We’ve mentioned before on GrowthLab how you can build an online business — one that doesn’t need $25 million in venture capital funding and that pays you while you sleep.
That means you’re not on the clock, and you don’t have to spend time chasing around potential customers.
You can take a long lunch (you’re the boss, after all) because friends are in town. Or go surfing or take a nap, and your website still makes money for you.
However, none of this will be possible without people who are interested in what you’re selling. We call those leads, and a critical piece of any online business is generating leads. And the best place to find leads is on a waitlist you’ve steadily built up, so you can reach out to them whenever you need to.
So instead of having to cold-call hundreds of people to find one that might be interested in your offer, a lead is definitely interested, and they’re an email away.
As a business owner, this makes your job easier. Leads are more likely to buy. And you’ll never have that nagging worry in the back of your head that you might be annoying these people.
But I’ll be honest. Most of the advice online about generating leads is awful. If your strategy is to create an infographic and hope that it goes viral, you’ve already lost. You’re gambling with chance.
Luckily, we’ve taught thousands of business owners how to build bulletproof lead generation systems by focusing on 3 essential strategies.
Today, I want to cover these 3 lead generation strategies for you.
Get Google to send you leads
Every second, Google processes 40,000 searches. These are people looking for a place to eat, planning their next vacation, or searching for solutions to their burning pains. (Maybe it was even a Google search that brought you here.)
Let’s say you’re a coach who helps people lose weight. Chances are good that it won’t be your homepage that comes up in a search, it’ll be a random page on your blog. These searches are more specific and reflect how people talk about problems in their own words.
For example, someone wouldn’t Google “weightloss coach” because that’s not the first thing they think about. They think “how to lose weight,” so that’s what they search for.
And this is what comes up:
Remarkable content will help you stand out among your competitors.
These are all blog posts that promise to be the holy grail to the burning problem of losing weight.
Someone will click through them until they find the best solution. And the site that can provide that solution will reap all the rewards because every person who clicks to their site is a lead.
That’s why creating remarkable content is an important part of your lead generation strategy. Once people get to your site, you want to keep them there. You want to knock their socks off with the best content possible.
Don’t worry if you’ve never written anything before. We’ve put together a video on simple checks to produce your best work every time.
Once you solve problems for people, they’ll become hooked on your content. The next step is to get all these leads onto your email list.
Go where the fish are
Okay, now your site has great content. The next step is to start guest posting to get more traffic, readers, and sales.
Guest posting is the process of writing for other sites with larger audiences. Anyone from that site who reads your post and goes to your site is a great lead for your business. They’ve read everything you had to say and thought it was worth their time to learn more.
Whether you’re advanced or just starting out, we couldn’t recommend guest posting highly enough.
Here’s a video we put together on everything you need to know on this lead generation strategy:
Do the thing that nobody else wants to do
Numerous studies have found that public speaking tops the list of common fears. It ranks ahead of bugs, snakes, heights, death, and even clowns!
However, if you’re willing to do what others aren’t, the world — and everything that’s in it — is yours. Because public speaking is a great lead generation strategy. When people see you presenting at the front of the room, you get instant credibility. And if your talk is good, everyone will go to your site to learn more about you.
Take Caitlin Skidmore. She’s a style coach who uses public speaking to gain expert status and attract new clients.
Zero to Launch student Caitlin Skidmore, using public speaking to get leads.
The good thing about public speaking is that, these days, you don’t even have to leave the comfort of your home to do it. Video interviews and getting featured on podcasts count because they have the same effect: They put you in the expert’s chair.
Here’s a great script you can use to get featured on any podcast:
Subject: 3 podcast show ideas
My name is Mike and I run mikesfakeblog.com. My site hosts about 25,000 readers/month and I’m trying to grow it by getting featured on some podcasts. I’ve been a listener of yours for 2 years and I’m a big fan. (My favorite episode was ______ because of XYZ).
I have some interesting ideas for episodes that you’ve never done before that I think listeners would love:
Thanks, and I look forward to hearing from you!
With these strategies in hand, you don’t have to bet the farm on something going viral. Or leave it to chance that a show on national TV will feature you.
Effective lead generation puts you in the driver’s seat. And it goes a long way in building a business that pays you.