This article is part of a Series on why lead generation is important for your business. Be sure to read the other articles in the series:
As a business owner your #1 goal is staying profitable. There are several ways to reach that goal, but it all begins with revenue generation. If I had to guess, right now you are making most of your revenue from delivering direct 1:1 services / projects, which is not leveraged. In today’s world you’re missing out on opportunities if you aren’t leveraging your expertise to generate New Revenue online.
Many clients come to work with The CEO Partner with the intention to develop and sell a digital product.
These clients are experts in their field and currently monetize their expertise in a corporate role or by delivering a 1:1 service. The goal of our work together is to create New Revenue from a digital product. This leveraged revenue stream allows clients to add consistent income without them having to be 100% involved in the delivery.
Before we work together our initial assessment includes looking at their existing audience. It’s important that there is audience to sell the digital product to.
Unfortunately, selling products isn’t about building it and they will come! That’s never worked.
So why is lead generation important to the CEO? Your company needs leads to sell to.
So how does this work for your business? In Businesses Doing Lead Generation the Right Way there are a few examples of brands that use unique lead generation strategies that work. Check them out here.
As a CEO here are a few questions you want to ask yourself when jumping into lead generation.
With your #1 business goal always being profitability, be sure you are looking at your current services and the ability to retain clients. It is cheaper to keep a client then have to go out and market to get a new one.
DO I KNOW MY CUSTOMER?
The best thing to do is get yourself and the team clear on who your client is.
You want to be able to speak the language of your client so they can relate to you and trust that you are the solution to their problems.
As a business owner I know this can be challenging a times. You may have several different service offerings that reach your customer at differents points on their journey, which may mean that you are talking to different people.
We always recommend that our clients market to one person. This allows you to be seen as the expert in that space.
 Revise and update your customer avatar. Get clear on who they are, where they hangout, and what problems they have. |
HOW DO I GET MORE CUSTOMERS?
The real questions is how can I get more of the customer I like to work with?
There are many ways to get customers. Once you have a clear customer avatar you will know who you are talking to and how you can get in front of them.
| Try our Get Paid Guide to identify ways to generate leads. A Proven Path For Service Based Business Owners to create Reliable, Repeatable Revenue right in your inbox. |
The ultimate way to get more of the customers you like is to ask for referrals. This is how The CEO Partner as grown over the past 10 years.
HOW DO I GET THEM TO CONVERT?
Think about your own buying habits. Do you buy from people / businesses that you don’t know?
I invite you to start to think about conversion as what can I do to prepare leads to want to work with us.
It starts from the first point of connection with your business. That first touch maybe on social media, a lead magnet, or even meeting you in person. From that point you want to be consistent about the conversation you have. That conversation should drive people towards your product.
The best way I’ve found to do this is to think backwards from the product and identify what people need to know to move forward.
With profitability in mind and getting clear on your customer you will be able to not waste time and money trying to figure out how to get more of the customers you like.