A lot of people think entrepreneurs are naturally outgoing, gregarious and people friendly. However, that is not always the case. In fact, many times it’s just the opposite. Many entrepreneurs are only outgoing when they have to be, such as myself. I’m not outgoing. I’m not gregarious. And I prefer to be work alone. Yet, I can generate leads with ease, without having to approach strangers and without having to pick up the phone and cold call cold leads, only to get a cold response. In this article, I’m going to share with you 3 ways you can generate warm leads (many times HOT leads) without cold calling, without attending networking events and without having to approach strangers who don’t want to talk to you anyway.
Lead Generation Via The Postal Service
I’m coming right out the gate with, what I believe, is the most effective form of lead generation for any business. Direct mail. Wait! Before you get turned off, let me give you the facts. According to studies done by the Direct Marketing Association, direct mail outperforms all digital channels by nearly 600%. Here is a link to the study so you can check it out for yourself.
And again, before you get turned off and say “I already tried direct mail, and it doesn’t work”, just be open to the idea that maybe your direct mail piece was going to the wrong audience. Or maybe, your direct mail piece was boring. It happens to the best of us, so don’t beat yourself up over it. Both of those are topics I cover when I speak professionally and deliver sales training at events. At any rate, back the situation at hand. Lead generation.
The fastest way to grow your business, is go where your target market is, get in front of them and deliver your information (i.e. sales pitch). Period. And that’s what you are going to do, via direct mail. Here’s what you do.
Write a special report, a booklet or a book about your product or service. For example, if you are a dentist, write a special report titled “How To Make Your Teeth So White Even Movie Stars Want To Know Your Secret”. By the way, if you’re a dentist, could you tell me how to get white teeth? Sure you could.
Or maybe you’re a life coach. You could write a special report, book or booklet titled, “How To Live A Life So Exciting You Can’t Wait To Get Out Of Bed And Start Your Day, Every Day At 5:00 a.m.” If you’re a life coach, could you tell me how to do that? Sure you could.
In both cases, you would write a special report, book or booklet describing how to do whatever you promised in the headline. Next, you buy a list of people in your exact target market (you buy your list from a list broker like Info USA). Then, mail a sales letter to your prospects and sell the benefits of the report you wrote. The sales letter could be a one pager or it could be 10 pages long.
Basically, it has to be long enough to say all you have to say. At the end of the letter, ask them to fill out the enclosed card and mail it back to you requesting the information. Then you mail them the special report. Or you could lead them to your website where they can download the report. Whatever works best for you.
One additional thing, you don’t have to mail thousands of letters to see an immediate response. Just mail 100 a week. As of this writing, the cost of a stamp is $.49. So for $49, you can reach 100 prospects in your niche. Do this for four weeks, and odds are you’ll have 4 or more qualified prospects a month. If you have a closing ratio of 30% (average), you’ll have at least one new client a month. If you’re a life coach, how much is that worth to you? If you’re a dentist, how much is that worth to you?
And the beauty of this is, it’s 100% trackable. You’ll know exactly how much you paid to get a customer. And it’s scalable. So, the more you mail, the more you’ll earn. Multi-million dollar businesses have been started this way. And the best part is, you don’t have to cold call or go to networking events to do it.
Lead Generation Via Facebook
Same rules apply to Facebook as direct mail. You’ll need to write your report, or booklet or book. Except this time, you’ll have an info graphic made for Facebook that has your attention getting headline on it. Then, you’ll link it to a squeeze page where your visitor has to fill in his/her name and email to download the report. Then you deliver the report via an autoresponder. And, at the end of the report, you ask for the business.
Your report should be filled with good information. Helpful information. Information your prospect can use immediately see results. You build trust and credibility this way. Then, at the end of the report, ask for the business. Have your prospect call your office to schedule an appointment, fax in an order or simply fill out the application to work with you online.
Again, you’ll be attracting qualified prospects to you…without meeting anyone face-to-face or attending some lame networking event.
Lead Generation Via Public Speaking
Public speaking?! I can hear you already. But all I can say is relax. Funny thing about reclusive people, is they don’t really enjoy large crowds or social gatherings. But they make great speakers.
I prefer to speak professionally as opposed to attending lame networking events. Here’s what I do. I schedule to host an event or deliver a speech at the Chamber of Commerce or something like that. I stand up there for ½ hour to 90 minutes and deliver content. Then at the end of the presentation I simply tell them that I only have time for 10 new clients this month. And I tell them that spots fill up fast. So if they would like to be a part of my program, meet me in the back of the room and fill out the application to begin. After the talk, people typically flock around me to ask questions or inquire about joining my coaching program.
You see, even though I’m reclusive, I enjoy talking to people who enjoy talking to me. And you probably do too. After you deliver your business talk, people in the audience will have a lot of respect for you because you can do something that most people are terrified of. You can stand in front of strangers and deliver a speech. All you do after your speech, is ask for the sale. Then, voila! You’ll have prospects or customers without having to cold call or attend lame networking events.
The three lead generation strategies I outlined for you are powerful. And they work like gangbusters. You can use all three together, or you can cherry pick and only test one at a time. That’s a business decision you have to make. Personally, I prefer speaking in front of people. However, if you don’t want to speak, then do the first two methods. No matter what you choose, you’ll get results. I guarantee it!
Until next time.
P.S. At this point, I have room for 7 more entrepreneurs in my business coaching program. If you would like to learn how to increase your profits by 30%-60% in 90 days or less, without increasing your advertising program, then the time to start is now. Here’s a link to the application.