3 Lead Generation Offers That Work
Most healthy businesses need new customers, one of the best ways to get new customers in today’s world is by generating a lead or enquiry in the first instance. Over time the person becomes a customer (it could be almost immediately or for some it could be months or years after the initial interest). A very effective way to generate a lead or enquiry is to use your website to convert visitors to leads by having compelling Lead Generation Offers. But not just any Lead Generation Offers, you need Lead Gen Offers that actually work!
What is a Lead Generation Offer?
A lead generation offer is designed to capture a person’s contact details (name, eMail, ph, etc). This person has shown interest in your business/product/service/expertise and in exchange for their personal contact details and permission to communicate and market to them, they receive a free useful gift.
- Free eBook
- Free Report
- Free Whitepaper
- Free Guide
- Free Kit (Package multiple resources/items into a ‘Pack’ or ‘Kit’)
- Free Podcast
- Free CD or DVD
- Free Events
- Free Webinar
- Free Seminar
- Free Workshop
- Free Open Day (tour around your factory or workshop)
3 Lead Generation Offers that Work
Three of the simplest offers I have used, both with clients and with mimosaPLANET, that produce results are as follows;
- Free Report or eBook
- Free Kit
- Free Live Event
What to make the report or ebook about?
Instead of asking yourself ‘what do I make this report/ebook about?’ or ‘what do I put in this report/ebook?’ … ask “what are the top 3 frustrations of my target market?” and/or “what is the top outcome that my target market desire” and/or “what are the top 3 questions I always get asked”. These questions will easily yield answers for you and your team.
One overriding thought should prevail while you are brainstorming ideas and then creating your chosen idea; how do I help my potential customers get what they want?!!!! Keep that in mind, not how do I sell them my stuff, and you’ll produce a Lead Generation Offer that works.
The report or ebook doesn't have to be perfect, it just needs to help your target market out!
Kit’s are a collection of 2 or more resources (if you have a template that might help your target market and a ebook you might wish to group them together). The idea is to make the Lead Generation offer more valuable that a single offer on its own. So, I normally recommend you start of by creating a report or ebook (promote that as one offer on your website and to your database) then overtime as you create more lead generation offers you can group them together in a "Kit" or "Pack" and promote as a grouped Kit Offer.
Events are great ways for a much higher quality of lead to socialize with you and your team (and others – your quests are likely to be similar to them). Events often take a determined effort to be put together and to be successfully promoted. But they are excellent ways to get hands on with your potential customers, and can be very favorably looked upon by your target market.
Use Lead Generation Offers to get interested people to become leads in your marketing & sales system, don’t just ask people to buy and wonder why the phone doesn’t ring.
The mimosaPLANET Online Small Business Coaching System provides members with detailed training videos and step by step processes (with downloadable template resources) to help speed up the creation and implementation of quality and effective Lead Generation Offers.
- Brainstorm Lead Generation Offer Ideas
- Select your best idea
- Create your Lead Generation Offer
- Implement on your website through a Landing Page & Promote