Leads are the lifeblood of your business. A SalesForce study revealed that “companies that excel at lead nurturing generate 50 percent more sales-ready leads at 33 percent lower cost.”
Without a regular stream of leads, your business will likely fail. So, what’s the secret to getting the leads that move your business forward? Read on.
10 Things Your Competitors Can Teach You About List Building
1. Quality is more important than quantity. Understanding your best targeted audience. and how to best reach them will keep your marketing costs down and get you the most sales for every marketing dollar that you spend. It’s not productive to have a less targeted audience that isn’t buying from you. It’s exceedingly better to have an audience that is most receptive to your marketing messages and most importantly, your products and services.
2. Your lead magnet must be attractive enough to your targeted audience that they will enthusiastically sign up for your list.
Ryan Deiss of Digital Marketing recommends these questions about your lead magnet:
- What offers will I make to new leads?
- How well do these offers convert?
- How much is a visit to my Lead Magnet landing page worth?
- How much is a new lead worth?
- How much is a new sale worth?
3. You need a signup form above the fold on your homepage that will attract attention, share the benefits of joining your list, and compel readers to provide their email address.
4. Turn your “About Me” page into a lead-generating machine. Brian Dean of Backlinko putting an opt-in form in the middle of your About Me page and another one at the end of the page. I’m going to get right on this!
5. You need a landing page with a high-converting lead generation form. What is a landing page? It is a webpage that leads are directed to after they click on a link. Your landing page is dedicated to capturing leads, or it can be set up as a click-through page as part of your marketing funnel. Is your landing page converting traffic into leads for your business.
6. Do you know the LPF technique? LPF stands for Landing Page Funnel, and it can be highly effective. Here’s how it works:
A. First, identify the landing pages on your site that convert the best.
B. Design your site to funnel readers to those pages. Do this by adding links on different pages and posts on your site to drive traffic to your best-converting landing pages. Michael Hyatt does this, and you can easily do it yourself. In fact, wander over to his website and see how he does it.
7. Write a guest post for another blogger in your niche. It’s good to contact them first, and maybe have an idea of what you’ll write for them. Pitch them one or more ideas and see what they’d like. Here are some tips on guest blogging:
A. Let them know that you’ll link to your guest post on their website from your website.
B. Promote your guest post on Facebook, Twitter, and the other social media that you regularly use.
C. Respond to comments on your guest blog post.
D. Insist that there be a link back to your blog. Often this will come at the beginning or the end of the post. It will look something like this: Tony Seel is an author and the Founder and CEO of Irresistible Influence Marketing.
8. Research your competitors to see if any of them link to content like what you’ve already written. Contact them and suggest that they link to your content.
9. Is your method for list building fast or slow? Both can work, but if you want the method for building a list quickly, you are going to have to spend money. Fast list building happens by contracting with others through solo ad purchases, banner ad purchases, Facebook ads, Google ads, and the like. Personally, I’ve had most success through solo ad purchases, but I’ve also had some duds that produced very little. The fast method will cost you financially, but it can also produce some great targeted leads.
The slow method happens through your website and the websites and email lists of those you can partner with. Here are some slow method ideas for you:
A. Put an opt-in form above the fold on your website. Depending on how much traffic your website gets and the quality of your content (which generally drives the traffic), this can be an effective, but slow way, to build your list.
B. Use free social media. Build a Facebook page for your business, and let people know about new blog posts on it. Share about your new content through Google+, LinkedIn, Pinterest, and/or other social media sites. Set up your social media pages to lead to your landing page for obtaining email addresses for your list.
C. Contact other bloggers in your niche and cross-promote with them. Ask them to promote your stuff in exchange for you promoting their stuff. Note: this isn’t going to work if you have a list of 1,000 or less subscribers and you’re contacting Neil Patel or Ryan Deiss.
D. Take old posts on the same subject and put them together for a PDF that you can offer as a lead magnet. You’ll have to promote it, but you can do so with tips B and C above. Make sure the content is good; otherwise, those who receive it won’t get the good impression of your business that you want them to get.
10. Use content upgrade popups. You may hate them, but they are effective. Those PDFs that you create from old content can be offered as lead magnets that are specific to blog posts about their topics. This works like this: imagine that you write a new blog post on traffic generation. You have some other blog posts that you’ve written on this subject that you’ve put together as a PDF. At the end of your new post, a content upgrade popup can appear and offer that content upgrade to your readers.
What would you add that has been a powerful means for list building for you? I welcome your comments and questions, and your likes and shares.