What Is Lead Generation?
Lead Generation is the process of attracting and converting prospects into potential buying customers for your business. While the ultimate end goal for your business is obviously sales, it is important that you understand the role of lead generation in that process. Lead generation done properly simply leads to more sales.
For this reason, it is critical to your success that you be able to answer the question, “What is lead generation?” and then become really good at it.
It will help to understand that this process will actually require some work. Of course, this means consistently working on promoting your lead capture pages. A big mistake I see is when people spend time, money, and effort getting people directly to a sales or registration page without first tapping in to helping the prospect understand WHY they want to be there.
Your potential customers are surfing the web, clicking links, and reviewing information with one primary question in mind. That question is, “What’s in it for me?”. If your capture page gives them some idea that you can provide them with a benefit, then you have a shot at generating new leads. The more leads you generate, the more opportunities you will have for sales.
Think of it like this: EVERY time someone clicks a link, they are thinking, “Oh, brother. What are they going to try to sell me?” or “How much money are they going to want from me?” or “What’s the catch to this seemingly ‘too good to be true’ offer?”. For this reason, you don’t want to try to be closing sales on the first click. Instead, focus your copy on helping visitors understand that you can actually help them. This may be helping someone to loose weight, develop a new skill, meet their greatest love, take a certain trip, etc… Whatever you are offering, tie it to a way that provides a solution to your potential customers. Then, offer to show them more … or provide a free sample … or give them a free report … in exchange for filling out your capture form.
Then your autoresponder helps you build rapport by letting them get to know you a bit more and understand how you can help them with a solution.
Sales will always be your goal as a business. Back that up just a bit to understand the importance of getting really good at lead generation. The more leads you generate, the more opportunities you have to get sales.
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