Lead generation: Learn how to generate more qualified leads and new business

1. GENERATE MORE
LEADS AND NEW
BUSINESS

2. KNOCK, KNOCK...
Founder and CEO, Sales On Brakes
10 years sales & business experience
10 countries in 30+ cities across 3 continents
Featured in ANZMA, International Colloquium on
Relationship Marketing (France), Millward Brown (UK)
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3. TODAY'S
CONVERSATION
4 Proven Steps to Generating Leads
4 Strategies for Finding and Engaging Leads
20 Powerful Tactics to Convert Leads to
Customers
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4. GENERATING
NEW LEADS
4 PROVEN STEPS TO
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5. DEFINE YOUR
IDEAL CUSTOMER
PROFILE
01
Who are your potential buyers? Think
demographics and psychographics
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6. ALIGN YOUR
PRODUCT TO YOUR
CUSTOMER PROFILE
02
What are the biggest problems they are
trying to solve? How does your business help
them solve those challenges?
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7. CONNECT AND
ADD VALUE
04
Remember the goal of lead generation is
to start a meaningful conversation with
someone who will benefit from your
offering
IDENTIFY CHANNELS
WHERE YOU WILL
FIND YOUR ICP
03
Offline or Online?
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8. FINDING &
ENGAGING
LEADS
4 STRATEGIES FOR
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9. Business growth comes
from using a combination
of different channels to
start meaningful sales
conversations
LEAD
SOURCES
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10. NARROW DOWN ON LINKEDIN
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11. TWITTER ADVANTAGE
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12. EMAIL LEAD
GENERATION
Brand Awareness
Warm
Occasional
No
Passive
Email Marketing
EMAIL
MARKETING
Sales Meeting/Call
Cold
Persistent
Yes
Proactive
Outbound Sales
Goal
Leads
Frequency
Research
Strategy
Software
ALL EMAILS ARE NOT
CREATED EQUAL
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13. Duration: 14 Days
Leads: 85
Sales meetings: 9
CASE STUDY
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14. Client wanted to reach out to Franchise owners in US
We did the custom research, found ideal leads and contacts
We crafted email outreaches (ps: we've tested 30K+ emails)
CASE
STUDY
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15. CASE
STUDY test 1
test 2
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16. CONVERT
LEADS TO
CUSTOMERS
20 TACTICS TO
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17. 01
BUYER JOURNEY
DEFINE BUYER
JOURNEY
Think of how your customers buy.
Create materials to help at each
stage.
02 RESEARCH LEADS Research to find, verify contact info.
And also to help make your outreach
personal.
03 CREATE URGENCY How are you different from the
competition and why should they buy
now?
04 CURATE VALUE If you can't create whitepapers or
ebooks, find relevant ones online and
share with them
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18. 05
EMAIL OUTREACH
USE MULTIPLE
CHANNELS
Don't fixate on just one channel.
Use multiple ones. Test and
improve what works.
06 FOLLOW UP Unless the lead has explicitly said No,
always follow up.
07 BE CONSISTENT Regardless of the channel you're using,
always stay consistent. Blog everyday.
Email every week. Etc
08 ALWAYS TEST Everything changes so fast. What works
today, might not work tomorrow. Always
test and improve
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19. 09
CALL TO ACTION (CTA)
BE SPECIFIC
What action do you want your
leads to take? Be specific - e.g.
download ebook or 15mins call
10 MAKE IT EASY If you make the potential customer think
too much, they will walk away.
11 KEEP IT SHORT Human attention span is 8 seconds.
That's all you have!
12 AVOID 'MAYBES' Businesses don't grow by people saying
'maybe'. Get the lead to say Yes or No
sooner than later
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20. 13
SOCIAL MEDIA
CREATE BUSINESS
PROFILE
Doesn't matter if you'll use it
actively or not. Creating a profile
on all social media helps with
SEO.
14 REQUEST
ENDORSEMENTS
Recommendations from clients serve as
social proof, and lowers purchasing
barriers.
15 OPTIMIZE SEO Think of keywords that describe your
business. Use those often on your page
and interactions (e.g hashtag)
16 SHARE OTHER
PEOPLE'S CONTENT
Be a giver. Give. Share. Encourage.
Engage. First help, before you ask for a
hand.
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21. 17
OFFLINE
CONNECT BEFORE
EVENT
This is a master habit. It shows
you're thoughtful and proactive.
18 ASK MORE, TALK
LESS
When you meet someone at a
networking event, ask more questions -
speak less.
19 MAKE AN
INTRODUCTION
Even if the person may never buy from
you, connect her to someone who will
help her. This is priceless.
20 CONNECT
AFTERWARDS
Have a system to follow up with people
after connecting offline.
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22. THANK YOU!
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Kwesi Sakyi-Gyinae
& HAVE A NICE DAY