Online Selling

Lead generation: the most efficient way to sell online

Lead generation: the most efficient way to sell online

The most efficient way to sell online is with lead generation.

Because you bring together an audience that is interested in what you offer …

… Even before making the offer.

If you didn’t understand, no problem. Calm down, I’m going to explain what it’s about.

How many times have you seen yourself in the middle of a group of people, without having the slightest idea about what to talk to them about? Without knowing which topic to play, how do you integrate?

I’ve already been in that predicament a few times in my life. I do not recommend it.

Because you have two exits: or you end up in a corner of the room, alone, waiting for the time to go.

Or you continue in the circle of people, with a smile on your face, but deep down wishing you were invisible.

Either way, it is a very unpleasant situation. It produces that feeling of loss of time.

That malaise in which you get to ask yourself, how did I come to end here?

This happens because you and those people have absolutely nothing in common.

A similar situation occurs in your business, when you want to make an offer to someone who does not know you and has no interest in your brand.

Most likely (really, most likely) it won’t work.

You are only going to waste precious minutes of your life, trying to convince an audience that it has nothing to do with you, or your brand.

An audience that did not go through the application of good lead generation strategies.

But the story changes from heaven to earth when you use the right strategies.

Because it is as if, instead of staying in a room full of people, which has nothing to do with you, you put people with your same interests in a single environment.

To those who want to listen to you.

That they are much more likely to develop a relationship with you.

And I anticipate saying …

People who identify with your brand.

That they have a chance to buy your product or service.

Making an offer to that group of people is infinitely easier and more effective.

As there is affinity between you, they will listen to you with an open heart. Some, even so involved they are, have already said yes to your offer, before you have made it to them.

They are waiting for the moment to open their wallet and take out the money.

In that case, the precious minutes (and your precious money) are not thrown away.

If you are interested in saving time and money with the most efficient way to sell online and obtain real results, you are in the right place.

  • In the next few lines, you will see the best strategies to generate leads and how to get those that are practically ready to open your wallet;
  • I’ll also show you the next steps, what you need to do when building a lead base;
  • Apart from that, I am going to reveal to you what is the biggest mistake you can make in lead generation (with the risk of ruining your business).

To access all this information, you just have to continue here with me.

¿ What is a lead?

Lead generation: the most efficient way to sell online

Imagine it is Friday after work. You decide to go to the most fashionable bar in town.

You arrive and order something to drink, you observe the environment and all the people around you.

Someone interesting is approaching you. They introduce themselves and talk for a few minutes.

You like it and you know that you have to make a good impression: your talk must be good so that it does not stop there.

The fact is, you want to find it again. So, you ask her for her phone to see you another day.

If he gives it to you, a point for you.

In the context of your business, that interesting person is a visitor to your page. Someone who just met you.

And, when they give you their contact details, it means they have become a lead. Your potential client.

In other words, it went from the person who just met you, to someone interested in strengthening their relationship with you. And who knows, they will even be able to do business together.

He liked your talk and wants more.

She turned on the green light to call her, to go out other times.

And he did it because he wants something in return, such as a reward (I’ll get to the topic of rewards later).

Now, look at an important detail in that story. Remember that it was she who came to you.

And the same happens with your brand page.

Whether it is for organic traffic , when searching for something on Google, on social networks, in short.

Or for paid traffic , when you invest in ads to highlight your brand.

Either way, the person who decided to click on your page was the person. This took the first step.

So, he showed some interest in your content.

Your goal is to ensure that they stay on the page for a long time, love what you offer them and become a lead.

For that, from the design, the content and the CTAs – Calls to Action, they must be more attractive than those used by your competition.

In short: the lead is the first step for that person to become your customer.

Here it is already possible to begin to understand why generating leads is so important.

In the next few lines, everything will be much clearer, because you will see the generation of leads in detail.

¿ What is lead generation?

Lead generation: the most efficient way to sell online

If you use the example of the bar, lead generation represents the game of seduction to win a person.

By giving you the green signal and giving you her contact information, you can invite her to new meetings and strengthen the relationship.

I recommend, from my own experience, that you ask people for their email.

Email is the greatest asset of your business.

And I say that it is from my own experience because with my mailing list I managed to sell 7,500 tickets in just 15 days.

That is why I advise you to focus on email.

In summary: lead generation are strategies that you apply in your business to transform the visitors of your pages into leads.

So that, from there, you use other strategies that guide the lead through some necessary stages that make her become a customer.

Now you will see why lead generation is so important.

Why lead generation is important

Lead generation: the most efficient way to sell online

You have already noticed that the lead is the first step for the person to become a client of your brand.

That is the main objective of generating leads.

The next points that I will show have that purpose.

And it is precisely because of these aspects that lead generation is essential. Look.

Your pocket appreciates it

Imagine that you uploaded a campaign and got the email of 1,000 people (rest assured that soon I will address the matter about the best ways to generate leads).

You already spent good money to do it.

And as my grandmother would say, “money doesn’t grow on trees.” Imagine if you had to upload campaigns every time you wanted to communicate with those same 1,000 people.

A good little money would come out in that process.

The good news is that with lead generation, you create a list of all of them.

You can put those people into the sales process, without spending.

Simply because since they are already part of your list, they are interested in what you are going to show and tell them. That makes it possible for you to use cheaper means, such as email that serves to strengthen ties and make them an offer.

Without spending with campaigns all the time,

Which means that you can channel your energy into other things, such as those that I will indicate from now on.

It is easier to develop the relationship

Is it easier to ask a friend or a stranger for something?

Is it easier for you to consider the advice of a friend or a total stranger?

The stronger the ties between you and your leads, the greater the opportunities they will hear from you.

And lead generation is perfect for it.

Because with your list in hand, you will communicate with your leads without difficulty.

It is a two-way path: you talk to them and they talk to you.

Thus, the bond is strengthened and they become “hotter” to do business with you.

And also segment your audience

I already mentioned that email is the greatest asset of your business. It is a powerful tool to segment your audience.

Imagine that you offer a fitness training service aimed at women.

You can have several types of ideal client, for example:

  • A woman who is slim, but wants to tone her muscles
  • A woman who wants to lose weight
  • A woman who wants to improve her physical conditioning

How do you know who is who? Well, with the segmentation of the public.

Taking surveys, submitting forms, or offering free courses and other materials for different types of customers are ways to use email to segment your audience.

And the result? You, who had a single list with all your leads, now have several, each with a defined lead type.

As well as your list of leads who downloaded the e-book on how to lose weight.

Or the list that you signed up for the course to gain muscle mass through diet, for example.

With these lists, you fully understand the interests and preferences of the target audience.

Then, you can apply different marketing strategies to offer customized solutions to each list.

Get your space in the market

One billion nine hundred is the number of pages that were on the internet while I was writing this article.

If each page was one kilometer long, and you placed them all side by side, the final distance would be greater than that from Earth to Saturn.

It takes a lot of work to stand out in the middle of that page space (literally).

The good news is that when you generate leads and build your list, you bring your audience closer to you (and further away from the competition).

You conquer your place in the market. And every time you generate more leads, you qualify them and transform them into customers, consequently, you cover more ground.

You create a customer list

Remember that after having your list, your goal is to transform leads into customers.

And don’t forget that you can segment your lists. The most valuable of all is the customer list.

That is, from who finally bought.

That story of the bar that I told you at the beginning of the text, because it is here that the person you met that night finally accepted your request.

(After a few meetings and many hours of chatting).

None of that would have happened without lead generation.

Generation of qualified leads

There is something more important than generating leads. And this is, generate qualified leads.

You will understand the difference in a few lines.

Lead generation: the most efficient way to sell online

It all has to do with the Consciousness Scale, a concept created by the famous copywriter named Gene Schwartz , which is very easy to understand.

Gene separates leads into two extremes: the most aware and the least aware.

There are some scales between the two, but right now what matters is that you understand the extremes.

Less aware leads are like that cool person at the bar. Someone who just knows you, who has never seen you in life.

If you arrive directly and ask her out, without prior conversation, it is very likely that she will say no.

In this case, to become a customer, you still need to chat a lot, go out a few times, and cultivate the relationship.

Therefore, the approach is more indirect: you should not go immediately to the offer of your product or service.

Now, the most aware are those who already know you, also your product and service and only need the offer (they may even have bought you on other occasions).

Those are precisely the most qualified leads. Because they are about to open their pockets.

In that case you can already use a more direct approach and go to the offer, without much explanation. As in the example of the Chico Rei t-shirt brand:

 

Lead generation: the most efficient way to sell online

The most qualified leads require less effort on your part.

Because you don’t need to spend a lot of time developing the relationship for them to want to buy (different from what happens with less qualified leads).

But, while they are very valuable, qualified leads are also harder to find.

Stop for a moment and think: how many people out there do you think would give you their phone just like that?

I am not saying that you are not an interesting person. But the fact is that probably few people would.

Most need a context.

The same goes for your business. As the specialist in Digital Marketing, Neil Patel, explains to us in this video:

Another good news is that you can transform less aware leads into more aware ones.

Two ways to do it:

  • Request more specific information, in addition to email, that allows you to filter who will enter your list (such as: company, position, city, sex, age, income);
  • Educating the lead with quality content (articles, e-books, courses) about your field of action, your product or service (until it is “hot” enough for the purchase);

In other words, turning “cold” leads into “hot” means guiding them through the sales funnel until they become your customers.

My advice is: a bird in hand is better than a hundred flying. In other words, one qualified lead is better than ten that are not.

Therefore, focus on qualifying your leads or capturing more qualified leads.

The best lead generation strategies

Lead generation: the most efficient way to sell online

There are basically two paths you can take to generate leads: organically or by investing in ads.

In both cases, the person who decides to click on your page and give you their email is the visitor (remember the example of the bar).

And no matter which path you choose, one thing is true: people always expect something in return.

By giving you her phone at the bar, she assumes that they will go out other times and have very good encounters.

It is the same logic in your business. The visitor is not going to deliver their mail to you on a gold platter.

He also expects something, a reward.

Which is precisely an extra content that you offer just for people to pass their email to you.

There are several types of rewards, for example:

  • E-book: digital book, with content deeper than a blog post. That is the biggest lead generator in my company.
  • Webinar : it is an online class that can be recorded or live. Many people use webnars in launches.
  • Templates: ready-made materials such as templates and documents to facilitate the completion of tasks.
  • Videos: ideal for more dense content, such as classes on a certain topic.
  • Kits : set of useful materials.
  • Online courses : short courses, preferably free. Only those who enroll in the course will receive the link to access it. This way you will have control of who sees your content.
  • Quiz-style games : question and answer games that test the user’s knowledge.
  • Infographic: visual presentation that mixes texts, images and illustrations to facilitate the understanding of the content. And it’s booming: the number of searches for the word “infographic” has grown 100 times over the last five years.
  • Newsletter: electronic magazine with news, news, latest updates and other information related to the company.
  • Important: The reward must always be of the highest quality. If you offer a half reward, your leads will feel cheated. Quickly they will want to get off your list.
  • Another thing. Do you remember that I told you about more aware and less aware leads? The level of awareness of the lead will interfere with the type of reward you offer.

The more general the reward, the less aware the lead is.

The more specific the reward, the more aware the lead.

Now, I want to talk with you about the two ways we mentioned before: organic and paid.

Organic

Lead generation: the most efficient way to sell online

If you go the organic route, it means that you will not put money on campaigns or products.

Instead, you will structure your steps based on content marketing, SEO, and social media. In other words, in an inbound marketing strategy.

The goal of this strategy is to organically increase the number of visitors to your page. That is, the number of people who consume your content.

You relate three basic factors:

  1. High quality content that creates value for those who read it. In other words, that it solves the problems and pains of your audience, that it causes some positive transformation in their life.
  2. Well-crafted SEO strategies to get your content on the first page of Google. Reaching that position is important because 95% of the people who use the internet do not go beyond the first page.
  3. Good calls to action that lead to landing pages (pages made to capture leads). It is even the specialty of Klickpages.

Tips: Use mental triggers such as authority, proof and concreteness, both in your content and in your calls to action.

Paid out

Lead generation: the most efficient way to sell online I see a lot of people running away from here.

Because nobody wants to open the wallet, with no guarantee of results.

But the truth is, you can’t just rely on organic traffic. That is, only from visitors who come to your page organically.

Because on platforms like Facebook, for example, organic traffic has practically ended.

The fact is, people face paid traffic (putting money on ads and campaigns) as cost.

But you need to understand that paid traffic, when done right, results in investment.

Investment is nothing more and nothing less than what gives you a return. And when the thousand reais you invested return, multiplied by 2, 3, 10.

You don’t need to start with a high investment.

And never, never really, invest an amount that puts your business at risk.

For example, if you have 1,000 reais in hand, invest 100.

Never commit your budget to invest in traffic.

And I say this because you must test and evaluate what works best for your business.

Until today, after two years working in the traffic area, I do regular tests with my team.

That is why I suggest that you start with a small investment. If the test reveals an error, you will not be hurt.

And when we talk about traffic, there is something essential and very simple.

But I already lost count of so many people that I saw them make a mistake in that part and lose control of the investment in traffic.

Simply because they did not do it correctly. And that is what we are going to talk about now.

What is to define the goal, your investment guide in traffic.

The person invests in traffic without defining goals. It is like being on the high seas without a compass.

Lost, like a stunned cockroach.

It is through the following three steps that you define the goal:

  1. Budget: how much you can and want to invest. There is no ideal budget. As we already said, the ideal is that you do not put your business at risk. The good news is: Ad platforms like Facebook Ads and Google Ads are increasingly allowing you to start small.
  2. Cost per lead: how much do you want to pay for a lead? One dollar? Fifty? There is no exact number. Only you, in your business, can answer that question (experience in previous campaigns guides you on that question).
  3. How many leads do you want to generate : it depends on your budget and the cost per lead.

When you have those 3 points very clear, you invest in campaigns more intelligently.

After defining your goal, choose which platform you want to advertise on (my favorite is Facebook), upload the campaign, measure the results and optimize.

A good point of traffic, in my opinion, is PPC ( pay per click).

Which means that you only pay when someone clicks on your ad (usually people who are already more inclined to consume your product or service).

And after the leads become customers?

Lead generation: the most efficient way to sell online

Here you have already captured leads, nurtured and managed them, so that they became customers.

Rather, the person you met at the bar that Friday night is now your partner.

If you want that relationship to last, you need to take care of it.

You need to send messages, call to go out, meet the family, anyway.

It is useless to invest time in conquering the person, if you later abandon ship. Because that way, everything ends.

The same happens in your business. After the lead becomes a customer, the game of conquest and seduction continues.

You need to invest in post-sale strategies (the secret of happy relationships with your customers) so that they have a future.

These are some actions you can take:

  • Make calls, send emails to remind your customers that you exist and know if they are satisfied with your product or service;
  • Satisfaction surveys to evaluate the experience with your brand;
  • Offer toasts or gifts;
  • Have a first-rate support team, always ready to serve your customers.

So you do your part to ensure that customers stay by your side for a long, long time.

The biggest mistake you can make in lead generation (capable of ending your business)

https://s3.amazonaws.com/kp-blog/wp-content/uploads/2019/05/17162843/generacion-de-leads-el-peor-error-que-debes-cometer.jpg

Imagine that in the story of the bar, at the beginning of the text, instead of waiting for the person to come for a talk, you decide to do it first.

But you go straight to the kiss, without even speaking, without saying hello, saying your name or asking if he wants a kiss.

What are the chances that he will pass his phone to you? Virtually none.

Because she was there quiet and you invaded her space to kiss her.

The fact is, 99.99% of the time that strategy doesn’t work.

Something similar happens in your business: You force kiss when you buy lead lists and send them a message.

Let’s think together. Those people did not give you authorization to send them emails, just as the person at the bar did not give you the green light to kiss them.

In most cases the reaction is negative.

That means, for your business, that you will take many reports of Spam. And the person may speak ill of you to others.

You earn a bad name in the market.

And nobody wants to get close to someone who is frowned upon.

The result: your business is going to go down the drain.

The best way I know to prevent this from happening to you is to apply the lead generation strategies that I explained to you in this article.

And never, but never, buy lead lists (as I already told you well said).

So Hugo, do I have to conquer lead by lead?

Exactly.

And of course it takes longer and requires more work, but it is much more worth it.

A practical example: as I was writing this article, Ignição Digital had 1,498,076 leads in its base.

We managed to get them one by one, with our work. We never buy a lead list.

And I guarantee it, it’s totally worth it.

Each of those leads is on the list because they want to, because they have an interest in the brand.

And they are more open to hearing what we have to say to them. Capiche?

Start capturing leads today with Klickpages

Lead generation: the most efficient way to sell online

As we discussed in this article, one of the best ways to capture leads is with good landing pages.

And that is precisely our specialty here at  Klickpages : a simple and intuitive tool for you to build landing pages and increase the opportunities for your client to become a lead.

Review the three steps necessary to create your landing pages, right now:

  1. Choose your model: know the options of proven high conversion.
  2. Customize the page: once chosen, edit texts, colors and images, in addition to hiding elements that do not contribute.
  3. Publish: finally publish on your own domain, without additional hosting costs.

Conclution

Conclution

In the last lines, you saw the details about the most efficient way to sell on the internet: with lead generation.

You understood what a lead is. In the example of the bar, the interesting person who agrees to give you their details in exchange for a profitable encounter.

I also showed you how important it is to generate leads, from what it means in terms of relief for your pocket, to the segmentation of your audience achieved through the lead lists.

You saw that there are less qualified and more qualified leads. That your goal is to qualify leads so that they get closer to you.

I also indicated two paths that you can follow to generate leads: organic and paid.

And that, in any one of them, it is essential that you offer rewards such as e-books, webinars and free courses.

Now you know that after generating leads, you need to invest in post sales strategies to retain your customers.

You even realized the mistake you can make in lead generation, to the point of ruining your business: this is, the purchase of lead lists.

That’s all for today. Do not stop telling me in the comments what you thought of the information and if you suggest something that can enrich what we talk about here.

 

Lead generation: the most efficient way to sell online

The most efficient way to sell online is with lead generation .

Because you bring together an audience that is interested in what you offer …

… Even before making the offer.

If you didn’t understand, no problem. Calm down, I’m going to explain what it’s about.

How many times have you seen yourself in the middle of a group of people, without having the slightest idea about what to talk to them about? Without knowing which topic to play, how do you integrate?

I’ve already been in that predicament a few times in my life. I do not recommend it.

Because you have two exits: or you end up in a corner of the room, alone, waiting for the time to go.

Or you continue in the circle of people, with a smile on your face, but deep down wishing you were invisible.

Either way, it is a very unpleasant situation. It produces that feeling of loss of time.

That malaise in which you get to ask yourself, how did I come to end here?

This happens because you and those people have absolutely nothing in common.

A similar situation occurs in your business, when you want to make an offer to someone who does not know you and has no interest in your brand.

Most likely (really, most likely) it won’t work.

You are only going to waste precious minutes of your life, trying to convince an audience that it has nothing to do with you, or your brand.

An audience that did not go through the application of good lead generation strategies .

But the story changes from heaven to earth when you use the right strategies.

Because it is as if, instead of staying in a room full of people, which has nothing to do with you, you put people with your same interests in a single environment.

To those who want to listen to you.

That they are much more likely to develop a relationship with you.

And I anticipate saying …

People who identify with your brand.

That they have a chance to buy your product or service.

Making an offer to that group of people is infinitely easier and more effective.

As there is affinity between you, they will listen to you with an open heart. Some, even so involved they are, have already said yes to your offer, before you have made it to them.

They are waiting for the moment to open their wallet and take out the money.

In that case, the precious minutes (and your precious money) are not thrown away.

If you are interested in saving time and money with the most efficient way to sell online and obtain real results, you are in the right place.

  • In the next few lines, you will see the best strategies to generate leads and how to get those that are practically ready to open your wallet;
  • I’ll also show you the next steps, what you need to do when building a lead base;
  • Apart from that, I am going to reveal to you what is the biggest mistake you can make in lead generation (with the risk of ruining your business).

To access all this information, you just have to continue here with me.

¿ What is a lead?

Lead generation: the most efficient way to sell online

Imagine it is Friday after work. You decide to go to the most fashionable bar in town.

You arrive and order something to drink, you observe the environment and all the people around you.

Someone interesting is approaching you. They introduce themselves and talk for a few minutes.

You like it and you know that you have to make a good impression: your talk must be good so that it does not stop there.

The fact is, you want to find it again. So, you ask her for her phone to see you another day.

If he gives it to you, a point for you.

In the context of your business, that interesting person is a visitor to your page. Someone who just met you.

And, when they give you their contact details, it means they have become a lead. Your potential client.

In other words, it went from the person who just met you, to someone interested in strengthening their relationship with you. And who knows, they will even be able to do business together.

He liked your talk and wants more.

She turned on the green light to call her, to go out other times.

And he did it because he wants something in return, such as a reward (I’ll get to the topic of rewards later).

Now, look at an important detail in that story. Remember that it was she who came to you.

And the same happens with your brand page.

Whether it is for organic traffic , when searching for something on Google, on social networks, in short.

Or for paid traffic , when you invest in ads to highlight your brand.

Either way, the person who decided to click on your page was the person. This took the first step.

So, he showed some interest in your content.

Your goal is to ensure that they stay on the page for a long time, love what you offer them and become a lead.

For that, from the design, the content and the CTAs – Calls to Action, they must be more attractive than those used by your competition.

In short: the lead is the first step for that person to become your customer.

Here it is already possible to begin to understand why generating leads is so important.

In the next few lines, everything will be much clearer, because you will see the generation of leads in detail.

¿ What is lead generation?

Lead generation: the most efficient way to sell online

If you use the example of the bar, lead generation represents the game of seduction to win a person.

By giving you the green signal and giving you her contact information, you can invite her to new meetings and strengthen the relationship.

I recommend, from my own experience, that you ask people for their email.

Email is the greatest asset of your business.

And I say that it is from my own experience because with my mailing list I managed to sell 7,500 tickets in just 15 days.

That is why I advise you to focus on email.

In summary: lead generation are strategies that you apply in your business to transform the visitors of your pages into leads.

So that, from there, you use other strategies that guide the lead through some necessary stages that make her become a customer.

Now you will see why lead generation is so important.

Why lead generation is important

Lead generation: the most efficient way to sell online

You have already noticed that the lead is the first step for the person to become a client of your brand.

That is the main objective of generating leads.

The next points that I will show have that purpose.

And it is precisely because of these aspects that lead generation is essential. Look.

Your pocket appreciates it

Imagine that you uploaded a campaign and got the email of 1,000 people (rest assured that soon I will address the matter about the best ways to generate leads).

You already spent good money to do it.

And as my grandmother would say, “money doesn’t grow on trees.” Imagine if you had to upload campaigns every time you wanted to communicate with those same 1,000 people.

A good little money would come out in that process.

The good news is that with lead generation, you create a list of all of them.

You can put those people into the sales process, without spending.

Simply because since they are already part of your list, they are interested in what you are going to show and tell them. That makes it possible for you to use cheaper means, such as email that serves to strengthen ties and make them an offer.

Without spending with campaigns all the time,

Which means that you can channel your energy into other things, such as those that I will indicate from now on.

It is easier to develop the relationship

Is it easier to ask a friend or a stranger for something?

Is it easier for you to consider the advice of a friend or a total stranger?

The stronger the ties between you and your leads, the greater the opportunities they will hear from you.

And lead generation is perfect for it.

Because with your list in hand, you will communicate with your leads without difficulty.

It is a two-way path: you talk to them and they talk to you.

Thus, the bond is strengthened and they become “hotter” to do business with you.

And also segment your audience

I already mentioned that email is the greatest asset of your business. It is a powerful tool to segment your audience.

Imagine that you offer a fitness training service aimed at women.

You can have several types of ideal client, for example:

  • A woman who is slim, but wants to tone her muscles
  • A woman who wants to lose weight
  • A woman who wants to improve her physical conditioning

How do you know who is who? Well, with the segmentation of the public.

Taking surveys, submitting forms, or offering free courses and other materials for different types of customers are ways to use email to segment your audience.

And the result? You, who had a single list with all your leads, now have several, each with a defined lead type.

As well as your list of leads who downloaded the e-book on how to lose weight.

Or the list that you signed up for the course to gain muscle mass through diet, for example.

With these lists, you fully understand the interests and preferences of the target audience.

Then, you can apply different marketing strategies to offer customized solutions to each list.

Get your space in the market

One billion nine hundred is the number of pages that were on the internet while I was writing this article.

If each page was one kilometer long, and you placed them all side by side, the final distance would be greater than that from Earth to Saturn.

It takes a lot of work to stand out in the middle of that page space (literally).

The good news is that when you generate leads and build your list, you bring your audience closer to you (and further away from the competition).

You conquer your place in the market. And every time you generate more leads, you qualify them and transform them into customers, consequently, you cover more ground.

You create a customer list

Remember that after having your list, your goal is to transform leads into customers.

And don’t forget that you can segment your lists. The most valuable of all is the customer list.

That is, from who finally bought.

That story of the bar that I told you at the beginning of the text, because it is here that the person you met that night finally accepted your request.

(After a few meetings and many hours of chatting).

None of that would have happened without lead generation.

Generation of qualified leads

There is something more important than generating leads. And this is, generate qualified leads.

You will understand the difference in a few lines.

Lead generation: the most efficient way to sell online

It all has to do with the Consciousness Scale, a concept created by the famous copywriter named Gene Schwartz, which is very easy to understand.

Gene separates leads into two extremes: the most aware and the least aware.

There are some scales between the two, but right now what matters is that you understand the extremes.

Less aware leads are like that cool person at the bar. Someone who just knows you, who has never seen you in life.

If you arrive directly and ask her out, without prior conversation, it is very likely that she will say no.

In this case, to become a customer, you still need to chat a lot, go out a few times, and cultivate the relationship.

Therefore, the approach is more indirect: you should not go immediately to the offer of your product or service.

Now, the most aware are those who already know you, also your product and service and only need the offer (they may even have bought you on other occasions).

Those are precisely the most qualified leads. Because they are about to open their pockets.

In that case you can already use a more direct approach and go to the offer, without much explanation. As in the example of the Chico Rei t-shirt brand:

 

Lead generation: the most efficient way to sell online

The most qualified leads require less effort on your part.

Because you don’t need to spend a lot of time developing the relationship for them to want to buy (different from what happens with less qualified leads).

But, while they are very valuable, qualified leads are also harder to find.

Stop for a moment and think: how many people out there do you think would give you their phone just like that?

I am not saying that you are not an interesting person. But the fact is that probably few people would.

Most need a context.

The same goes for your business. As the specialist in Digital Marketing, Neil Patel, explains to us in this video:

Another good news is that you can transform less aware leads into more aware ones.

Two ways to do it:

  • Request more specific information, in addition to email, that allows you to filter who will enter your list (such as: company, position, city, sex, age, income);
  • Educating the lead with quality content (articles, e-books, courses) about your field of action, your product or service (until it is “hot” enough for the purchase);

In other words, turning “cold” leads into “hot” means guiding them through the sales funnel until they become your customers.

My advice is: a bird in hand is better than a hundred flying. In other words, one qualified lead is better than ten that are not.

Therefore, focus on qualifying your leads or capturing more qualified leads.

The best lead generation strategies

Lead generation: the most efficient way to sell online

There are basically two paths you can take to generate leads: organically or by investing in ads.

In both cases, the person who decides to click on your page and give you their email is the visitor (remember the example of the bar).

And no matter which path you choose, one thing is true: people always expect something in return.

By giving you her phone at the bar, she assumes that they will go out other times and have very good encounters.

It is the same logic in your business. The visitor is not going to deliver their mail to you on a gold platter.

He also expects something, a reward.

Which is precisely an extra content that you offer just for people to pass their email to you.

There are several types of rewards, for example:

  • E-book: digital book, with content deeper than a blog post. That is the biggest lead generator in my company.
  • Webinar : it is an online class that can be recorded or live. Many people use webnars in launches.
  • Templates: ready-made materials such as templates and documents to facilitate the completion of tasks.
  • Videos: ideal for more dense content, such as classes on a certain topic.
  • Kits : set of useful materials.
  • Online courses : short courses, preferably free. Only those who enroll in the course will receive the link to access it. This way you will have control of who sees your content.
  • Quiz-style games : question and answer games that test the user’s knowledge.
  • Infographic: visual presentation that mixes texts, images and illustrations to facilitate the understanding of the content. And it’s booming: the number of searches for the word “infographic” has grown 100 times over the last five years.
  • Newsletter: electronic magazine with news, news, latest updates and other information related to the company.
  • Important: The reward must always be of the highest quality. If you offer a half reward, your leads will feel cheated. Quickly they will want to get off your list.
  • Another thing. Do you remember that I told you about more aware and less aware leads? The level of awareness of the lead will interfere with the type of reward you offer.

The more general the reward, the less aware the lead is.

The more specific the reward, the more aware the lead.

Now, I want to talk with you about the two ways we mentioned before: organic and paid.

Organic

Lead generation: the most efficient way to sell online

If you go the organic route, it means that you will not put money on campaigns or products.

Instead, you will structure your steps based on content marketing, SEO, and social media. In other words, in an inbound marketing strategy.

The goal of this strategy is to organically increase the number of visitors to your page. That is, the number of people who consume your content.

You relate three basic factors:

  1. High quality content that creates value for those who read it. In other words, that it solves the problems and pains of your audience, that it causes some positive transformation in their life.
  2. Well-crafted SEO strategies to get your content on the first page of Google. Reaching that position is important because 95% of the people who use the internet do not go beyond the first page.
  3. Good calls to action that lead to landing pages (pages made to capture leads). It is even the specialty of Klickpages.

Tips: Use mental triggers such as authority, proof and concreteness, both in your content and in your calls to action.

Paid out

Lead generation: the most efficient way to sell online I see a lot of people running away from here.

Because nobody wants to open the wallet, with no guarantee of results.

But the truth is, you can’t just rely on organic traffic. That is, only from visitors who come to your page organically.

Because on platforms like Facebook, for example, organic traffic has practically ended.

The fact is, people face paid traffic (putting money on ads and campaigns) as cost.

But you need to understand that paid traffic, when done right, results in investment.

Investment is nothing more and nothing less than what gives you a return. And when the thousand reais you invested return, multiplied by 2, 3, 10.

You don’t need to start with a high investment.

And never, never really, invest an amount that puts your business at risk.

For example, if you have 1,000 reais in hand, invest 100.

Never commit your budget to invest in traffic.

And I say this because you must test and evaluate what works best for your business.

Until today, after two years working in the traffic area, I do regular tests with my team.

That is why I suggest that you start with a small investment. If the test reveals an error, you will not be hurt.

And when we talk about traffic, there is something essential and very simple.

But I already lost count of so many people that I saw them make a mistake in that part and lose control of the investment in traffic.

Simply because they did not do it correctly. And that is what we are going to talk about now.

What is to define the goal, your investment guide in traffic.

The person invests in traffic without defining goals. It is like being on the high seas without a compass.

Lost, like a stunned cockroach.

It is through the following three steps that you define the goal:

  1. Budget: how much you can and want to invest. There is no ideal budget. As we already said, the ideal is that you do not put your business at risk. The good news is: Ad platforms like Facebook Ads and Google Ads are increasingly allowing you to start small.
  2. Cost per lead: how much do you want to pay for a lead? One dollar? Fifty? There is no exact number. Only you, in your business, can answer that question (experience in previous campaigns guides you on that question).
  3. How many leads do you want to generate: it depends on your budget and the cost per lead.

When you have those 3 points very clear, you invest in campaigns more intelligently.

After defining your goal, choose which platform you want to advertise on (my favorite is Facebook), upload the campaign, measure the results and optimize.

A good point of traffic, in my opinion, is PPC ( pay per click).

Which means that you only pay when someone clicks on your ad (usually people who are already more inclined to consume your product or service).

And after the leads become customers?

Lead generation: the most efficient way to sell online

Here you have already captured leads, nurtured and managed them, so that they became customers.

Rather, the person you met at the bar that Friday night is now your partner.

If you want that relationship to last, you need to take care of it.

You need to send messages, call to go out, meet the family, anyway.

It is useless to invest time in conquering the person, if you later abandon ship. Because that way, everything ends.

The same happens in your business. After the lead becomes a customer, the game of conquest and seduction continues.

You need to invest in post-sale strategies (the secret of happy relationships with your customers) so that they have a future.

These are some actions you can take:

  • Make calls, send emails to remind your customers that you exist and know if they are satisfied with your product or service;
  • Satisfaction surveys to evaluate the experience with your brand;
  • Offer toasts or gifts;
  • Have a first-rate support team, always ready to serve your customers.

So you do your part to ensure that customers stay by your side for a long, long time.

The biggest mistake you can make in lead generation (capable of ending your business)

https://s3.amazonaws.com/kp-blog/wp-content/uploads/2019/05/17162843/generacion-de-leads-el-peor-error-que-debes-cometer.jpg

Imagine that in the story of the bar, at the beginning of the text, instead of waiting for the person to come for a talk, you decide to do it first.

But you go straight to the kiss, without even speaking, without saying hello, saying your name or asking if he wants a kiss.

What are the chances that he will pass his phone to you? Virtually none.

Because she was there quiet and you invaded her space to kiss her.

The fact is, 99.99% of the time that strategy doesn’t work.

Something similar happens in your business: You force kiss when you buy lead lists and send them a message.

Let’s think together. Those people did not give you authorization to send them emails, just as the person at the bar did not give you the green light to kiss them.

In most cases the reaction is negative.

That means, for your business, that you will take many reports of Spam. And the person may speak ill of you to others.

You earn a bad name in the market.

And nobody wants to get close to someone who is frowned upon.

The result: your business is going to go down the drain.

The best way I know to prevent this from happening to you is to apply the lead generation strategies that I explained to you in this article.

And never, but never, buy lead lists (as I already told you well said).

So Hugo, do I have to conquer lead by lead?

Exactly.

And of course it takes longer and requires more work, but it is much more worth it.

A practical example: as I was writing this article, Ignição Digital had 1,498,076 leads in its base.

We managed to get them one by one, with our work. We never buy a lead list.

And I guarantee it, it’s totally worth it.

Each of those leads is on the list because they want to, because they have an interest in the brand.

And they are more open to hearing what we have to say to them. Capiche?

Start capturing leads today with Klickpages

Lead generation: the most efficient way to sell online

As we discussed in this article, one of the best ways to capture leads is with good landing pages.

And that is precisely our specialty here at  Klickpages: a simple and intuitive tool for you to build landing pages and increase the opportunities for your client to become a lead.

Review the three steps necessary to create your landing pages, right now:

  1. Choose your model: know the options of proven high conversion.
  2. Customize the page: once chosen, edit texts, colors and images, in addition to hiding elements that do not contribute.
  3. Publish: finally publish on your own domain, without additional hosting costs.

Conclusion:

Conclution

In the last lines, you saw the details about the most efficient way to sell on the internet: with lead generation.

You understood what a lead is. In the example of the bar, the interesting person who agrees to give you their details in exchange for a profitable encounter.

I also showed you how important it is to generate leads, from what it means in terms of relief for your pocket, to the segmentation of your audience achieved through the lead lists.

You saw that there are less qualified and more qualified leads. That your goal is to qualify leads so that they get closer to you.

I also indicated two paths that you can follow to generate leads: organic and paid.

And that, in any one of them, it is essential that you offer rewards such as e-books, webinars and free courses.

Now you know that after generating leads, you need to invest in post sales strategies to retain your customers.

You even realized the mistake you can make in lead generation, to the point of ruining your business: this is, the purchase of lead lists.

That’s all for today. Do not stop telling me in the comments what you thought of the information and if you suggest something that can enrich what we talk about here.