The 3 Tenets of Lead Generation: How You Can Produce Sales On-Demand

Categories

Sales are the lifeblood of any business. Without a steady stream of sales, you don’t have revenue. And without revenue, you don’t have a thriving business.

In today’s post, we’re going to look at the three tenets of lead generation, and how you can use them to exponentially grow your business.

Tenet 1: You Must Have an Offer

What are you offering on the front end? When a fisherman goes to sea, he doesn’t sail without his bait.

Likewise, when you launch a lead generation campaign, you cannot market without an offer.

Let’s use an example to get a better idea of the concept:

You want to add subscribers to your email list. You’ve generated traffic to your website. To get that traffic to become subscribers to your email list, you need to incentivize them to do so. When that traffic hits your website, you have an offer for a free white paper to entice people to sign up for your email list.

The free white paper is the offer. This is the “bait” to compel your site visitors to bite. This is the front-end offer.

The front-end offer starts the relationship between you and the site visitor.

Many businesses attempt to skip the introduction stage, but this is a mistake. To maximize the value of your lead, you must treat the relationship with your audience with care.

By starting the relationship on the right foot, you extend the value of the lead.

Tenet 2: You Must Have Traffic

What’s the point in having an offer if you don’t have traffic to see it. The effectiveness of your lead generating strategy hinges on the quality and quantity of your traffic.

But before we start driving traffic, we need to determine what the source will be. Where do your ideal customers hang out? Are they searching for companies like yours on Google? If they are, you should be either running Google PPC ads or focus on search engine optimization (or both). Perhaps they’re on Facebook, and in that case, you should be running Facebook ads. Perhaps they’re on industry forums and websites, which means you should be running banner ads on those websites.

You want targeted traffic who will be interested in your offer. If they’re aren’t interested in what you offer, they won’t enter the relationship and eventually become buyers.

You want a certain volume of that targeted traffic. When you run paid advertising, and you want to increase your volume of traffic, you simply need to scale your ads.

Tenet 3: You Must Have a Conversion Strategy

So, you’ve generated traffic, you’ve directed them to your offer, and they’ve essentially become a lead. Now what?

For your lead generation to be effective, you need to convert your leads into paying customers. You need a funnel that guides the lead from one stage to the next.

You need a sales system in place

With the help of both a strong marketing strategy and automation software, you can implement a sales system that can help turn your leads into revenue.

The best way to implement this is with a sales funnel. Here’s an example:

  1. The introductory, front-end offer is the first stage of the funnel. From there, they hop on your email list.
  2. Once they’re on your email list, you send them content that gets them acquainted with your brand.
  3. Eventually, you send them sales promotions to compel them to buy.
  4. Once they become buyers of your products or service, you continue to send them additional company news, tips, and promotions.

This is a basic funnel, but it can still be effective for your business.

Conclusion

Without a dependable stream of leads, your business stagnates. The tenets from this blog post give you an actionable process for generating valuable leads.


Zen Agency has earned the Sharpspring Silver Partner Certification from Sharpspring, a leading marketing automation platform.

 

sharpspring-silver-partner

Want more digital strategy advice and insights?

Sign up for our newsletter.
!
!
Something went wrong. Please check your entries and try again.

Joseph Riviello

Joseph L. Riviello is the CEO and Founder of Zen Agency. Joe's agency builds websites and web applications that attract, engage, and convert. Joe has over 30 years of experience in entrepreneurship and he is an expert digital marketing strategist who specializes in conversion-centric e-commerce experiences and cutting-edge solutions that maximize growth and profit. Check out Joe featured on: Business.com, Redbooth.com, Kabbage.com, MaterialDesignBlog.com

More Posts By Joseph Riviello

E-Commerce Experts Thoughts on New Instagram Checkout Feature

By Joseph Riviello

Facebook is at it again, innovating the social media landscape … this time with its uber-popular platform, Instagram. In a March 19th press release, the company unveiled the new Instagram Checkout feature, an e-commerce extension of the app. Since it’s currently in beta with only 25 companies, not much is known about it, and businesses…

Why You Need a WooCommerce Store

By Joseph Riviello

According to a study published by the U.S. Census Bureau’s Department of Commerce, total e-commerce sales in the United States were estimated at $513.6 billion in 2018, a 14.2% increase from 2017. This data has been on an upward trend since 2009. Future projections globally cement e-commerce as the primary shopping method. Now, more than…

4 Tactics Marketing Automation Companies Use to Improve ROI

By Joseph Riviello

The most exciting part of doing business in this day in age is how much technology is available. This elevates the potential of what you can do with your marketing since it opens up a world of opportunities. While technology won’t be the magic button that will fix all of your problems, it helps accelerate…

Zen Agency is Now a Sharpspring Silver Partner!

By Joseph Riviello

Zen Agency has earned the Sharpspring Silver Partner Certification from Sharpspring, a leading marketing automation platform. Why Does Marketing Automation Matter? The marketing automation tools provided by Zen Agency as a Sharpspring Silver Partner allows you to deliver the right message to the right leads. Track your content, who is seeing it, and craft an…

How to Create a Successful Law Firm Marketing Funnel

By Joseph Riviello

If you were to go back 20 years, you would see that law firm marketing was starkly different than it is today. You would see more billboards, late-night infomercials, neighborhood flyers, and newspaper ads. These days, we have websites, SEO, pay-per-click ads, and social media marketing. The options available to lawyers today give them countless…

What Is Content Marketing? How You Can Get Started Today

By Joseph Riviello

Almost every successful website has one thing in common: Great content. You can have an extremely beautiful website with all the bells and whistles, but if you don’t have content, your web presence is woefully incomplete. You must learn how to start content marketing the proper way. There are no shortcuts: You need good content.…

5 Steps for Creating a Successful Marketing Strategy

By Joseph Riviello

Many businesses jump straight into marketing without a plan. This is a big mistake. Going into battle without a strategy will leave you with a poorly spent marketing budget and lackluster results. Often enough, the difference between companies who dominate the marketplace and companies who fail to get off the ground is simple: A clear,…

The 5 Step Cheat-Sheet for Using Youtube for Your Local Business

By Joseph Riviello

If I were to ask you, “what’s the #1 search engine?”, you would automatically say, “Google”, and you’d be right. But what if I were to ask you to state the #2 search engine? Some would say Bing or Yahoo, but the truth is that Youtube is the second largest search engine in the world.…

Why Call Tracking Is Critical for Local Businesses

By Joseph Riviello

Let’s say you’re a business that’s running different online and marketing channels like SEO, PPC, email marketing and direct mail. You notice a remarkable uptick in sales, but you’re not precisely sure where they are coming from, as you’re using a variety of different marketing methods. If many of your leads contact you via the…

How to Increase Email Sales Through Lead Nurturing

By Joseph Riviello

Look at your inbox right now. Are the marketing emails in your inbox sales-only? How often do you receive marketing emails that are not trying to sell you something? You probably don’t even remember the last time a marketing email arrived at your inbox without trying to sell you something. This is because marketers are…