How to Find Profitable Lead Generation Sources


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The Senator Club brings you a presentation on how to find profitable lead generation sources. Get more leads with fewer resources.

Just when you thought it was impossible to find more leads. The Senator Club comes along and throws an event like this.

Your leads are out there waiting for you to find them.

They have a problem. And your product is the solution.

The only reason they aren't your customer yet is because you haven't found them.

Let's help you find them.

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How to Find Profitable Lead Generation Sources

  1. 1. How to Find Profitable Lead Generation Sources   1  
  2. 2. Remind yourself why! you want to find more leads   2  
  3. 3. Where my sales strategy comes from •  Selling local & long-distance telecommunications services for MLM program •  Selling $25M+ companies to investors and other larger companies at investment bank •  Selling 3 different products in three different industries at three different failed startups •  Selling legal software to massive companies that get sued a lot   3  
  4. 4. Learn the Fundamentals of Lead Generation!   4  
  5. 5. Think of it as an experiment •  Most people ask themselves: –  How am I supposed to generate leads? •  You ask yourself: –  What if I tried to generate leads this way?   5  
  6. 6. Know your objective everyday •  •  •  •  •  •  •  Generate leads with the highest quality at the lowest cost to convert into customers that pay you money known as revenue to grow your business.   6  
  7. 7. Simple process, difficult to do 1.  Find leads –  get the word out about your product –  do it within your budget 2.  Capture their information –  use a CRM tool to manage your leads •  –, RelateIQ, CapsuleCRM use form widgets on your website to capture your leads •   Marketo, hubspot, aweber, Unbounce, popup domination 7  
  8. 8. You must know this before you start •  Your target customer •  Their buying process •  Their key influencers and decision makers •  Your product and brand message •  Specific goal for each lead generation campaign   8  
  9. 9. Low Volume Lead Generation! 3 Specific Strategies to Find a Few Targeted Leads   9  
  10. 10. Get leads from a paid data source •  Pay for data: Capital IQ,, Hoovers, Radius •  Add to your CRM solution •  Email and call them •  Primary example: –  Investment banking, selling $25 million tech company   10  
  11. 11. Get leads from magazines and media •  Get leads from industry magazines, journals, blog posts, conference speaker lists •  Add to CRM •  Send out personal card through actual mail •  Primary example: –  Wealth advisor, $100 million in assets under management   11  
  12. 12. Get leads from social media •  Get leads from LinkedIn; connections, people search, groups, people also viewed •  Add to CRM •  Email and call them •  Primary example: –  Enterprise software sales, recent proof of concept   12  
  13. 13. High Volume Lead Generation! 5 Specific Strategies to Find a Lot of Targeted Leads   13  
  14. 14. Target complimentary product leads •  Think about products who’s popularity would make your company thrive •  Target the audience of those products with your unique message •  Primary example: –  EventChocolate, got 485 user signups in two months –  Emailed users from ticket management website   14  
  15. 15. Target substitute product leads •  Think about products that would be used if you and your competitors didn’t exist •  Target the audience of those products with your unique message •  Primary example: –  AirBnB, sent direct emails on craigslist –   15  
  16. 16. Target industry related blog leads •  •  •  •  Identify 200 industry related blogs Collect blog traffic stats, author and email address Send them an email offering to write a guest post Direct traffic back to squeeze page/content •  Primary example: –  Buffer App CEO, Leo Wildrich, guest posted on blogs –  “Solely through guest blogging we've acquired around 100,000 users within the first 9 months of running Buffer.”   16  
  17. 17. Target leads via new ad channels •  New ad channels are the least expensive because they are unproven (AdWords, Facebook, Youtube) •  Spend a small amount of money to test conversions •  Scale up if effective and affordable •  Primary example: –, gets youtube video ads for free   17  
  18. 18. Target customer referral leads •  Ask your existing customers to refer you •  Incentivize them by offering them something of value in exchange •  Collect the best leads of your life •  Primary example: –  Life Insurance Agency, send referral cards for movie tickets   18  
  19. 19. BONUS Lead generation for your new pizza shop   19  
  20. 20. Conclusion •  Get leads from paid data sources •  Get leads from magazines and media •  Get leads from social media •  •  •  •  •  Target complimentary product leads Target substitute product leads Target industry related blogs Target leads via new ad channels Target customer referral leads LOW   VOLUME   HIGH   VOLUME   Now go out, work hard, and find those leads!   20  
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