making it simple to capture information.
Lead Generation Campaign Suggestions
Maintain Flexibility And Repeat Frequently.
Your lead generation strategy must be as dynamic as the people you’re trying to reach. Trends shift, behaviors shift, and opinions go. Experiment with different layouts, designs, user experiences, content, and advertising channels until you find what works.
Connect With Technology
In marketing, “technology stacks” are groups of software that help you achieve key marketing goals more effectively. In this case, they can help you more effectively with your lead generation marketing.
Lead generation software may contain remarketing tools such as Adroll, and Google Dynamic Remarketing is used on visitors who don’t convert immediately.
Campaign Objectives
Calculate the average number of leads converted into clients by your sales team, then use industry benchmarks to estimate your conversion rate and the number of visitors required to meet those targets.
Prizes And Contests
Contests and giveaways are awesome ways of generating leads. Contestants trade emails to win prizes. If you choose a reward your ideal leads want, they may enter your contest. Even in B2B, people enjoy freebies.
Are There Alternatives To Lead Generation?
Yes, there are plenty of other business models to choose from if you want to pursue this making money online. Here are just a few:
Is Lead Generation A Scam?
Read Our In Depth Breakdown Of The Top 5 OppLead Generation Courses For 2024
Alright, time for the $1,000,000 question: is Lead Generation actually a scam?
No, it’s not a scam, technically speaking. They aren’t going to take your money and run off, leaving you empty-handed. It’s actually a halfway decent lead generation course.
It’s just not my top choice.
The Digital Rental Method program is unique. They give you over 30 proven templates (ad copy, targeting, keywords, exact landing pages, etc.) so that you can hit the ground running.
The people that run the program actually have an agency that does 7-figures per year, which is a major advantage over most other lead generation courses.
Think about it: what if you could put in a few hours of work each day (whenever you feel like it), and you were rewarded with a recurring $500-$2,000 payment for each site you put up?
And what if it only took you a week or two to get that first payment?
And what if you could double or triple that payment over the following month or two?
That’s what you get when you’re a Digital Landlord.
All you really need is a laptop and some internet.
Some of my friends are Digital Rental Method that run their 6-figure businesses from:
- Camping trips at national parks
- Beachfront in Hawaii
- On the road in a camper van (with a pet pig!)
They focus on living an enjoyable life first, and focus on income second. All thanks to this program.
They can take weeks or months off, and money keeps rolling in.
Living happily is the top priority.
If the thought of living perpetually at your dream vacation spot interests you, using the Digital Rental Method might be for you!
What Is My Top Recommendation For Making Money In 2022?
I’ve personally tried all of the major online business models:
- I have an actual lead generation business
- I’ve sold fidget spinners through Amazon FBA
- I’ve drop-shipped a toilet bowl putting green on Shopify
- I’ve sold women’s health supplements via Clickbank affiliate marketing
And I made money with all of them, so trust me when I say: there is no “perfect” business model.
That being said, my #1 recommendation for making real money online is, hands-down: being a Digital Landlord
Whether you’re a complete newbie, or you’ve been around the block before but have never had that “big win” to propel you forward, using the Digital Rental Method is for you.
Why?
1)Time commitment: If you have an hour or two per day, you can do this. Even if you want to drop everything and commit fully, that works too.
You don’t have to be constantly working to make money. The income you generate is recurring.
Imagine taking off for a month to places like Hawaii, Paris, National Parks, & other spots people only dream about – all while collecting dozens of little $500-$2,000 checks. It’s like a dream come true.
But it’s only possible to do it when you’ve separated your income from your time.
2) Complete control: You completely control everything, which means no one can take your business away from you. This is a huge difference from other lead generation models, where Google can end you at the snap of a finger.
3) It’s Effectively Copy-Paste: Here’s my favorite part: once you have your first Digital Rental Property up, you can literally copy-paste another version of it and find another willing “renter” in a few days. DOUBLING your income doesn’t get much easier than that…
4) Great Margins:
using the Digital Rental Method, your profit margin is nearly 100%. Watch here to learn how.
Just a reminder: these Digital Rental Properties are worth (at a minimum) $500/mo in semi-passive income. And each time you create another one, your income increases, and the effort put into creating the next property decreases.
Best-case scenario, you have properties bringing in over $3,000+/mo on auto-pilot.
5) You’re Helping REAL People: With the Digital Rental Method, you’re helping solve REAL problems that people are ASKING for help with:
Small local businesses around the world need one thing: customers. Without them, their business would fall apart. If you can provide those customers, they’re going to be really happy – and they’re going to pay you for it.
You’re helping a struggling mother or father put food on the table for their families, put their kids through college, or simply live life a little bit more comfortably.
Having this type of impact on the world is what will help you sleep soundly at night.
So, the rest is up to you. You could keep looking at other lead generation programs like How To Do Lead Generation, which might work out.
You could keep researching and researching for the next few months (or few years), never making a concrete decision.
OR, you can look deep inside, think about those dreams, hopes, & desires, and make the decision to ACTUALLY make it happen, just like it has for thousands of other students before you.
Making a fortune while actually helping real people that need it.
If this sounds like you, click here to see how it all works.
