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.

1. How to Find Profitable
Lead Generation Sources
senatorclub.co
1

2. Remind yourself why!
you want to find more leads
senatorclub.co
2

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
senatorclub.co
3

4. Learn the Fundamentals of Lead Generation!
senatorclub.co
4

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?
senatorclub.co
5

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.
senatorclub.co
6

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
•
–
Salesforce.com, RelateIQ, CapsuleCRM
use form widgets on your website to capture your leads
•
senatorclub.co
Marketo, hubspot, aweber, Unbounce, popup domination
7

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
senatorclub.co
8

9. Low Volume Lead Generation!
3 Specific Strategies to Find a Few Targeted Leads
senatorclub.co
9

10. Get leads from a paid data source
• Pay for data: Capital IQ, Data.com, Hoovers, Radius
• Add to your CRM solution
• Email and call them
• Primary example:
– Investment banking, selling $25 million tech company
senatorclub.co
10

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
senatorclub.co
11

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
senatorclub.co
12

13. High Volume Lead Generation!
5 Specific Strategies to Find a Lot of Targeted Leads
senatorclub.co
13

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
senatorclub.co
14

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
– http://www.quora.com/Airbnb-Craigslist-SpammingControversy
senatorclub.co
15

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.”
senatorclub.co
16

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:
– SimplePickup.com, gets youtube video ads for free
senatorclub.co
17

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
senatorclub.co
18

19. BONUS
Lead generation for your new pizza shop
senatorclub.co
19

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!
senatorclub.co
20