Getting New Leads and Clients!

Again, here are the 3 reasons for having a website.

1. Generate new leads
2. Qualify prospects
3. Keep existing clients

The bigger picture of our business is to generate new leads that become qualified prospects and the plan is to convert a good number into clients. This is a numbers game as you well know but with this model the numbers are on our side.

Let’s look at the first one today – “Generate New Leads.”

You will have success if you think marketing first and base your website marketing strategy and design on Direct Response Marketing methodology!

But first, what does getting new leads and clients look like?

The basic answer is it means you get their details. That could be either their email address, or phone number, or actual address. This is not as hard as most people think. Let’s back track a bit first though.

How did they find your website in the first place?

Primarily there are 2 ways.

• As a response to a marketing piece of yours, a flyer or an ad or maybe you did a presentation and you directed them there. They’ve now come to your website to check you out.
• Or they’ve been searching the internet and come across your website or they’ve been told about it by someone.

Either way they’re checking you out and they may well be ready to use your service or take advantage of the offer in your marketing piece but maybe they’re not quite ready yet.

If you think they’ll remember you when they are ready – “Yeah well, good luck with that!”

Here’s a question I always ask my clients.

“Out of 100 visitors to your website how many are you now able to market too?”

Why would you spend any money on a website or marketing to get people there and then not be able to market to them after they leave? Honestly, this does my head in. It’s insane.

We’ve all seen the websites with untold cool tools and all manner of information and products and packages. These “libraries”, while possibly useful to potential clients, remove any real incentive to contact the business owner to take it to the next level.

After someone has visited and reviewed your website, what would you most like them to do?

Obviously, the ultimate would be to get a message saying, “Loved your website… Please can I make a time to see you…”

While this is possible, it’s pretty unlikely, no matter how impressive your site is. The first step in developing your website is to have a focused, achievable and quantifiable primary goal. What should your primary goal be?

“Get the MAXIMUM number of qualified clients
to identify themselves when they visit your website.”

With this in mind, you can now develop the right content for your site to achieve this goal. First, you need to find a way to get qualified clients to identify themselves.

This can be done simply by providing a Compelling Offer for FREE information or a report. A Great Offer!

For example, a FREE Report on “Reduce Your Debt Years Sooner & What the Banks Don’t Want You To Know” or perhaps “5 Things You Must Know About Pre-Approvals” (We actually have a swag of these Free Reports along with the marketing material already pre-written and ready to go.

Hi Peter,

I’ve just received the free report you helped me create. Wow, awesome. Although I had written what I think is a good informational article, I see what you mean about how the opening and closing of the report makes or breaks how well this system works.

I really ‘get’ now how this lead generation model will work so well. By powerfully taking our prospects on a journey of building a relationship with them – I can see that we’re building excellent rapport even before we meet them.

That term “being pre disposed to do business with you” means a lot more to me now as all the pieces to the jigsaw puzzle come together. I’m really impressed by how quickly you did it too.

Thanks again. Kind Regards, James Bryden.

But this information is provided only AFTER they have identified and qualified themselves.

Now, if you contrast this model with the “library” type of sites. In an attempt to provide a site “rich in content”, the entire text of the report would be found on the website. Why would I contact the broker when I can simply read the report on his website?

When I’m done, I will leave the site and move on. They will never know I was there!

OK, let’s go back to the question – “Out of 100 visitors how many am I now able to market too?

A lot more now I’m sure if you follow these precise steps.

So now we’ve had our visitors identify themselves, great. Some may be ready to do business now but others won’t be ready.

In the next e-lesson we’ll talk about the process of qualifying your leads and prospects.

If you want to jump ahead to the next e-lesson then click here.

If you want to cut straight to the “17 Point Marketing & Website Prosperity Health Check” to check your status you can do that that here, this is valued at a very real $385 and is Absolutely FREE for a Limited Time. So, if you’re up for a dose of brutal reality – “Let’s cut to it Peter and show me the “gaps” in my marketing funnel and give it to me straight. “Click Here NOW!“