How to Attract Leads for Your Business – The 5 Questions You Need to Ask
Before anyone can attract more leads to their business they need to know who their target market consists of, or in other words ask yourself the question “Who is my ideal lead?” Keeping that in mind, there are 5 questions you should ask yourself before beginning any new lead generation campaign, and they are as follows:
1. Who is your ideal customer?
Who is the person you’re looking to attract? How old are they? Are they male or female? What’s their age? Have they graduated from college? How much money do they earn? These are some top of mind demographic questions you must answer in order to create an avatar for your ideal customers. At the end of the day, knowing who you’re targeting is the key to attract more leads to your business.
2. What do your customers care about?
You need to know what the concerns of your ideal customers. Ask yourself, what type of information do they want to know about? Are they concerned about time management? Being overwhelmed? Being overweight/underweight? In other words, what keeps them up at night? Knowing this information is critical because in order to attract more leads for your business, you will need to know the interests of your customers.
3. Where do your customers hang out?
Do they hang out on social media? If so, what are their preferred social media sites? What conferences do they attend? What websites or blogs do they frequent? If you don’t know this information, how will you know where to place ads to attract your ideal customers. Positioning your advertising and banners in the right places is essential to your success.
4. What types of offers would be attractive to your ideal customer?
Would your customers respond to a coupon? A contest? A flash sale? Are they interested in educational material? Free material? Would they pay for this material? You must know what bright shiny object will be the temptation for your ideal customers. And it has to be tempting enough for them to opt in to receive it?
5. Can you build a “tribe” of potential customers who are interested in your attractive offer/shiny object?
Once you know who your ideal customer is and you know what they’re interests are and you know where to find them, then the next question you want to ask yourself is once I find them, what am I going to do with them? Unfortunately, most people that I know are not successful in business because they have not built a tribe. They’re basically running their business on a one off basis, meaning that they’re one and done. After they finish with their one sale, they have no methodology for managing or building a relationship with that customer. They don’t realize that their best customer is their last customer.
Truthfully, business owners need a place where they can not only attract more leads, but they also need a place to house and nurture those leads. This would be some type of database or CRM system. I currently use Kartra and it’s a great tool to keep me on the pulse on my small business. It is also a great way to collect data on your tribe.
One of the biggest lessons I’ve learned since I’ve been using Kartra is that my tribe read emails very slow and over a long period of time. It actually can take weeks before they open my emails. So in the past, I generally would look at email statistics right after an email campaign and would generally end up concerned over open rates. But now I know that there is no need to be concerned, I just need to give it time. I also need to give more time to my offers and extend or provide longer deadline dates. I also know exactly what links clicked the most in each email and can view each lead and see on an individual basis all of the lists that they belong to. This is valuable information for me and I can use it to build my overall 2017 Strategy.