In the last post, I provided you with an
overview of the system for generating leads
with the main focus on autoresponders and CRM
(Customer Relationship Management) Software.
Welcome to part 3. To recap:
Generating Leads: Four Main Elements
• The system
• The lead magnet (offer)
• The squeeze page/entry funnel
In this post, we will focus on…
Step Two: The Offer
Once you have chosen the system you are
going to use and have set up your initial campaign,
you need to think about creating your offer or your
“lead magnet”, as many people refer to it.
Think of it as kind of like fishing. Your
leads are like fish and your lead magnet is the bait
that lure them in.
Your offer needs to appeal directly to your chosen
demographic audience. Don’t expect to catch a trout
with a fancy lure meant for bass.
While it’s possible, it’s not very likely,
and you will have a much better chance of
catching a trout with something that
is known to appeal to them such as
Earthworms or minnows.
What might appeal to your target audience?
What would they be interested in learning
that they don’t already know? What items
would they be interested in getting a discount for?
Create A Special Report
This is what most people do to create a lead
magnet. A report is usually 10-20 pages, but
it could be up to 50 pages or more, depending on
how much you want to say to your audience. Longer
reports are best to use when you have a complex subject
and you are not selling any information on the subject.
For example, if you’re in the real estate business
selling houses, you could give away a
50-page guide on how to find the perfect house for yourself
and include information about things such utilities, zoning
regulations, homeowners’ associations, home inspections,
road frontage and so on.
But if you’re selling an SEO information product,
a shorter report about 20 pages long on a small portion
of the topic would be much more fitting because you
don’t want to give away all of your information for free.
You can also outsource the creation of your lead magnet
or purchase a high-quality PLR product to use which will
save you a lot of time.
Offer A Hefty Discount Coupon To Leads
You may want to consider this option if you have
a product that is in demand in your niche. If you
have a sales funnel with upsells or recurring business
model that allows you to use the initial sale as a loss
leader, this is especially useful. You can take a loss
on the front end and make more money on the
backend at a later time. Once you have your lead magnet
ready to go, be sure that you add a link to it to your
autoresponder service as a follow-up after people
opt-in to your list. You don’t want to have to send all
of that free stuff out manually! Use your autoresponder
service’s help section to find out how to set up a follow-up
email that has a link to your lead magnet. The process
will be a little bit different for each service, but it’s
not really difficult. It’s pretty much just as easy as
sending an email.
After that, it’s time to create the squeeze page in preparation promote it!
Stay tuned for the next post for Step Three of the 4 main elements of to generating leads: The Squeeze Page
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