It’s one thing to capture leads in your business. But as entrepreneurs, we all want quality leads.
In this episode of Shop Talk, I will teach you how to use lead magnets to your advantage! When done right, lead magnets can be used as a powerful tool to attract and retain clients.
I’ll share with you the four key aspects of creating a successful lead magnet and how I have implemented them in different strategies in my business. With these simple strategies, you will have a new perspective and an effective way to grow your business today!
Snapshot of this episode:
- 2:51 – The Old Lead Generation Process
- 3:53 – The 4 Focuses To Capture Quality Leads
- 14:00 – Lead Magnets That Convert
- 26:57 – Scheduling The Discovery Call
Everyone wants that million-dollar lead magnet. This is a very popular conversation among entrepreneurs today. The big question is, "How do I grow my list?"
How do I get more prospects into my business so that I can convert more people into buying customers? Today, I'll be talking about the front end of the funnel. Not just how to create a lead magnet but the entire process of capturing leads.
Today, I'll show you what you need to focus on to get quality leads and give you my personal lead magnet examples that have brought my business tremendous success!
The Old Lead Generation Process
As many of you know, I've been helping entrepreneurs with their marketing for about 10 years. And our clients often are coaches, consultants, course creators, and service-based businesses. So, a typical sales process for that group is scheduling a discovery call to convert prospects into buyers. It's the same process for us, too.
Let's start by walking through our old lead generation process.
The first step is to create a free resource that we feel our PIC would find helpful.
Next, we create a landing page where they can learn more about what we are giving away.
Once they request the resource, we direct them to a thank you page and send an email simultaneously while delivering the resource.
Then, in the follow-up email, we would typically ask them to schedule a discovery call with us.
If you've been in business for any length of time, you've seen the process. Nothing new here.
But, I'd like to break down this process to show you the simple changes we've made that have impacted our results.
And these things I'm going to share with you are so simple you can start implementing them in your business today!
The 4 Focuses To Capture Quality Leads
First, let's talk about how to increase the four things you need to focus on to capture more quality leads.
This is the first step to everything you do in business. Ask yourself, who are you trying to reach? The better you know your audience, the more likely you are to create something they would find valuable.
You can no longer slap together a whitepaper and think it will convert prospects. To capture more leads, you need to level up what you give away for free.
Stick with me because, in a minute, I'm going to share some lead magnet examples with four ways we've leveled up our free resources!
I'm guessing your ultimate goal is to not only capture leads but to get people to do business with you (become a client).
To set them and yourself up for that, you must provide your audience with a transformation.
What's a transformation? It means that you've helped them experience a positive change. This can be emotional, physical, financial, or concerning time.
And the last thing you must do to increase your lead flow is to promote. If you want to scale your growth, you have to pay to get your free resource in front of your PIC.
We do this in three main ways:
Traffic ads to drive people to our landing pages.
Lead ads to capture leads on Facebook.
And we've used ChatBots to engage our audience.
Lead Magnets That Convert
Now, I want to share lead magnet examples of how we've leveled up the quality of our strategies and are seeing success!
Write a book
You may have noticed that pretty much everyone's writing a book now. It's easy to do, you can self-publish, and you can sell copies in an online format to avoid the cost of printing.
The first book I wrote is called The 5-Hour Startup. In it, I share how I started a business with an idea, a $20 staples coupon, and a 30-day free Wix trial.
I self-published this book and have since turned it into an online course.
Create a mini course
If you want to gain awareness and build trust and authority with your audience - you have to create content - specifically video.
So, I created a course called "The Content Creation Lab" to teach entrepreneurs how to easily create a video that can be turned into various pieces of micro-content to share across multiple social media platforms. This method helps entrepreneurs maximize their exposure.
This free resource checks all the boxes:
It's high value.
Solves a major problem.
And provides a transformation.
Plus, we've added "The Content Creation Lab" to our membership portal. So, people who sign up for The Lab can see that we have additional courses that they can subscribe to. This is a great way to introduce your other programs.
Offer problem-solving quizzes
Another lead magnet that we've had success with is providing a quiz. This quiz will help entrepreneurs learn if their website is working as it should. In the end, they get a result page that tells them the critical areas they need to focus on to optimize their website.
As you think about your business, could you offer something like this to your audience? Quizzes are a great way to provide insight and educate your audience on a specific area they could work on. A quiz also allows you to learn how you can help that person based on their results.
On the back end of your quiz, you would lead your audience to work with you so you can help them solve their problem.
Set up a challenge
And the last resource I want to share with you is a challenge. Right now, we are offering a website launch challenge.
It's 2 hrs a day - for 3 days where we will help our audience craft the perfect message, create the perfect offer(s), and show them step-by-step how to design a website that works.
And it's 100% free!
Challenges are a great way to help your audience transform quickly! They help them overcome obstacles that are in their way of success, and they are a great way to let your audience get a preview of what it's like to work with you. It's the perfect transition.
You can deliver tremendous value to your audience live. And then, if they need more help, you can offer them the opportunity to work with you.
Scheduling The Discovery Call
Ok, so we talked about the four things that you need to focus on to capture more quality leads:
Leveling Up Your LM
Providing a Transformation
I've also shared three ways you can promote your lead magnets and our four top-performing strategies.
Now, I want to share the last few steps in the process that will help you schedule more discovery calls and ultimately convert more clients.
Once a visitor opts into your free resource, you will send them to a thank you page. In the past, we've used the thank you page to tell them to check their junk/spam folder to find the email we just sent them. But we started getting craftier…
Instead of relying on them to respond to a call to action in their email, we started inviting them to follow us on social right there on the thank you page.
We invite them to our private Facebook group.
We ask them to schedule a call.
And we give them immediate access to the resource they just requested.
Through this method, we now have multiple ways to reach our audience each week, we get them to schedule a call faster, and we ask initial qualification questions before we jump on the call so that we know the best way to proceed.
When a prospect shows interest in scheduling a call, they have to answer a handful of questions. And these questions allow us to get some insight into where they're at in their business. Based on the information they provide, we will determine if they are qualified based on if they are ready, willing, and able to move forward.
If they are, we schedule the call. If they're not qualified, I send them an email saying, "Hey, I noticed you scheduled a call with us. This is the stage you're at in your business. Here's some information to kickstart you in the right direction. Once these things are set up, come back, and let's have a call."
By pre-qualifying prospects, I know that I'm valuing everyone's time by not jumping on calls with people who aren't qualified. At the same time, I'm still helping those who need it by giving them the resources they need to take the next step forward. That has been a huge, huge, huge benefit to us.
And then the last thing on the thank you page is a section where I guide them to get immediate access to the free resource they requested from us.
If you want to grow your business and nurture your prospects, you can try out these strategies today. It creates a fantastic experience for them and sets you up for success!