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The 3 Best Lead Generation Strategies (With Examples)

The 3 Best Lead Generation Strategies (With Examples)


There’s so much information out there about lead generation that it can make your head spin.

But you don’t have the time, energy, and money to try every promising idea under the sun.

You just want to know what works best, apply it in your business, and get results.

That’s why today we are going to discuss the three best lead generation techniques:

Want to get more leads for your business?

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Lead Generation Technique #1: Cold Email

Cold email is the most straightforward way to generate leads.

You simply email people who might be interested in your products or services.

Here are the best cold email practices that you should follow if you want to get better results with this lead generation method…

Establish a System

Cold email is a number game.

Be prepared to send a lot of emails to get the leads that you want.

You will need a system for:

  • Gathering the email addresses.
  • Keeping track of who you already emailed. 
  • Following up with those who didn’t respond.

Consider using specialized cold email software like Lemlist for all this.

See if You Can Get an Introduction

Getting a response to a cold email is hard.

But it’s much easier if you can get a mutual acquaintance to introduce you.

For example:

Sam Parr, the CEO of The Hustle and the Founder of HustleCon, got the entrepreneur Rick Marini to speak at his conference by getting an introduction.

He looked up Rick’s profile on LinkedIn, then checked if they had any mutual connections.

It turned out that his friend Joey was also connected to Rick:

So he reached out to Joey and asked for an introduction to Rick:

It’s important to note that Sam actually wrote the introduction email for Rick to make it as easy as possible for him to make the intro.

Of course, the mutual connection is free to write their own email if they wish, which is what Joey did.

Sam emphasizes that once you get the introduction, you need to respond quickly.

“Once you get the opening, respond FAST and hit your mark. I try and respond within 30 minutes, but ideally within 5. Rick is doing me a favor by even talking to me. He’s a successful and busy guy, so he most likely won’t respond first.”

Note that Sam did a ton of research on Rick before he asked his friend Joey for an introduction.

“Before I talk to a potential customer, I read/watch everything about them so I know their wants and personality. If you’re trying to make a sale, make sure to comment about something very specific and meaningful to that person so they know you’re sincere.

The research isn’t hard to do, it just takes time. Google the person you’re contacting and read everything from pages 1 to 5.”

Sam did get a reply from Rick, they had a great call, and Rick agreed to speak at HustleCon.

Find Their Email Address

Okay, but what if you don’t have any mutual connections, and you don’t know their email address?

Adam Enfroy, who landed 80+ guest posts in one year, advises using LinkedIn and Hunter.io to find the target’s email address:

1. Use LinkedIn to find the right person.

“Start by filtering your search results by the blog’s company page, then within the company, search for people by using terms like: “Content Manager,” “Blog Manager,” “SEO Manager,” “Editor,” or simply, “Content. After you find 2-3 potential contacts, connect with them on LinkedIn.”

2. Use Hunter.io to find their email address.

“Even if you can’t find their exact email address, a tool like Hunter.io shows email structure, such as [email protected]blog.com or [email protected]blog.com.”

(Note that this advice is specific to guest post outreach, but it also applies to cold emails in general).

Don’t Sell Your Product or Service

Laura Lopuch, who used cold email to 14x her freelance copywriting business, explains that the goal of a cold email is not to sell your product or service.

“Your goal is to get them on the phone for an initial consult call.

Not to buy your productized service. Not to book you for a project. Not to lock you down for a $X,000/month retainer project.

Start small, young Padawan. One crumb at a time.”

So don’t try to sell your product in the cold email. Get them to respond and agree to the next step. Then you can pitch them.

Do Your Homework

Remember how Sam Parr advised to Google the person and read everything on pages 1-5?

As he explained, the research isn’t hard to do, it’s just time-consuming… And, presumably, that’s why most people don’t do it!

But if you don’t do your homework, you won’t be able to write an email that is relevant to the recipient. And why should they reply if it doesn’t resonate with them?

So make sure that before you start writing the email, you:

  • Google their name, read pages 1-5 of the search results.
  • Search their name on YouTube, watch the most popular videos.
  • Search their name on iTunes, listen to the podcasts they have been on.
  • See if they have a blog, read the most popular posts on it.
  • See if they have published any books, read at least one.

This may seem excessive, but that’s how you stand out from everyone else who wants this person’s attention, but can’t be bothered to do proper research on them.

Also, if your product costs at least $10,000 a year, you may want to read Jordan Crawford’s article about pain-based cold email which gets his company Scout 80-90% open rates.

Craft a Compelling Subject Line

The subject line is the headline of the email, so you better make it good!

Sean Bestor gives three tips for writing an open-worthy subject line:

#1 Use Questions

“Asking or saying you have a question in your subject line is the easiest way to get your email opened,” he explains.

Here’s Sumo’s highest-opened subject line:

What’s so powerful about it?

According to Sean, it’s this:

  1. Quick questions don’t take up a lot of your time, so the time commitment upfront is small.
  2. You selfishly want to know what the quick question is.

So see how you can turn a regular subject line into a question subject line.

Here are a few examples Sean provides:

  • “FW: Checking in” → “Everything ok?”
  • “One minute demo → Want to see what I can do in a minute?”
  • “Sumo – Business Opportunity → Do you think this is a good idea?”
  • “Your site → Did you know this was on your site?”

Immediately makes you curious, right?

#2 “I FOUND YOU THROUGH [CONTACT NAME]”

This cold email subject line has an incredible open rate of 86.6%.

Obviously, it works best if you have a mutual connection, but you can use it even if you don’t.

“If you don’t have a mutual connection with your prospect, then substituting the [contact name] for a platform can also work and has been found to generate an open rate of ~64%,” explains Sean.

Here are a few examples he gives:

  • I found you on Twitter
  • I found you on Forbes
  • I found you on LinkedIn

Where did you find the person you are emailing?

Consider including it in the subject line.

#3 Experiment With Emojis

A report from Experian (since removed from their site) found that 56% of companies that use emojis in their subject lines saw an increase in open rates.

Here are the 15 most commonly used emojis:

You may want to experiment with adding emojis to your subject lines. Who knows, it may boost your open rate!

Make Your Email Relevant

No one appreciates getting copy-paste messages.

You already know that you need to personalize your email.

But it’s important to understand that simply addressing the person by their name is not enough.

Laura Lopuch explains that you need to make a cold email relevant if you want it to catch the recipient’s attention.

“Being relevant is the secret sauce that makes a cold email feel warm,” she says. But what does “relevant” mean?

According to Laura:

“Relevance is about connecting the dots between “hey, I know your name” (personalized cold email) to “I can help you meet your biz goals” (smokin’ hot email).

Relevance shows your reader that you GET them. And by getting them, you’re a partner aligned toward success. You just might make their lives easier. And you just might make them more money.”

Take a look at this cold email that she got:

Now look at how she rewrote this email to make it relevant to her:

See the difference?

“The whole thing uses the same information that the control cold email used – but this rewrite feels relevant to the reader because it takes place in their context.

Relevance is putting personalization into context for your reader,” she explains.

Here are the three tips Laura offers to help you make your cold email more relevant:

#1 Frame Your Message

“To figure out your frame, you need to ask yourself one question: “What is really going on here?”

Don’t make your reader guess at your point or what connection you’re making. He won’t.

Instead, do the heavy-lifting and put your message into context for your reader. Forget all the detail, and frame the conversation to focus it.”

#2 Link your offer to [your best guess at] their business goals

You want to make it clear how you can provide value to the recipient.

Laura points out that more often than not their business goal is one of these:

  • Make more money.
  • Get more clients.
  • Reduce expenses.
  • Grow their business (reach, market share).
  • Look awesome to their boss/clients.

“Tailor your message to the goal of the person you’re writing to.

 That goal depends on their job and seniority level. A CEO or founder cares about the big picture and getting more clients (aka long-term growth). A marketing manager who desires to become marketing director cares about looking awesome to her boss.”

#3 Research To Make Your Email Super Relevant

Laura emphasizes not only the importance of the general research which we have covered before but also research directly related to your offer.

For example:

“Here’s my offer: I write cold emails for case study writing services.

So, for me, researching “info about them that’s directly related to my offer” means researching:

  • Which testimonials on their site would be prime ones to turn into success stories.
  • How many success stories the company already had on their site.
  • How detailed or in-depth those stories were.
  • Stats to show what life could look like for the company after they accepted my offer.
  • How my offer could help them accomplish their goal ( i.e. show social proof for a new launch, give content collateral for new product).

(…)

The information I found dictated exactly what I put into my email. That way, my cold email was super relevant to my reader’s job desires and responsibilities.”

Keep It Casual

You may have been taught at school to start letters with “Dear Sir or Madam”. I know I was. And that’s the wrong way to approach cold emails.

An email that is too formal will put the recipient off.

Sumo’s sales team abide by this quote:

“When you say you need to be more formal, what you’re really saying is I need to make this more boring.”

As Sean Bestor explains:

“99% of the time you’re writing a cold email, formality can be damned. The 1% comes when you talk to Fortune 100 companies, but even then you can still have a little fun.”

In fact, he says that their best emails read like a text from your best friend.

And it seems that casual emails also work on the Sumo founder Noah Kagan.

Check out this cold email that Dave Daily sent to him:

Noah was so impressed by this email that not only did he meet Dave, he even wrote an entire article about this cold email.

Now, it’s important to note that Noah is known as a down-to-earth, laid-back guy who loves tacos, so an email this casual was still appropriate.

Remember the email that Sam Parr sent to Rick Marini?

Sam noted that:

“Always remember to write like you speak and know your audience. I wouldn’t say the word “badass” if I emailed a Stanford professor.”

So don’t be too formal, but don’t be too casual either.

Make sure that you have done enough research to understand what’s appropriate and what’s not appropriate when talking to this person.

Follow Up

One cold email is not enough.

You need to follow up until you get a response.

As Sam Parr explains:

“Big shots get 100’s of emails a day, so they’ll most likely ignore you. Don’t take it personally. You must follow up.”

He says that when he was a “noob”, he thought that following up was nagging, but now he realizes that it isn’t (you need to provide a way to opt-out, though).

Look at the follow-up emails he sent to Tim Westergren:

Sam got a response after three emails:

Keep in mind that accomplished people respect the hustle.

They probably also did a ton of cold outreach when they were starting out, so they are unlikely to be offended by your persistence provided that you are respectful.

Also, you never know, persistence may pay off.

For example:

Sam Parr kept following up with the founder of Imgur for 6 months before he got a “Yes”.

Just make sure that you give the recipient the option to opt-out of any further follow-ups.

For example:

Justin McGill, the founder of LeadFuze who used cold emails to grow his startup to $30,000 monthly recurring revenue in a year, would add this P.S. section to his emails:

Keep Optimizing

Laura Lopuch says that you shouldn’t template your cold email immediately.

When she started cold emailing people to get freelance copywriting clients, she didn’t get as many responses as she had hoped.

According to her, those initial emails were awful.

But she kept testing to see what worked.

She tested:

  • Subject lines.
  • From name.
  • Timing of emails (day of week and time of day).
  • Timing of follow up emails.
  • CTAs.
  • Relevance of her offer to their business.
  • Stats proving her offer would help their business.

“Thanks to testing, my open rates started to rise. Replies peppered my inbox. Work filled up my calendar,” shares Laura.

So keep testing until you find what works.

Create a Cold Email Template

Once you figure out what works, you should create an email template. This will save you an incredible amount of time.

Here’s a template that Laura Lopuch eventually settled on:

“Hi {Firstname},

Hope your week is going well. I read about {positive company news, like a write-up in TechCrunch or a new product launch}. Congrats!

I was checking out {company} website and noticed you don’t have any {outcome of service you’re offering; this is the identification of the problem}.

Do you need help with this? As an experienced {expert in service you’re offering}, I {what you do for clients}.

With your {company news} and need to build trust and growth, I imagine {statement of how it could be very easy to fix the problem you’ve identified}. For example, {free tidbit of advice}.

As you may know, research has shown that {stat to answer your prospect’s “so what?” and “why should I care?” questions}.

Recently I helped {similar company} achieve {X result} with a {service you’re offering}. You can check the details out here.

Because of my background as a {job position}, I can clearly {insert your USP or relevant work experience to provide credibility} to get {company} {your reader’s business goal}.

When are you open for a 15-minute call next week to chat about how we can work together? Looking forward to hearing from you.

Cheers,
{Your name}”

And here’s an actual email that she sent following this template:

Also, keep in mind that when it comes to cold email, you don’t have to reinvent the wheel.

Check out these templates:

Of course, you still need to experiment to see what works for you, but you can use these proven templates to start with, then adjust them based on the results.

Study Email Copywriting!

Finally, if you want to get more responses, you need to keep improving your email copywriting skills.

Laura Lopuch advises analyzing the emails that you get:

  • Newsletters.
  • Emails from friends.
  • Emails from colleagues.
  • Sales emails.

“See them as your crash course in writing a damn good email,” she says.

She also suggests creating two email swipe files: good and bad emails.

Normally, a swipe file is a collection of great copywriting examples that a copywriter uses for inspiration, but in this case, you want to collect both amazing emails and terrible emails.

That way, you can study both what works and what doesn’t work, which will help you improve your own emails.

Lead Generation Example: Laura Lopuch

Laura Lopuch used cold emails to launch her freelance copywriting business.

Then she grew that business by 1,400% in just four months.

Here are some of the highlights:

  • One cold email generated almost $20,000 in revenue.
  • She connected with The New York Times best-selling authors Lisa Scottoline, Chris Guillebeau and Matt Kempes.
  • She got to work with Selena Soo (Ramit Sethi’s star student and successful publicity coach) for nearly a year.

“By the end of my first year in business, I ended up with more work than I could handle. I was working close to full-time with several clients. My business grew ridiculously. All thanks to cold emails,” recalls Laura.

Lead Generation Technique #2: Blogging

Blogging is another great way to generate leads.

Here’s the main idea:

  • You create top-quality content.
  • You generate search engine traffic.
  • You convert those visitors into email subscribers.

Pretty straightforward, right?

Let’s take a look at each of these steps…

Create Top-Quality Content

It’s important to understand that if you want to build a successful blog, you must commit to consistently publishing top-quality content.

But what exactly does “top-quality content” mean?

It needs to be:

  • Relevant. You should offer a solution to a problem that your potential customers are struggling with.
  • Comprehensive. You should provide all the information they need to successfully implement that solution and benefit from it.
  • Well-researched. You should aim to back up your statements with data. This can be statistics, case studies, scientific research, etc. 
  • Well-formated. No one wants to read a wall of text. Make sure to use headings and subheadings, keep your paragraphs 1-2 lines long, and break the text up with images.
  • Original. You can differentiate your content from everyone else’s content on that subject by adding something unique to it. This can mean sharing your personal experience, publishing original research, referencing obscure books and scientific studies, etc.

For example:

SEO is one of the most competitive niches out there.

But Brian Dean managed to grow Backlinko into one of the world’s most popular SEO blogs by creating content that was better than anything else out there.

He writes incredibly valuable articles, shares his own experiences (with precise numbers!), and publishes original research.

Generate Search Engine Traffic

Top-quality content by itself is not enough.

You also need to generate search engine traffic. But how can you do that?

As Adam Enfroy explains:

“While you can read about a ton of fancy “hacks” and shiny new tools, there are fundamental principles that have not changed when it comes to SEO and blogging.

  1. Content and links.
  2. Content and links.
  3. Content and links.

This has remained unchanged for the last 10+ years.”

So let’s take a look at how to create SEO content and build backlinks…

Create SEO Content

It’s important to understand that not all content has the potential to bring in search engine traffic.

According to Ahrefs:

SEO content is, quite simply, content that’s designed to rank in search engines like Google.”

Joshua Hardwick, the Head of Content at Ahrefs, points out that although you might think that all content is SEO content, that is not the case.

For example:

They do a lot of case studies on their blog. Most of them get little to no search engine traffic.

“Does this mean those posts failed?

Not at all. We published these posts to bring new insights to the SEO community—not to rank in Google,” explains Joshua.

However, if you do want to generate SEO traffic, you need to make sure that you target a specific keyword with that piece of content.

  • Do keyword research. You want to find a search term that your potential customers may use. You also need to make sure that you can realistically rank for that keyword. Don’t go after super-competitive ones. 
  • Do competitor research. What’s already ranking for that search term? Read the entire first page of Google Search results. Pay special attention to the top three results. How can you improve on them?
  • Outdo the competition. You want to create a piece of content that is better than what’s currently ranking for that search term.

Learn more: “What is SEO Content? How to Write Content that Ranks”(Ahrefs)

There are two tools that are invaluable when it comes to creating SEO content: Ahrefs and Clearscope.

Ahrefs is arguably the world’s best SEO software. It allows you to conduct in-depth keyword research, among other things.

Meanwhile, with Clearscope, you can easily analyze what’s already ranking for your target keyword, then optimize your content accordingly.

Both of these tools are pricey:

  • Ahrefs starts at $99/month.
  • Clearscope starts at $170/month

However, if you:

  1. Are serious about building a blog.
  2. Have the financial resources required.

You may want to consider investing in these tools because they will make your life much easier.

Be Aggressive About Link Building

SEO content by itself isn’t enough either.

You also need to build backlinks if you want your blog posts to rank on the first page of Google’s search results. Why?

Because Google uses backlinks to determine where the content should rank on the results pages for that keyword.

(Obviously, it’s not the only ranking signal, but arguably it’s the most important one).

Note that the authority of the website that is linking to your content matters as well.

Ahrefs have developed a metric called Domain Rating to measure this.

Here’s how Adam Enfroys explains it:

“DR is a metric created by Ahrefs (similar to Moz DA) that is a number from 0 to 100 based on your link profile and ability to rank on search engine results pages (SERPs).

  • When you start a new blog, your DR is zero.
  • Small blogs have DRs from 30-50.
  • My current DR is 78.
  • Major blogs have DRs in the 70s and 80s.
  • Large SaaS companies have DRs in the 80s and 90s.
  • The top sites on the Internet like Google, YouTube, and Facebook have DRs of 99+.”

The higher the DR of a website, the more valuable that link is, meaning the more impact it will have on Google rankings.

“A link from a small, niche blog with a DR of 25 is much less valuable than a high-quality link from The New York Times or Wikipedia with a DR of 90+,” says Adam Enfroy.

This means that when it comes to link building, you don’t want links from just any website, you want links from websites with high DR.

You can use Ahrefs’ free Website Authority Checker tool to see the DR of any website.

All you need to do is put in the domain name:

And you’ll see:

  • Domain Rating.
  • Number of linking websites.
  • Number of backlinks.

So how can you get those backlinks?

Adam Enfroy argues for leverage-based link building.

According to him, links are the currency of the Internet, so you have to treat them as tradeable assets.

“If you want to form an online partnership and get backlinks yourself, you need to be able to provide good links in return.

It’s that simple.

Again, it’s a value exchange – not a one-sided offer.”

Adam shares that people who reach out to him with the aim of getting a backlink from him often don’t offer enough value in return.

Here’s an email he used to illustrate this:

He explains that he simply deletes these emails:

“I can’t tell you how many outreach emails I get every week asking me to put a link in one of my articles to “improve the quality of my article, boost my SEO, or “help my readers.”

Or a blog will dangle the carrot of “add this link to your blog and I’ll share your post on social media” as if sharing a post to a few of their followers is somehow the same as a highly valuable backlink from my blog.

It’s not – these emails end up right in the trash. Again, what’s in it for me?”

He offers two leverage-based link building strategies that you can use to offer value in return for a link:

#1 Guest post link trading.

“You find other bloggers in your niche who are also doing guest posts on high authority sites and trade backlinks to each other between your guest posts. 

Since you already have room to add some extra links, you add theirs into your guest posts and they add yours into their guest posts.

 It’s a win-win.”

#2 Pre-Linking In Guest Post Outreach

If you want to work with a top blogger or influencer in your niche, you can provide a ton of value by linking to them in your guest posts before you even reach out to them.

(…)

For example:

I really wanted to work with Pat Flynn of Smart Passive Income. So before I reached out to him to do a podcast interview, I made sure to send him 10 backlinks from some of my guest posts.

This pre-linking strategy worked.

His team saw the value in the backlinks I provided, the podcast interview was conducted, and I got a few backlinks from the podcast episode’s page:

Adam also explains how the “flywheel of link buildingworks.

When someone needs a resource to include in their post, they do a Google search, then quote one of the top results.

That’s why websites that are already ranking on the first page end up getting more and more links. 

It’s not because they are necessarily the best, it’s because they are the easiest to find.

And that’s why Adam emphasizes the importance of building your domain authority:

“You need to take action and build Domain Authority yourself because no one else is gonna do it for you,” he says.

Learn more: Link Building 2.0: The Leverage Flywheel” (Adam Enfroy)

Grow Your Email List

Okay, so now you have search engine traffic coming in, what’s next?

You should convert those website visitors into email subscribers (in other words, into leads).

Create a Lead Magnet

A lead magnet is a freebie that you offer to the visitor in exchange for their email address.

It can be:

  • An email course.
  • A video series.
  • A case study.
  • An ebook.

…etc.

What matters is that your lead magnet provides genuine value to the visitor. What does that mean?

It should offer a solution to a problem that the visitor is struggling with.

It’s ideal if that problem is the same that your product solves.

But it can also be a problem related to the one that your product solves.

For example:

Jon Morrow is a popular blogger and a renowned writing coach who teaches people how to make money from writing.

One of his lead magnets is a free “52 Headline Hacks” ebook.

This ebook provides a ton of value to Jon Morrow’s target audience of writers.

Believe me, coming up with headlines can be quite a challenge, so any help is much appreciated.

Learn more: “How To Create a Lead Magnet That is Highly Effective [With Examples]” (ClickFunnels)

Create a Landing Page for Your Lead Magnet

Your lead magnet needs its own landing page.

That way, you can send people directly to it, which makes them more likely to subscribe to your email list.

You should use a type of landing page that is called a squeeze page for this. It’s a page that is specifically designed to capture email addresses.

Learn more: “How To Create a Squeeze Page That Converts [With Examples!]”

Offer Content Upgrades

A content upgrade is a relevant resource that the reader can download by providing their email address.

For example:

Sumo have a blog post called 7 Must-Have Instagram Marketing Tools For Rapid Growth”.

Once you get to the end of this post, you are offered Sumo’s Instagram marketing swipe file.

Sumo add content upgrades to all their blog posts.

However, according to Ash Read, you don’t need to create content upgrades for every piece of your content.

You can start by identifying your most popular posts, then creating a content upgrade for each of them.

These can be:

  • Checklists.
  • Cheat-sheets.
  • Resources lists.
  • Spreadsheets.

…etc.

For example:

“If one of your most popular blog posts is about deep-sea fishing, you might create an equipment checklist and offer it with the post,” explains Ash.

Learn more: “#1 Way To Build An Email List FAST (Free Step-By-Step Method)” (Sumo).

Use Pop-Ups

Everyone hates pop-ups… But they work!

Which is why you should use them on your website to grow your email list faster.

Ash Read advises implementing three types of pop-ups:

  • A welcome mat that is displayed when the visitor lands on your page.
  • A scroll box that is displayed when the visitor is reading your content.
  • A smart bar that is constantly displayed at the top of the page.

You may also want to create an exit-intent pop-up that is shown to the visitor as they are about to leave your website.

You can use Sumo software for all that.

Lead Generation Example: Adam Enfroy

Adam Enfroy launched his blog in January 2019.

“I started using startup growth tactics to grow my blog. As I still had a full-time job, I needed to make the most effective use of my time. And I wanted to make real money in 3-6 months (not 3-6 years) – all in the ultra-competitive marketing niche,” he recalls.

He knew that if he wanted to achieve this, he needed to treat his blog as a business. He realized that he had to scale his blog like a startup.

His primary goals were:

  1. Obtain backlinks to build Domain Authority.
  2. Accelerate organic traffic growth.
  3. Monetize the site within 3-6 months.

For the next six months, he worked 100+ hours per week between his day job and his blog. And it paid off!

  • Three months in, he had obtained 500 backlinks and generated 7,600 organic visitors per month.
  • Six months in, he had obtained over 3,000 backlinks, built his Domain Rating to 66, and increased his organic traffic to 44,000 visitors per month. He also started making more money from his blog than from his full-time job.
  • Nine months in, his blog generated more than $35,000 in a single month.
  • Twelve months in, his blog was generating around $30,000 per month for the last few months.

He ended up making $203,736 in 2019.

He also built an email list of 11.3k subscribers.

And what about the last year?

Adam Enfroy made $812,718 in 2020!

He also grew his email list to 42,069 subscribers.

In the last two years, his primary method of monetization was affiliate marketing (although he did release a few info products of his own).

Now it appears that he intends to focus more on creating info products. 

And he’s in a great position to do that because he now has an email list with more than 42k subscribers!

Lead Generation Technique #3: Webinars

You can also generate leads by hosting webinars.

Here’s how it works:

  • You create a webinar.
  • You promote that webinar.
  • You collect the email addresses of webinar participants.

That way, even if a person doesn’t buy from you during the webinar, you still have their contact details.

You can then nurture that lead through email marketing. And who knows, maybe they’ll eventually decide to buy your product?

Pick the Right Software

You need reliable software if you want your webinar to be a success.

Tony Ho Tran did an overview of free webinar services.

According to him:

Get Proper Equipment

Low-quality equipment can ruin your webinar. Don’t let that happen!

  • Get a microphone. Audio quality is the most important thing. People can forgive blurry video, but bad audio? Never. 
  • Get a webcam. Still, video quality is also important, especially because high-quality video conveys professionalism.
  • Headphones. No one wants to listen to annoying echoes.

Prepare the Set

Do you intend to be on video during your webinar?

Then you want to make sure that your set is ready, even if your “set” is your living room.

  • Get a ring light for lighting. It’s easy to underestimate the importance of lighting. Don’t make that mistake!
  • Choose a background. You want the background of your video to look professional. Having your back face a wall or a bookshelf is probably the safest option. 
  • Ask everyone to be quiet. You don’t want your spouse, children, or roommates to distract your readers.

Note that although webinars often have a casual vibe, it’s still important to be professional. These are your potential customers, after all!

Prepare the Slideshow

You will probably want to use a slideshow for the webinar.

The most important thing is that you provide genuine value to the viewer.

This means offering a solution to a problem that they are struggling with.

You want them to be glad that they watched your webinar even if they decide not to buy your product.

Remember, the webinar isn’t supposed to be an extended sales pitch, it’s supposed to be a “web seminar” on a particular topic!

Also, you may want to invest in professional graphics, especially if you don’t have any graphic design skills yourself.

This doesn’t have to be super expensive.

You can use a productized service like Design Pickle for this. They offer unlimited graphic design requests starting at $499/month.

Offer a Recording

Let’s keep it real:

People’s attention spans are so short that they barely manage to get through a 3-minute cat video.

Expecting them to sit through an entire 1-hour-long webinar may prove to be a bit much.

That’s why you need to also send them a video recording of the webinar so that they could watch it later on.

Continue Providing Value!

There’s not much point in getting someone’s email address if you then don’t ever contact them again.

There also isn’t much point in getting it if you then wait to contact them for so long that they forget who you are.

So once someone has registered for your webinar, start nurturing that relationship by providing value.

And don’t stop after the webinar.

They may not be ready to buy today, but they might be ready to buy tomorrow. Or next week. Or next month. Or next year.

You just need to be patient and continue providing value.

Learn more: How To Run a Webinar” (Webinar Ninja)

Lead Generation Example: Nick Stephenson

Nick Stephenson is a best-selling author and the founder of Your First 10,000 Readers. He teaches writers how to market their books.

On his homepage, he has a smart bar that offers the visitor a “Blueprint to automate your author marketingand encourages them to “GET THE WEBINAR”.

When you click on it, you are taken to the webinar landing page, where you can register for it.

And once you do, you will not only get access to the webinar, but you will also start receiving emails from Nick about writing, marketing, etc.

Conclusion

Cold emails, blogging, and webinars have been around forever.

Other lead generation techniques came and went. But these three are still here. Why?

Because they work.

And they will likely continue to work.

So don’t waste time chasing the latest online marketing trends.

Invest in lead generation strategies that are proven to get results.



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