The Fierce Business Babe Podcast Ep 93: Fill Your Lead Tracker With Ease

I will be diving in on great ways to create a lead tracker, track your leads and nurture them; while also giving some insight on the many social media platforms and when you should use them. All of this and so much more!

Fill Your Lead Tracker with Ease

By: Melissa Lin

I am so excited we are here recording episode ninety three. We are so close to breaking 100 episodes! It's crazy. I can't wait. We definitely have to do something to celebrate 100 episodes of incredible deep diving, content that you all love so much.

So today we are going to be diving into a topic that you all love hearing about from me. Every time that I talk about this topic on Instagram or my Facebook community anywhere, people just love it. And so I figured, well, it's time for another podcast episode to dive even deeper and talk about even more ways to be generating leads, because it's such an important part of most of our businesses. So, we're going to be talking about how to generate leads, why leads are so necessary. I mean, we need leads for our businesses! So that answers that; and really how to be filling your lead tracker.

If you don't have a lead tracker right now, you definitely need to listen to this episode. We're gonna be diving deep into how you can create your own lead tracker, how simple it really can be. We've used many different platforms in the past. We've done a lot of testing and experimenting for what works best. We definitely share with you what you should have in your lead tracker, what matters most, and all of those good things!

What are Platforms?

Before we dive in, we first get to talk about platforms because there are so many new entrepreneurs coming into the space. And it's absolutely amazing. I'm so excited to be welcoming them all into the online space! There's so much room for more of us because there are so many more people who need our help and our gifts, of course. An abundance of clients, always!

First, we are going to chat about how we just have a platform to be on? How many platforms should we be on? Why does it matter, Melissa? Well, it matters because we want to make sure that we're hanging out wherever our leads are going to be hanging out. It's definitely important as you're starting to build your business. And a big mistake I made when I first started back in 2014 was I was on way too many platforms and it burned me out ladies! Not fun, and I do not want you to go through this experience, so please don't do this.

This is what I did in 2014: I was everywhere. I thought that the more I could spread myself thin, the more you would see me. And this was not the case. It was actually the opposite. So I was everywhere! I was on Instagram. I was on Facebook.I had a Twitter. I had a Web site. I had a blog. I had a vlog with a V.. Yes, I was trying to YouTube. I was literally everywhere.I was on eight or nine different platforms and it was burning me out because I was putting about 10 percent here, 10 percent there, 10 percent there. And nowhere was attracting the leads I was wanting to attract, so I wasn't putting the energy into one or two platforms.

I highly recommend one or two platforms first. Master those, then move into the next platform; because, as you master one it's going to be so simple for you to move into the next platform and you can re-purpose all of your old content onto your new platform. You can bring everything from Instagram over to Facebook, over to LinkedIn, over your podcast, over YouTube, whatever that platform may be for you.

Choosing The Right Platform

But how do we determine which one to start with? So the answer to that question, it's all about your leads and your ideal client. Ask yourself, where are they hanging out the most? Where are they most likely going to find me and be searching for me? And your answer is right there for you. Once you answer that, that's going to tell you where to go. For most of us, it's going to be Instagram or Facebook or both. You can tackle both together, one or two platforms. No more than that for most people. It's going to be Instagram or Facebook. However, if you're a career coach, it might not necessarily be Instagram and Facebook. It could be LinkedIn and Facebook. So you really want to ask yourself where they're hanging out? Where's your ideal client hanging out at? Where are your leads hanging out at? And where are they also hanging out at to learn more information, to solve their problem? So start to ask yourself some of those questions. Are they hanging out on Pintrest? Should you be focusing on Pinterest? Ask yourself those questions. Where are they hanging out? Then, pick one of those platforms.As I said, it's most likely going to be Facebook or Instagram for most of us. So pick your platform, and if you already have a platform, amazing! Guess what?

This is going to just blow your minds! You have leads in your audience right now in this very moment! I'm recording this on Wednesday afternoon, This very moment you have leads in your audience already! Yes! You have potential clients in your audience. And guess what? They're dying to work with you. And these are the potential clients that I like to call "lurkers". I call them lurkers. Some like to call them silent supporters. And I want to let you know that for every one person that reaches out to you via the D.M. or every one person that applies for your program, maybe every one person that clicks on your Web site and buys your twenty dollar pdf, for every one person, there are 20 more lurking around your audience. Yes, at least 20 more, if not more than that. 30 lurking around your audience in the background, being silent supporters- not saying much. They're afraid to reach out and ask for your help. They're afraid to reach out and ask for guidance. So instead, they're silently supporting. Which is amazing that they're supporting you. However, we've got to connect you two.

Connecting With Your Audience

We've got to connect you and your lurkers, you and your silent supporters, so that you can provide them value and give them some quick wins and show them, "hey, this transformation is possible for you, too. If you want this, you can have it." We want to let them know what's possible for them, too. So here's what you can do:

I've got some tools for you and some tricks up my sleeve to help connect you with those lurkers. And it's how you're going to start to fill your lead tracker as well! Ding, ding, ding. Yes. So what you can do is you can utilize the tools that social media is already giving you. So if you're on Facebook, if you're on Instagram, you can use these tools. I'm hearing that LinkedIn is going to be getting these soon. LinkedIn just announced that they've got LinkedIn stories coming. They're kind of testing that right now with some people. So first, determine that platform. We already talked about that. But then utilize the tools, Instagram and Facebook and all of that and give you to pull your audience and start to make that connection. So what you can do is you can determine three to four questions that you can ask your audience, right? Ask about the pain points that they ran, ask about their struggles, and the things that are holding them back. The things that relate to you and how you can help them. The things that relate to the solution that you have for them. The problem that they have that they're stuck in right now. Throw some questions that relate to that. Here are a few examples: If I were to go and do this today, I actually did this about last week, those doing some market research, (because we're always doing market research ladies,) something that we can do is ask things such as "Do you struggle with where to generate leads for your business?"

That's a fair question. I'm asking you that right here. And you know what? The answer for so many of you was yes. Which is why you did an Instagram story training on that and why and recording a podcast episode about it, too. Another thing I could ask is, "Do you have a program course package that you're ready to sell- but you feel lost and where to start finding leads?" So you see how I'm starting to ask questions about what they're struggling with? They're struggling with where to find leads or struggling with feeling lost. Not sure of what steps to take next. They have a program, they have a course, they have a coaching package, but they don't know where to find leads. Here's another example of a question: "Are you finding some potential clients? We have no idea how in the world to start a conversation in the D.M.s with them?" I threw that question out of my polls last week and I got so many responses because I was speaking to their pain points. So you really want to speak to that. So ask yourself that question. "What is my ideal client struggling with right now?" Those lurkers in my audience, those silent supporters, what are they struggling with? What can I ask them that's going to get them to perk up and be like, "oh, that's me. I'm going to answer this. Oh, that's me. She's reading my mind right now."

We want to start to put some of those feelers out there on Instagram, Facebook or LinkedIn, whatever platform you're on, ask those questions! Bring them, connect yourself with those leads that are hanging out, you have so many in your audience watching you right now and wanting to reach out! You get to make that connection if you haven't yet. Ask those questions, ask those polls, then what you gotta do is collect the data. And you know what this is, ladies? This is market research. And it's telling you exactly who in your audience is struggling with those items, has those pain points, and these are the names that you get to add to your lead tracker today. If you go and do this today, I highly recommend today, tomorrow, sometime this week. Do it and have those names to your lead tracker.

In just a minute or two, I'm going to go into what to put into your lead tracker, how it can look, how often to go into it. All of those things. So put it into your lead tracker, track these names. Because you want to continue to build relationships with them: and then you can reach out to those that answered your poll, start a genuine conversation with them. Please don't copy and paste. "Hey, @ Melissa Lynn. I can help you. X, Y, Z. Here's my phone number. Give me a call." No, no, no, no, no, please. No. Started genuine conversation. Add some value and connect with them. Give them a way to receive more support from you. If you have a free Facebook group, if you have a podcast, an email list: give a freebie, anything to give them some value and help them. So that is a tool in a way that you can start to connect with some of those leads that are already in your audience hanging out with you.

Now, let's get into the lead tracker for just a minute or two.

Nurturing Your Leads

So you're starting to put all of this into your lead tracker. The lead tracker is important because one of the biggest gaps that I see right now in the online industry is that we are lacking and there is a big gap in following up with leads. A lot of people are afraid to follow up. They feel they're bugging their potential client. They don't want to ask too many times. And instead of doing so, they just flat out don't follow up. And that's leaving money on the table. That is not serving that person and not helping create a transformational journey and impacting them in the way that we know you can. And so we got to follow up and the best way to do so is with the lead tracker by tracking those leads. Right. The more that we focus on those things, the more those grow. And so as if we want to focus on impacting more people, serving more people, making more sales, we got to focus on that, and a big way to do that is with a lead tracker.

So your lead tracker is your golden ticket in your business. I promise you. This is your golden ticket because you're gonna know exactly who your audience is, an ideal client, how your audience needs your help, who in your audience maybe isn't quite ready right now, but they want you to reach back out in three weeks or in four weeks. Once the current course they're in ends. They're giving you all this information, they're answering what their struggle is or pain points, or giving you market research. Utilize all of this! Collect it. This is data. All of this is such important data for you. It's going to help you create more content and really use their language as well.

So let's get back into the lead tracker information. It really breaks down to what you can have in your lead tracker. So I've used so many different things. We've played around with our table, Asana, Excel sheets, everything! We really push our clients to use an Excel sheet. It's super simple. An Excel sheet is so great because it's very easy. You can put in different dates and you can have it notify you and let you know when it's been two weeks to get up and go follow up with this lead. And continue to follow up. So you can do different things with some fancy formulas and all of that jazz that we've got. So things that you can think about tracking, you, of course, want to track their name, right? Who are they? What is their social handle? How do you find them?

That's important because you may want to go back to that audience and figure out, OK, who else am I missing? Who else is here that needs my help, that I can serve? That I can add value to have in your life? Track what type of lead they are. Are they a hot lead or is someone who's bought from you before? Are they someone who has been hanging out in your audience for years and years and just absolutely adores you? Are they a warm lead? Are they someone who you know soon they're going to buy from you? Are they a cold lead- someone who just came into your audience and they kind of know your name and they kind of know what you do, but they're nowhere near warm or hot. They're cold. They're new to your audience. You don't have any touch points with them. Maybe one or two touch points. Nowhere near seven to twelve, which is where we need to get for those leads to convert into paying clients.And so what touch point is to be had with them? When are you to follow up with them again? When did you connect with them last?

These are things that you can be adding in your lead tracker. So you know who they are, when to follow up with them again, and follow up with them again. Follow up with them again. I'm going to say that over and over and over. Ladies, the fortune is in the follow up! And we can do this by actually using our lead tracker. What is the point of having a lead tracker if we're not using it?

Generating More Leads

Now, let's start to talk about different methods and other ways you can start to generate more leads. The goal is to be able to wake up and have leads in your audience every single day on autopilot. Isn't that the dream job? Right? Amazing. And this is what we have in our business: we wake up and we have anywhere from a dozen to a few dozen new leads on our email list, added automatically overnight, because we have so many systems put into place. So some things that you can do: number one is- you can go and be social on social media and utilize Facebook groups, Facebook communities, go engage. I know it's a crazy concept, but if you connect with people (and I'm kidding, it's not a crazy concept). But as you connect with people on social media and build relationships, people will want to get to know you and your business. They want to get to know you. They want to connect with you more. And you can build that relationship with them. See if you can help them. How can you serve them? Go be social on social media.

Another thing that we can do, which is so helpful and so important, is create freebies. Create valuable information in a free download/free document where in exchange for your freebie, you're collecting their email address. And you can continue to nurture them and build a relationship with them and be in conversation with this lead through e-mail by exchanging this freebie. I have a client who put out a new freebie a week ago and she nearly believes she tripled her email list size from one freebie! Because we're really putting strategy into growing her lead generation, really growing her email list- she has more people to be building relationships with and then continuing through the customer journey funnel and converting from lead to paying client. So we got to always be filling our lead tracker and really be filling that pipeline so they can continue to get customers. And yes, as you continue to scale to 5K months and 10K months and 20K months, this will start to become autopilot. However, in the beginning, this may be a little bit more hands on for you, and that's OK. However, we want to be organized and systematize and have a way to be tracking all of this information for you and your business.

So email is so important with that freebie shared on social media once per week. We're sharing freebies throughout the week. We go live every single week in my free Facebook group community, which is another great way to be adding leads into your list as well. Another thing you can do is if you have your own Facebook group, utilize questions. Those three questions you can ask, grab that email from them as you're connecting with them, as you're allowing them into your Facebook group and bringing them in. Connect in the DM's with people. Anyone who is watching your stories, send them a message. Anyone who follows you, send them a message. Anyone who is commenting on your Instagram caption, comment back. Reach out. Connect. Connect. Connect. This is something I want. Maybe I'll just start every podcast episode with connect, connect, connect, build, build, build, relationship, relationships, relationship.

This is all part of it. Creating that like, know, trust factor. Like, know, trust. Like, know, trust. Connect, connect, connect is what we get to do and we get to really amplify that as you continue to scale. And yes, you can sort of put systems into place to be doing this on autopilot. However, we have to create your lead tracker. And then if you're ready to start to scale this and have more of it, be on autopilot, maybe you've already hit your first 5K month. Amazing. Huge. Congrats to you. I'm so excited for you. Start to put it into autopilot. Start running some Facebook ads if you want to. If you're at that 10K month now, start running some Facebook ads so that you can start to create some of this on autopilot.

Have more of your freebies out there. Have your content team be putting out your freebies with Pinterest or with Instagram stories in your bio. You can really start to generate leads on autopilot as you're more intentional about how you're doing this and really adding that strategy. And so today, so far, we've talked about lead generation where you can find Leads in your audience right now. And then also where you can search to find leads outside of your audience. So other than Facebook. Explore Instagram. Other people's audiences. Go explore new platforms. Pinterest, LinkedIn, other podcasts there's so many other resources for you. Continue to build your email list. Continue to build your groups, your community, your lead tracker. Continue to do that. Connect, connect, connect. It's so important, your lead tracker is truly your golden ticket in your business. And no matter where you are in your journey, no matter where your next level is; you will have some type of lead tracker.

Whether that transitions into a CRM system you will still have a lead tracker. You're tracking your lead somehow into some type of automated way. Whether it's you doing it or your team, your lead tracker is so important! So, really connect with your leads and your audience, build those relationships with them, connect with them, add more touch points. Invite them to a live Facebook training, your Facebook group, invite them to your emails, invite to share your freebie with them, invite them to hop on a discovery call, connect with your audience, connect with your leads. I'm going to leave you with this: your action item today is to create your lead tracker if you haven't yet. And if you do have your lead tracker, Amazing. Can't wait for you to put it into action. If you have a lead tracker already, go find five hot leads that are on your lead tracker and go and reach out to them today. Go and just see how they're doing. "Hey, Melissa, I wanted to check in with you. I was thinking about you." "Hey, I found this article that made me think of you. Here it is." "Hey, I'm just wanting to see how you're doing with everything going on right now." Just go and connect. Ask them how their day is. Send them a happy Wednesday. Anything to let them know you're thinking about them. Continue to build that relationship with them. Create that like, know, trust factor. Continue it and don't disappear. Continue to be utilizing your lead tracker every single day.

Let me know how it's going. I can't wait to hear about it. Send me updates on Instagram, some DM's. I'd love to hear how your lead tracker's going. And if you love this episode, please take a screenshot. Share it in your stories. Tag me @theMelissaLin. Can't wait to see your biggest takeaway and see you be using your lead tracker and continuing to connect with your leads that are in your audience right now. And you'll be looking out and continuing to grow your leads as well. And I'm so excited. We have so many incredible podcasts episodes planned out these next few months. My team and I had a huge meeting. We've got tons of great content coming for you, as always! So definitely subscribe if you haven't yet so that you know when the next episodes are out and that you can listen to them first right away. We cannot wait to see you in the next episode.

Topics we cover include:

How Many Platforms to focus on
How to decide where to start
Reaching out to your audience
Nurturing Your Leads

And so much more!

Times to check out:

(5:52) Having Too Many Platforms

(7:37) How To Decide Which Platform(s) To Start Off With

(10:42) Reaching Out To Silent Supporters

(15:31) Nurturing Your Leads

(18:00) Getting The Most Out Of Your Lead Tracker

(19:27) Generating More Leads

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