Smart Strategies: How to Get Leads That Convert written by Shawna Salinger read more at Duct Tape Marketing
Leads are the fuel that drives the growth of every business. Without leads, you don’t have clients. Without clients – there’s no business! In this post, I’ll show you how to get leads through strategic messaging, increasing your visibility, and a systemized approach.
This post will walk you through shifting your mindset from selling to solving, and crafting messages that resonate with your target audience. Plus, we’ll dive into lead generation strategies, how to create content that actually gets leads, and how to network strategically by building relationships.
You’ll leave with actionable insights on attracting sales qualified leads online, nurturing them effectively via email marketing, and using lead magnets wisely—all without getting lost in complexity or hype. You’ll also understand how to use online lead generation to connect with your ideal clients.
Table Of Contents:
Embracing the Mindset Shift for Effective Lead Generation
The journey from self-promotion to a customer-centric strategy is like moving from being the hero of your story to becoming the guide in your client’s narrative. This mindset shift focuses more on increasing trust than proving yourself, especially important for newcomers.
The Importance of Trust Over Proof
In today’s market, building a relationship based on trust with potential clients holds more weight than showcasing endless qualifications. For new consultants aiming to increase their lead generation success, it’s crucial to understand that people are looking for solutions they can believe in—not just another service provider trying to prove themselves.
Adopting this approach means prioritizing understanding and empathy over hard sells and cold facts. By focusing on solving customers’ problems rather than pushing services, professionals position themselves as trustworthy advisors—a key factor in turning prospects into loyal customers.
Solving Not Selling – The Key to Customer Engagement
Nobody wants what you sell, they simply want their problems solved. You need to flip the script from selling your solution to solving their problems instead. It’s not about you; it’s about how well you understand and address their needs.
Rather than spending time talking about your own expertise and what you do, it’s more important to connect with a potential client about their pitfalls and challenges. What keeps them up at night worrying? That is what you should craft your message around.
For example, As a personal trainer, market yourself not just as offering workout sessions, but as boosting confidence and empowerment. It’s about selling a better lifestyle, not just a workout session.
This approach also transforms how we network, fostering real relationships centered on mutual success rather than quick wins. Keep in mind, when you genuinely focus on helping others thrive, attracting new leads becomes seamless.
Crafting Your Talking Logo for Clear Communication
Developing a concise and impactful talking logo to effectively communicate your value proposition. You can think of the Talking Logo as a quick answer to that familiar question, “What do you do?” Remember, your talking logo should be about how you help your clients – not about you.
But how do we get there? You want a phrase – ideally 15 words or less – that hooks people’s interest and clearly explains what problem you solve. If they have that particular problem, your Talking Logo should have them saying, “Tell me more about that…”
Establishing an Online Presence That Builds Trust
A foundational piece of lead generation marketing is establishing an online presence that builds trust. When someone looks you up online, you want them to find plenty of evidence that you really can solve their problems.
Especially now with AI noise and security concerns you want people to know you are the real deal and you are the trusted expert they needed.
So how do you do this?
First, you should be creating content that solves customers’ problems and that means you need to provide value. They’re not just looking for products or services; they’re searching for solutions to their problems. This is where valuable content steps in. By crafting content that addresses their specific issues, you offer them the solution they are looking for.
Let’s say you’re aiming to help real estate agents generate more leads. A post like “5 Mistakes You’re Making with Your Online Listings and How to Fix Them” directly speaks to a common problem and positions you as someone who can solve it. Remember, it’s all about solving, not selling. The latter happens naturally.
The secret sauce? Make sure every piece of content has actionable takeaways that readers can implement immediately and it is so valuable to them that they want to give you their information.
Your website should also showcase testimonials from existing customers. Ask your current customers how you’ve solved their problems and include these responses throughout your site and in all the content you produce.
Gaining Visibility and Authority Through Speaking
Speaking is a great way to build trust by positioning yourself as an authority and demonstrating your ability to solve your customers’ problems. One of the biggest advantages of speaking is the ability to get in front of a large audience in a short amount of time. Whether it’s a room full of potential clients at a conference or a global audience via a webinar or podcast, you have the chance to extend your influence far beyond one-on-one meetings or networking events.
There are a few ways speaking opportunities can help you reach new leads:
Hosting Your Own Events: This is an excellent way to educate potential customers on the problems you solve. These events can be tailored specifically to your target audience, providing them with invaluable information and establishing your business as a go-to resource in your field.
Webinars: With the digital age in full swing, webinars offer a versatile platform to reach out to a broader audience. Webinars are an effective way to demonstrate your expertise, engage with attendees through Q&A sessions, and generate leads that are already warmed up to your offerings.
Podcasts: Whether you’re hosting your own show or appearing as a guest on other podcasts, this medium has exploded in popularity. It’s a fantastic way to reach new audiences, share your knowledge, and establish a personal connection with listeners. Podcasts also provide the added benefit of being consumable on the go, making them highly accessible to a busy professional audience.
Networking Strategies for Lead Generation
Building strategic partnerships is a great way to amplify your lead generation efforts. It’s not just about attending in-person events and exchanging business cards anymore. The focus on networking has shifted towards creating meaningful relationships that can provide a steady stream of referrals.
To make this work, start by identifying businesses or professionals whose services complement yours but don’t directly compete. This way, you can refer clients to each other confidently, knowing it’s mutually beneficial. For example, if you’re a real estate agent, partnering with local home inspection services or mortgage brokers could be incredibly fruitful.
The key here is consistency and providing value first before expecting anything in return. Hosting joint webinars, co-authoring blog posts on topics relevant to your shared target audience, or even running collaborative social media campaigns are effective tactics to draw attention from potential customers while strengthening your network ties.
Mastering Social Media to Generate Leads
While Social Media is more top of the funnel it does have its place and if done right can be very valuable to your business and leads overall. The trick? Knowing how to effectively use lead gen forms on platforms where your potential clients hang out.
To convert visitors into leads, your social media strategy needs more than catchy captions. It requires value plus frictionless conversion. What do I mean by this? Make it as easy as possible for them to give you their information. Picture this: You’re scrolling through your feed and see an offer you can’t refuse, but the form is longer than a Monday morning meeting. Chances are, you’ll pass. Short, sweet, and mobile-friendly—that’s the winning formula.
Quality leads go beyond the form itself. It starts with engaging content that positions you not just as a seller but as a problem solver in their eyes. Focusing on solving customer problems rather than pushing sales pitches will make those lead gen forms work harder for you because when people feel understood and helped, they’re more likely to share their email address or contact info willingly—a win-win situation where trust builds even before any transaction happens.
Email Marketing Techniques for Nurturing Leads
Developing a sequence of emails is like telling a story. The goal here is to keep potential clients not just interested, but eager to see what’s next or even engage past clients. This journey begins with segmentation.
With email segmentation, you can tailor your messages so they speak directly and personally to different groups of people in your audience. For example, say you’re a marketing consultant with clients across different industries, including healthcare and real estate. By segmenting your email list based on industry, you can send customized emails that provide targeted advice, case studies, and insights relevant to each sector. For instance, your emails to healthcare clients might focus on patient engagement strategies, while your communications with real estate professionals might highlight the latest trends in home buying.
It’s powerful stuff that can turn lukewarm leads into hot prospects ready for conversion. In fact, according to HubSpot, segmented emails result in a 30% higher open rate and a 50% increase in click-through rates than those that are not segmented.
A killer email welcome series for your audience is the bread and butter of nurturing these relationships further. They guide potential clients through every step, from introducing themselves as problem-solvers in their first email, offering valuable insights in subsequent ones, providing value maybe a lead magnet or free training and subtle and overt CTAs throughout. Each email should be crafted carefully—concise yet packed with value—to ensure readers find them too good to ignore.
Utilizing Lead Magnets to Attract Quality Leads
Gated content is like the secret sauce in your lead generation recipe. It’s that irresistible piece of valuable information potential clients can’t help but want, tucked behind an opt-in form. Think of lead magnets as a trade-off: they give you their email address, and you give them access to something really useful—whether it be an insightful white paper, a handy checklist, or exclusive video content.
To craft gated content that truly draws people in, start by understanding your target audience’s biggest challenges. What keeps them up at night? Once you’ve got that down, create content that not only addresses these issues but also positions your brand as the go-to expert for solving them. Remember, this isn’t about just any leads; it’s about getting quality leads. Those are the folks who are genuinely interested in what you have to offer because it solves a problem they’re facing. If you can craft lead magnets that do this, you’ll always have a way to connect with potential clients.
Solving Not Selling – The Key to Customer Engagement
Focusing on solving customers’ problems rather than pushing for a sale right off the bat is key in today’s market. Trust plays an enormous role here—trust that you understand their needs and have the solution they’re searching for.
A solid lead generation strategy considers not only how many eyes see your content but also how effectively that content speaks to potential customers’ pain points. Whether it’s through insightful blog posts or engaging social media interactions, showing that you get what keeps them up at night builds trust—and qualified leads will follow naturally.
You don’t have to do it all – in fact, consistency in just 2-3 of these lead generation strategies will prove to be far more effective than dabbling in a bunch of different areas. If you can commit an hour per week to the methods you enjoy most, you’ll see how your efforts lead to consistent growth over time.
FAQs in Relation to How to Get Leads How do I start getting leads?
Pick 2-3 lead generation strategies and commit 1 hour per week toward them. Want to stay consistent? Choose the activities you enjoy most:
- Speaking
- Networking
- Attend or host events
- Have conversations with potential clients
- Cultivate a clear, trustworthy online presence
- Be a guest speaker on podcasts
- Join an industry trade group and volunteer as a speaker
How do I generate leads for free?
Create killer content that solves problems. Blogs, videos, and guides shared widely can attract leads without spending a dime.
How do people find leads?
Folks scour LinkedIn, engage in forums like Reddit or Quora, and join Facebook groups to unearth potential gold mines of leads. You can also get in front of potential leads through speaking engagements, networking, and podcasting. To be successful, make sure you start with a plan for how you’re going to guide those leads.
Is it worth it to pay for leads?
That depends: do you have a plan in place for how to capture, nurture, and sell to those leads? If not, paying for leads won’t do you much good. Start with Strategy.
Conclusion
So, mastering how to get leads isn’t as hard as it seems. But you have to build the strategy first. so you can talk clearly about what you do (hint: if you are confused they will be too), and use online platforms wisely. Take advantage of industry events and places where your ideal clients hang out (both online and in person).
Remember, it’s all about solving problems—not just selling. Trust is your best friend here.
Networking can open big doors; don’t overlook..
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