Tag: Lead Generation

Why Lead Generation? 😲

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Continuing on in a series of recent podcasts about the value of lead generation.

Transcription

Why lead generation?

Hi I’m Brian Pombo, welcome back to Brian J. Pombo Live.

Lead Generation is an interesting topic.

We’ve been talking about this for a handful of videos. Now, I don’t want to gloss over the idea that lead generation is important.

Especially because it occurs to me, almost every company I end up working with has some serious reservations about doing any form of lead generation whatsoever.

If they if they are doing it, there’s people in the company who think they shouldn’t be.

If they are not doing it, tt’s because they don’t understand why.

And so I just wanted to hit on this topic real quick for you.

I have not found in most cases there. If a company is not doing lead generation and the only time I’d ever tell them not to do any form of lead generation whatsoever, is if there are other issues with the company that need to be fixed first.

That’s the only thing, it’s not because I think that company shouldn’t have it.

I honestly think all companies should have some form of lead generation in place.

What is lead generation?

First off, lead generation is the idea of collecting at least limited information of a person that is a prospective customer or client, patient, what have you, whatever you’re doing, you should have that list of prospective people that might be willing to be a customer.

That might be a good fit for being a customer client, or what have you. That’s a lead a lead is just somebody that’s close to being there.

I mean, this doesn’t even count having killed holding on to lists of people that were previous customers, this doesn’t have to do with people, even having a list of people who are current customers or recent customers.

I’m just talking people that might someday be interested because and it could be a number of reasons.

But in most cases, if you can find people who have shown interest in a topic or idea, or they have some type of demographic that makes them basically the type of person that you’re looking for.

So if you’re selling dog food, and you know this person has a dog or more, they’re probably a prospect for you.

That’s a little slice of demographics that you’d be able to get, it’s a list that you can get from somewhere else, you wouldn’t even have to ask them directly, necessarily, you can you can garner one of those lists from elsewhere, but just developing a list of people who might possibly be interested.

Here’s why you want to do that.

Here’s why it matters.

It’s because no matter what, if you go and talk to everyone who could possibly be a prospective customer, you’re always going to have people walk away who aren’t ready to purchase yet.

They’re not ready to become a customer yet and what do you do with those, and it’s usually it’s usually a majority, it’s usually a large majority.

If you could talk to everybody, all at once around the world that could ever possibly be a prospective customer of yours. Everyone that’s currently alive.

Everyone that speaks your language, if you could talk to all of them all at once, what percentage of them would actually become customers?

Probably enough for you to do pretty well. Right?

But aside from that, you’d have a huge percentage, depending on what it is that you have as an as an entry level offer, you’d have a huge percentage that would that would not be interested.

So what do you do with all of those doesn’t mean you just ignore them?

Does it mean that you hope that your marketing or sales team is going to get in front of them another time that it’s just it’s just going to happen?

There’s zero competition that could ever come in between you and them? That’s absurd. All those things are possible. So having a person’s name at least a first is the absolute limited that you need.

You at least need their first name.

If you get their full name great.

You at least need a way of contacting them that you’ve been given permission to do.

An email, a phone number, a snail mail address, whatever. You need something that you can talk to them by that you could connect with them by and that you do have some somewhat control over.

Phone, at least in the United States, you kind of have to have permission to have that depending on which sector you’re in. But you do need permission to be able to call somebody, once they’ve given you that information.

You’ve said that you’re going to be calling them, then you’re, you’re off to the races, emails, very similar thing.

Snail mail, not so much, that’s pretty much still wide open. If you’ve got somebody whose address UK and you’ve got their name, you can send them a piece of mail, and you can do it pretty indefinitely, and that there’s certain lists you can get on to cut out your junk mail.

But it’s a whole nother story.

If you get permission, though, on any level, there’s nothing better than lead generation because it allows you to keep going back in front of them over and over. And you have a reasonable amount of control over that process.

In most cases, it’s the least expensive way of advertising, because you’ve cut out everybody that you know, is definitely not a prospect. The people who do not have dogs are probably the least likely to purchase dog food, if that makes sense.

Lead Generation is important.

Understanding that part first is a huge step forward, especially for all of the industries out there that do not collect leads that do nothing to get people’s information so that they can start an ongoing relationship, which is really what it’s all about.

Really what it’s about is you’ve got to create a relationship with these people. So that eventually you get to the point where they’re willing to try out what it is that you’re offering. That’s all I got for tonight.

Go check out my book, 9 Ways to Amazon-Proof Your Business.

Once you have that lead. Where do you go from there?

How do you differentiate yourself from everybody else?

That’s what this book is all about, 9 Ways to Amazon-Proof Your Business get a free copy at AmazonProofBook.com.

We’ll see it tomorrow night.

In the meantime, get out there and let the magic happen.

Lead Magnet Ideas 💡

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Just what is a lead magnet and how can it be useful to your business?

Transcription

Lead Magnet ideas?

Hi I’m Brian Pombo, welcome back to Brian J. Pombo Live.

Why am I holding in my hand a pocket constitution?

There’s a reason this can be used..well, let me back this up.

Let’s talk about lead magnets a little bit, okay?

What’s a lead magnet?

A lead magnet is when, when you’re in the process of building your business, you start to realize that having the leads, meaning having an understanding of people that are most likely to be interested in what it is that you’re selling, is one of the most powerful things in the world, especially if you have a list that you can continue going back to.

Now those leads can take many forms, it could be a snail mail address list.

It can be an email address list, it can be phone numbers, it can be text numbers, it can be anything that you have had some type of, or somebody that you have purchased this or has a prior agreement that you’re able to talk to these people.

Otherwise, you start getting into spam rules and everything else, which is a whole nother issue.

But if you’ve got a prior agreement that you can talk to these people from here on out, then you’ve got a way to be able to send your commercials to someone on a regular basis, or something that leads to a commercial.

That’s where the lead is the person that’s most likely to be eventually a customer of yours, even if they aren’t right away.

So a lead magnet is that thing that attracts that type of person and allows them to give you their information so that you can then use it and treat them as a lead.

The most common one you see online is people giving away whatever digital products most of the time, PDFs above have an e-book or a not a quick audio program, maybe a mini-course, you know, there’s a number of things that people will give away just for the ability to be able to get a lead.

Now there’s a step up from that, if you have an inexpensive product, which a lot of people have referred to as a tripwire and marketing, you have that inexpensive product to help really identify the best of the best of the leads out there.

That’s another story, if we’re just talking leads off of a free product, a lead magnet, there’s a whole bunch of different options out there.

This actually was used or is currently being used by the Cato Institute, which is a political Think Tank, that they use this as a way to be able to find their right people and they they don’t give these away from my understanding they charge a small amount for them.

But it allows them to identify the right leads.

But you could do the same thing.

Here’s what the interesting point is that I’m making, it’s not that you should go out and start printing up constitutions and give them out to people. How much of this did they actually write most of it the stuff that people want out of this. They didn’t write any of it. The only thing that’s been added to this is there’s a preface, this is by the founding director of the Cato Institute.

So I will preface and then they got the Declaration of Independence in the Constitution stuff that is completely free.

Anybody can go and look for it online if they want, and can get a million different websites coming back to them telling them word for word what these items are. These still work though, I’ve worked with moms still working with a nonprofit, that use this as a way to be able to start a conversation with their followers.

They were giving these away, or giving them away for a small donation is what it was. And, and so they actually were using the Cato Institute one first and then hopefully, eventually they would move over to their own.

But the idea is, is you don’t have to create the item, you don’t have to create the content, you can grab the content from somewhere else, you got to make sure that you either have permission or ownership or it’s something in the public domain.

But there’s a lot out there that can be done that way you can work with another partner and use some of their items and be able to give their stuff away give someone else’s books away. so on so forth.

Here’s the big IF, if it appeals to the same audience.

So that’s the whole idea that this works for Cato Institute because it appeals their audience, the nonprofit I’m thinking of, it appealed to their audience, they were having conversations about the Constitution and how it affects today’s life. That’s that all makes sense.

Oh, also, at the very end of this, they have a little promo sending people back to their, their website on law about section about the Cato Institute.

But for the most part, this is, this is a piece about the declaration of the constitution, people that go after this are going to be for that.

It is going to be one of those things that allows them to be able to now I’m not sure how well they’ve used it.

But it’ll allow them to be able to build up leads of people that are interested in these type of things, and allows them to then continue conversating with them from that point forward. Hopefully, that makes sense.

A lead magnet, oftentimes people say, Well, I gotta go and put one of these things together. It’s not necessarily true.

You just need to find something that people want that your ideal lead once and give giveaway to offer it to them for free or very inexpensively.

That’s the idea for tonight.

We come up with these ideas, they could sometimes be a tactic sometimes be a strategy, but they’re always based on some hardcore principle in terms of business strategy and marketing.

Go check out my book, 9 Ways to Amazon-Proof Your Business. If you don’t want to buy it, you can get a free copy, Lead Magnet Free copy at AmazonProofBook.com.

See, it allows me to identify the people that are most interested in it also gives me a chance to conversate with people and find out where they’re coming from.

That’s gone a long way for me thus far.

We’ve had a lot of fun. That’s why I’m coming out with another book later.

So that’s all I got for tonight, you have a good one.

Get out there and let the magic happen.

Why You Need to Do Lead Generation

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Before You Make A Lead Gen Video…

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Brian shares some thoughts about Market, Message and Media, to think about before you put out a Lead Generation Video.

Are Your Prospective Customers Raising Their Hand?

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Are your prospective customers raising their hands?

Hi I’m Brian Pombo welcome back to Brian J. Pombo Live today.

Live from Tracy, California down here for my cousin’s wedding. Actually just went to it tonight and just got back. You could tell I’m a little worn out. My throat’s a little horse and a little tired from running around after my children, the family wedding.

But it doesn’t mean we can’t hang out for just a quick minute here and wanting to tell y’all…..remind you, if you haven’t been with me here before about DreamBizChat.com.

DreamBizChat.com as a place to go, especially if you’re a business owner or an executive in the self-reliance space, meaning that you provide products and services to people to help them become more self reliant. If you are a decision maker in that field, go to DreamBizChat.com go and watch the video.

Let me know what you think. Fill out the application if you think it applies to you. And, I think you’ll be happy that you did. Love to find out whether you are or you aren’t.

So today we’re talking about prospective customers.

So you know, you have people out there that could quite possibly be your prospect.

So what are you doing to get in touch with them ahead of time?

How are you having them raise their hand, figuratively?

How are you getting them to raise their hand and say, yes, I’m interested in what you’re offering before you ever get a chance to actually offer it to them?

Can you get them to raise their hand?

This concept, it’s been bandied about quite a bit. I think this, this specific idea I’ve heard the most from Dean Jackson, who we’ve talked about before. You can go and look his stuff up.

He has a number of podcasts and so forth. Dean Jackson, a marketing guru who, comes from the real estate field to begin with, but his concepts work regardless of where you’re at. And it’s all about finding out who your ideal prospect is for your product or service. Getting them to raise their hand ahead of time, which is what we call lead generation.

How do you get people to become leads?

How do you generate leads?

How do you get them to say, I may quite be, I might be interested in what you have going. So there’s a bunch of different ways we can go about looking at this. Let’s say you’re offering beehives that you have as a specific type of beehive and you’re trying to see people who would be interested in beehives.

Well, this is the most common thing that you’re seeing online and you have seen for, for close to 20 years now, is that you’ll have somebody have a free report, something of that sort.

And it will say, you know…..Top 10 Things that People Mess Up With When Deciding to Get a Beehive.

I’m just making that up off the top of my head. You have some type of report, something free that someone can basically raise their hand. Say yeah, I’m interested in that. I want to know more about beehives.

Well, who’s your prospective customers?

The people that are going to be interested in beehives. And so even before you’ve offered them your product, you’re getting them to raise their hand and say, this is me. I’m the type of person you want to be talking to.

Now, why is that important?

It’s important because for one thing, you can get in a conversation with them and find out more about them and where they’re coming from and be able to, gear all the rest of your marketing toward that type of personality and the type of person that’d be interested in what you’re doing.

On another end. It gives you the chance to touch base with them over and over and over again, whether it be by email, whether it be by phone, regardless of what the lead is. Whether it’s an address or what have you, you’ll get a chance to be able to talk to them over and over again.

Once you’ve generated that lead, what you’ve gotten them to raise their hand. So we’ve got some people on the chat here, Joe was back with us. He says, try visiting your prospect’s business before you approach them. And that’s great.

If you’re doing any form of business to business, and Joe knows this well because of the work that he does, if you’re doing any type of business to business, then try going ahead of time before you’re approaching them specifically and trying to sell them. Go and see what they’re about.

Go and take a look at what they’re providing.

Even better purchase something from them. If you buy something from someone that you’re looking to buy from you, that’s a way to be able to get in communication with them and talk to them.

I don’t know of any way more important to be able to get in touch with somebody who when you’re doing business to business specifically, but even if you’re doing business to consumer, you have to find a way to put yourself in their shoes.

Put yourself in the places where they go and be able to have conversations, talk to people ahead of time, get them in the long run to raise their hand. That’s the whole point of tonight’s talk.

Get your prospects to raise their hand. By doing that, you’ll be able to have the conversations necessary to be able to make your product better. Make your marketing better.

You’ll be able to reconnect them over and over and over again. It just makes sense.

I appreciate all you, all of you for being on tonight and we’re going to talk to you tomorrow. Tomorrow I’ve got a handful of different things to talk about, but somewhere probably around the same lines, but we’ll talk to you tomorrow.

You have a great night now. Get out there and let the magic happen.

How Expos & Trade Shows Can Explode Your Profits

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How Expos and Trade Shows can explode your profits.

Hi, I’m Brian Pombo. Welcome back again to the orange office in Grants Pass, Oregon. I’m with BrianJPombo.com and this is Brian J Pombo Live.

Everyday we come to you with another tip of a way that you can make huge changes in your business.

Okay, so today we’re going to talk about expos and trade shows and other things like conventions and ways that you can get out there and make a huge change in your business.

It has to do with networking.

Nowadays with social networking, with social media, we all expect to be able to do things online. We all expect to be able to reach people by email, reach people on social media, reach people electronically as much as possible, and do everything from behind a desk.

Really, if you can focus on doing something else, if you can focus on going the next level and taking it out to the physical world, you’re gonna really see the big difference.

I’m doing it myself. So within the self-reliance field, which is one of the areas that I’m focusing in on right now, and I have a podcast, I’ve mentioned it before, it’s The Off The Grid Biz Podcast. Here’s the latest business card.

I’ll tell you more about that in a second.

I’ve got this podcast, right. This gives me a chance to get out there and interview people within the self-reliance field, get to learn more about it, get to learn more about their business.

Because I’m talking to them from a business end and it’s changed everything. So today I was talking with Andrew Perkins. Andrew Perkins, who works for Ogden Publications.

Ogden Publications publishes Mother Earth News. Mother Earth News is a magazine that helps people in the self-reliance field and specifically in homesteading and kind of living off the land and learning how to do things the way people always used to be able to do it, but kind of teaching people how to do it again.

So raising animals, raising your own food, taking care of your own place, that type of deal.

Mother Earth News has been around for a long time, but they realized a few years back that if you’re going to survive as a magazine, you have to expand out. You can’t just be just a print magazine and that’s it.

So they created these Mother Earth News Fairs, there’s six of them that happen across the country. These are basically it’s an expo that gets put on all across the country.

They bring in speakers, they bring in authors to come out, put on workshops, show people how to do things, get people’s hands dirty and really show them all these things that people were interested in who would read the magazine except it’s like alive. It’s right out there for them to see and do. So this is exciting.

I’m going to the Mother Earth News Fair in Albany, Oregon. It’s on the first weekend of August and I’d love to see you there.

If you’re interested in the self-reliance field as I am a head over to MotherEarthNewsFair.com and go buy yourself a ticket.

Head on out there and reach out to me. I’d love to love to come and meet you.

This is one of the reasons why I had these business cards made. So what’s the point of a business card nowadays? It kind of seems, you know, old fashioned right? Well business cards, I dunno, for the past 20 years or so, they’re not all that useful unless you use them right.

The way I see business cards, this is just my way of showing that I have something serious. I’ve got a podcast to be able to interview people. This is cheese. If you’re talking cheese versus whiskers, we’ve talked about this before and we’re going to talk about it tomorrow.

Cheese versus whiskers. This is cheese to the business owners out there that are looking to promote something. It’s a podcast where I’m asking to interview people.

I’m not asking for them to buy anything. I’m not asking for them to listen to me. I’m asking to talk to them and give them a chance to get their point out there. So that’s what this business card means to them. For me. I’m more interested in the other side of the business card. See all these lines. It’s all blank. That’s what I’m interested in.

I’m interested in filling this part out so I will give one of these to somebody and then if they don’t have a card or anything with them that tells me their contact information, I’ll get their name. I’ll get everything I can and have them right here and I get to hold on to that.

You see, that’s the most valuable thing about a business card. It’s showing that you’re serious. It’s showing that you had some pre-thought to this coming forward.

You may have a chance of them remembering you after they take home a card, but more than likely they’re going to put it in a pile with other business cards or it’s going to sit off to the side and get forgotten about. That’s just life.

That’s just how things are people. It’s too easy to forget about those types of things. But I plan on using this business card. We’ve got this whole plan. I’m going with Sean Douglas, my producer.

We’re going to head out there. We’re going to be there for two days, Saturday and Sunday. Get to meet people, get to mingle, get to network a little bit and learn more about the entire niche.

So how can you use this?

Find an expo, a convention, a trade show in the niche that you are working in. What you will find there is you will find people with who are either in your audience, in your customer base, or you’re willing to find people who are playing to your customer base and you want to learn from them.

You want to see what you can do together to be able to meet the same customer base. There’s so many options out there, but that you got to get off your duff out of the office, out of in front of the computer and go out and meet some people. So that’s today’s tips.

Go to DreamBizChat.com if you’re in the self-reliance field, if you are an executive or business owner, go to DreamBizChat.com and go and watch that video there. I’d love to hear what you think about it. There’s an application to fill out if you think it applies to you.

Tomorrow we’re going to talk about more cheese, less whiskers. We’ll see you tomorrow.