Regardless of the size of your agency, lead generation is essential for any business that wants to grow.
It helps you connect with prospects, and set up a system of constant lead flow.
In this article, we will explain how to get leads for your agency.
These numerous strategies your agency can put in place, and make sure you are tapping into this invaluable source of traffic and leads.
What is Lead Generation?
Lead generation is a strategy that allows you to attract and nurture leads.
It’s important to understand that it is more than just an advertising technique.
It requires a lot of work to be done properly and efficiently.
Your aim is to get as many people as possible to become your leads.
That is why you need to know what they want, and where to find them.
That way, you can send them emails that are relevant to their interests.
So, if you want to generate leads, you should know what kind of leads they are and where they can be found.
Where Can I Find Leads
There are several ways you can find leads.
The first is through research.
If you have an idea or a product you think will sell, the first step is to do some research on your target market.
This will give you a lot of info on your prospective buyers.
You should also learn about the various types of leads that are out there.
Some of these include:
- Direct Mail Leads
- Email Marketing Leads
- Telephone Leads
- Yellow Page Leads
- Pay Per Click (PPC) Leads
- Website Leads
- Offline Leads
Let’s look at each one separately.
Direct Mail Leads
A direct mail lead is someone who has responded to a piece of direct mail that was sent to them.
This could be a letter, an advertisement, or a promotional postcard.
When they respond, it shows you that they are interested in your offer, and you can go ahead and send them more information.
You can also collect their contact details, and start sending them emails, or follow up with them.
Email Marketing Leads
An email marketing lead is someone who has shown interest in a product or service by responding to an email that was sent to them.
It could have been an offer, a free trial, or a coupon.
The email could have had a link in it, and when the recipient clicks on that link, they are taken to a website, where they can get more information about your product or service.
Telephone leads are those who have called into a business that was advertised to them.
These are often referred to as a cold call.
For example, if you’re advertising for a company that sells car insurance, then you might get a call from someone who was looking for a new policy.
Summing up, telephone leads are people who have already expressed interest in what you’re offering.
Yellow Pages Leads
Yellow pages leads are found in the Yellow Pages, as well as on other websites that list businesses.
There are several ways to find these leads.
For example, you can advertise on the local newspaper, and then wait for people to call.
Or, you can use a lead generation company that will help you with this process.
Pay Per Click (PPC) Leads
PPC leads are those who clicked on your ads while they were searching for a company or a product online.
They are usually easy to attract, since you can pay for clicks, and get traffic to your site.
Next, you should learn how to convert this traffic into leads.
Website leads are generated when someone visits your website, and then fills out a lead capture form.
This could be someone who downloaded a free report from your website, or someone who was looking at one of your products on your website.
Offline leads are generated when people respond to direct mail pieces that were sent to them.
This can include postcards, letters, newspaper ads, magazine ads, or any other type of direct mail.
How To Get Leads For Agency
Now that you know where you can find leads, the next step is to develop strategies for converting these people into leads.
These strategies can include:
- Offering a bribe (such as a free report) to encourage people to give you their contact details.
- Using a “Get-Rich-Slow” strategy (where you sell high ticket products and use low ticket products to generate cash flow).
- Using an “end-of-the-funnel” technique (where you send your best prospects something they have to buy, in order to get your offer).
- Using a “three-step” sales letter (where you offer a little, ask for a lot, and then offer a little more).
- Using a “delayed close” or “pull” technique (where you hold off on asking for action until the person is emotionally committed to your offer).
Besides the “close,” you should also use other techniques to make the sale.
These include using testimonials, benefits, product demonstrations, and other “salesmanship” techniques.
Generating Leads Via Direct Mail
Let’s talk about direct mail first. One of the most effective ways to generate leads with direct mail is to use a “bribe”.
For example, let’s say you are selling information on how to lose weight.
You might offer a free report as a bribe to get people’s contact details.
In this case, your letter might look like this:
Dear Prospect, I thought you might be interested in this report, “How To Lose Weight Without Starving.”
Here’s why: Recent studies show that 95% of all Americans are overweight or obese.
For some, this is life-threatening. For others, it is a hindrance to their quality of life.
The good news is, there is a simple way to lose weight and stay healthy, even if you have a family and a career.
This report will show you how. I hope you find it useful. If you’re interested, I’d be happy to send you the report for $7
But, I want to give you something extra to help you lose weight.
You can see that this letter is full of benefits that people would find attractive.
And, it mentions that if they order the report, they’ll get it for free.
This gives them the opportunity to take advantage of the offer.
For the same reason, you should always offer a “bribe” in your direct mail pieces.
This will give you more leads.
Generating Leads Via Email Marketing
Next, let’s talk about email marketing.
If you are selling information products or services, then you can use email marketing to generate leads.
However, there are different types of email marketing that you can use to generate leads.
Auto-responders – These are emails that you send to people who have opted-in to your list.
They usually have a pre-written message with a link back to your website or blog.
You can use these to drive traffic to your site, and generate leads.
Here is a list of the best autoresponders:
Some of these have free plans – the rest are very inexpensive.
Finally, don’t forget that you can also use autoresponders to collect email addresses and other information from visitors to your website.
Email newsletters – These are usually a series of emails that you send out to your subscribers on a regular basis.
You can use them to promote new products and services, or to keep your subscribers up to date on your company’s activities.
For example, if you are selling health products, you might include recipes or healthy cooking tips in your newsletter. This is a good way to get your name out there.
You can also use these newsletters to generate leads.
For example, you could offer special discounts or bonuses for people who sign up for your newsletter.
n all cases, the idea is to provide value to your readers and prospects by offering something that they will find useful.
That is why you need to be careful when you design your emails. Your emails should be short, relevant, and interesting.
You also want to avoid being too salesy.
This isn’t the time to ask for a sale.
Instead, you should try to add value to your readers and prospects.
Generating Leads Via Telephone
Now, let’s talk about telephone marketing.
If you are using direct mail or email to generate leads, you might also consider using telephone marketing.
Of course, it is important to note that not every lead that comes through one of these methods is going to become a paying customer.
However, if you use all three methods (direct mail, email, and telephone) you can increase your chances of closing a deal.
Generating Leads Via Yellow Pages
Another type of lead generator is via the yellow pages.
Let’s say you are selling information on how to buy gold and silver coins.
You could make an ad like this:
Free Report Reveals How To Buy Gold And Silver Coins At Any Price!
To get your free report just write your name and address and the words “free report” on a piece of paper and send it to:
123 Elm Street
Massillon, OH 44646
You should include a phone number in your lead-generating ads and/or direct mail pieces.
The number should be a “real” phone number, not a fax number or an email address. It should also be local.
Generating Leads Via PPC
Next, we have pay-per-click (PPC) leads.
These are leads that you generate by paying for ads on search engines.
For example, if you are selling information products or services you might include a PPC ad like this:
If you can afford it, you can buy leads from PPC advertising.
However, this is more of a long-term strategy than a short-term one. It takes time to build up your reputation and trust, and to find a niche in which to sell.
Also, some PPC advertising is very expensive, so you will need to be able to spend a lot of money in order to make this work.
Generating Leads Via Website
Now, let’s talk about website leads.
A website lead is a lead that comes from someone who has visited your site and filled out a form.
You can use these leads to target specific audiences.
For example, if you have a website about weight loss, you could use your website leads to target people who are interested in weight loss.
This would mean that your ads would only show up for people who are searching for information on weight loss.
Of course, if you are targeting this audience, you should also have a sales funnel set up to help them through the process of buying your products and services.
Here are the best sales funnel softwares, that can create your website AND lead magnets:
The above tools have free or very inexpensive trials. So, give them all a shot and see which one is best for you and your business.
In this way, you can turn website visitors into paying customers.
Generating Leads Via Offline Leads
Another way to generate leads is by using offline leads.
Offline leads are leads that you get by talking to people face-to-face. Obviously, this is not a long-term strategy.
However, if you have the luxury of time, this is a good option to consider.
You can use offline leads to find people who might be interested in what you are selling, but who don’t know you exist yet.
You should also use offline leads if you have a very high-priced or unusual product or service.
This will give you a chance to “break the ice” with your prospect and get him/her interested before you go on to more expensive and less credible lead-generating strategies.
Lead generation is an important part of any business.
The more leads you generate, the more sales you will make.
Choose the one that best fits your situation, your budget, and your goals.
If you want to generate lots of leads quickly, you should choose a strategy that involves cold calling, like the direct mail and telephone methods we discussed above.
If you want to generate leads slowly, over time, you should choose a strategy that involves advertising, like PPC and website leads.
If you want to target specific audiences, you should choose a strategy that involves website leads.
If you want to generate leads quickly and inexpensively, you should choose a strategy that involves offline leads.