The Fierce Business Babe Podcast Ep 135: How To Generate Leads On Auto-Pilot
Today, we are going to be diving all into one of our favorite topics: lead generation. This is a huge sales activity that you get to do in your business and I want to show you exactly how to do this on autopilot and be bringing in leads from multiple sources every single day.
How To Generate Leads On Auto-Pilot
By: Melissa Lin
Today, we are going to be diving all into one of our favorite topics: lead generation. This is a favorite topic because it is a huge sales activity that you get to do to your business. We're going to dive into how to bring in more consistent leads, and how to start to convert some of these leads that you have in your audience that you're bringing in. Along with how to start to utilize some of your platforms and really, really feel great about your overall sales process, especially that first step, which is lead generation.
I shared something over on my Instagram a few weeks ago and my DMs were just filling up like crazy asking how I had done this. I shared a little snippet on how and when I woke up in the morning, we had over 30 new leads and our audience, basically brand new emails, people who have come into our funnels, that type of thing. I want to share some of the things that we do in our business to bring in consistent leads every single day.
Every single day, we have new leads coming in from so many different sources and that's the one big thing I really want to focus on today is reminding you that we get to bring in leads from more than just one source, because it actually happened today. Instagram went down today for quite a few hours and I know a lot of Entrepreneurs were a little worried. This is why we get to be bringing in leads from other sources. Not only focusing on one platform, not only focusing on one lead generation source, because we don't know, Instagram could completely shut down one day, Facebook could completely shut down one day. We definitely want to create your business that thrives and has leads coming in from many, many, many sources. We definitely don't want to rely on just one and I'll definitely share some experiences.
Back in January, we lost our Facebook Ads account. So because of that, we weren't able to generate leads through that source. However, we already had many other sources of lead generation coming in, so it didn't affect us too much, we still hit our 100K a month. So let's get into this. Before we get into lead generation, what that looks like, how we can be doing more events without necessarily, you know, working harder or spending, you know, 20 more hours per week on lead generation, I want to go into the sales process that I teach my clients.
Four Step Sales Process
So I teach my clients a four step sales process. What this looks like is; Step one, you are attracting your leads. They're coming into your business, your space, somehow. You are generating those leads. They are connecting with you. Maybe they saw a press piece on you, or they saw a social media post on you that somebody shared, and they came into your audience. They were attracted to you somehow. That's the first step.
Now the second step is nurturing your leads, which we'll talk a little bit about today. This is you showing up and adding value, connecting, building relationships with your leads, because it takes anywhere from seven to 10 touch points at least to move a lead from a lead to a paying client.
Then, step three is converting your leads, so actually asking for the sale, having those sales conversations, sharing your buy buttons and how people can apply to work with you.
Then, step four is delivering to your new clients. So the sale doesn't end, right? When your client, your new client, congrats, but your new client swipes their credit card, right? The sale continues as you deliver to them and as they go through your program. So definitely keep that in mind.
How Often To Be Generating Leads
Lead generation is the first step of your sales process and it's one of the biggest money-making activities that you can do in your business. So you might be asking yourself “Well, okay. How often should I be doing this, once a week, twice a week, three times a week? Like this is a Monday, Wednesday, Friday thing. Like how often should I be bringing leads in or focusing on this?” My answer to you as we get to be doing this all of the time, we want to be bringing in leads every single day in your business. This can be done without spending 10 plus hours a day on social media. So it's important to be focusing on this because if people can't find you, they can't buy from you. If you have an online business, that's where your customers are going to be, they're going to be in the online space. They will find you online. So we really want to focus on that.
What I want you to start to ask yourself right now is "How am I currently bringing in leads right now in my business?" So not me, Melissa, but how are YOU bringing leads in your business right now? We really want to have a great understanding of what your business looks like right now. If you're just starting amazing, congrats, I'm so excited for you to start. Let's start to think about some of the ways that you're planning to generate leads, and then we can add some new things that I'm going to chat about today to your list as well. I really want you to think about what you're doing right now. Maybe you're doing a lot more lead generation than you thought you were, or maybe you're not doing enough lead generation or any at all. So let's definitely take a minute or so to think about that. How are you bringing people in right now? You know, are you putting content out there to attract new people to you? Are you collaborating with people? What does your lead generation look like? What are the activities you do? Are you tracking this information? Do you have a lead tracker? What does that look like?
Examples Of How To Generate Leads
Okay, so let's go into some examples. And again, to be clear, it's not one thing we do, it's many, many, many activities that we get to do in our business to generate those leads, right. Facebook Ads, if that was our only source of lead generation back in January, we would have been in trouble. We would not have hit our 100K/ month. We would not have been able to consistently fill our programs. So we want to make sure that you also have many sources of lead generation in your business. We get to do multiple of them and we get to do them every single day.
As you continue to grow, what's really exciting is this can: number one, it can be automated. And number two, a lot of it can be delegated too, so not all of it can be automated, but a good amount of it can be automated. Then a lot of it can be delegated as you continue to grow. If lead generation is not your zone of genius, if it's not the thing that is your like big activity that really drives your business, we definitely can delegate that. So I want to go through some examples on how you can generate some leads. As I start to go through this list, ask yourself, okay, which of these activities am I doing right now? And which ones can I potentially add to my business this week.
Creating Consistency
So one thing that you could do this week is sharing your freebie to a Facebook group, really getting yourself out there and just getting in front of people, getting in front of more people. There will always be people who don't know you yet and we want to get in front of as many people as we can, because the more people who know about you, the more people you can help and you can impact and really serve. One thing you could do, you can share your freebie to your Instagram stories or ask somebody to share it, ask a client to share it, ask a friend or a family member to share it in their stories too. So it can reach more people. It's about reaching more people and getting in front of more people.
Something you could also do is start to collab, go on somebody's podcast, go and collab on Instagram Live with somebody, go get in front of new audiences and different audiences. You can also start on a new platform. If you have already created consistency in one platform, you definitely can expand into a second platform. Once we really had Instagram down and Facebook down, we then expanded and created this podcast, which was a brand new platform for us. Then once we got this down, we were consistent with new episodes every single week. We then expanded over into Pinterest.
So as you gain consistency, it'll be easier to expand into a new platform. We're not on a million platforms, however, we are on more than one, but we did take our time. We wanted to make sure that we could be consistent first because we really didn't want to put 10% of our energy into one platform. 10% of our energy into another platform, another platform, another platform, we definitely wanted to be intentional with it and made sure that if we were on a platform, we were able to really add value and really create consistency.
Okay. Let's see. Another thing that we could do, I'm just going through and adding a few other activities, and there are dozens of dozens and dozens of lead generation activities that you could be doing. Pick a few that you aren't doing yet and try some this week. Let's really be intentional about adding something new, whether it's email addresses or people to your lead tracker, just getting in front of new people, adding value to new people as well, creating relationships and really building those relationships with new people who are coming into your audience. You could share a blog post. If you have a blog, share a blog post, right? You can add SEO into a blog post. So more people can even find you without you knowing them yet. Right? That's always so fun when someone new finds you and they came out of nowhere and now you get to serve them and really support them and their journey.
So those were a few additional things you could be doing for lead generation. You definitely can get into paid advertisements. I typically recommend really getting organic down first because paid advertisement really amplifies what you're doing organically. It doesn't necessarily replace organic in my experience. So I would definitely recommend making sure we're doing some stuff organically and then we can always add the advertisement on top of it to really amplify things. So what are some new sources of lead generation that you can add into your business this week?
Converting Leads
Now that we know how to bring in a few more leads this week. The question is going to be “Okay. Well, how do we convert them? What does that look like, Melissa? How do we nurture them? What does that sale actually look like?” Now, we get to turn leads into paying clients by really nurturing and by really adding value and showing up for them and showing that you truly care, genuinely care, about helping and serving that person. So some things that you can go and do is add value, offer free resources. If you have your list of leads, definitely go and reach out to them and let them know that you have a free training or a freebie or a workbook or something that you have to send their way if they're looking for that type of support, create organic relationships, build trust. What you can do is invite them to a Facebook group training that you're doing. Add value, add value, engage and create conversations. This is the online space we get to build relationships kind of like how we would in person, send some voice notes if you can. I love sending voice notes. If you're in my audience, you may have received a voice note from me before. I love sneding voice notes and really connecting with those of my audience. Same with inside my Facebook group. When I go live, I love to connect with the ladies in my group as well. So you can start to move your leads into that next bucket by nurturing them and then into the next bucket, by then closing and converting by doing some of these things. Go and reply to some of their Instagram stories go and let them know you're thinking about them. Be genuine about it, and just keep in mind, It can take anywhere from seven to 10 touch points before a potential client takes action and starts to move forward with working for you. So really serve, add massive amounts of value. Then when you're ready, start asking for the sale.
Something that we do, if you've been in my audience for a while, if you listen to the podcast or if you're over on Instagram or even my Facebook group, then you know that one of our non-negotiables in my business is to sell daily, because we know that selling is serving. So we're selling every single day. And again, just as there are dozens and dozens of lead generation activities, there are dozens and dozens of sales activities you can be doing in your business as well. How many times have you actually sold this week?
I did a poll on my Instagram and asked my audience, how often are you selling right now? And it was one of those quiz polls. So there were four different options. There was no right or wrong answer. However, it was interesting because over 80% of my audience that did vote said that they were selling less than once per week. They were only selling once per month or twice per month. And that was a little shocking to me because, you know, if we're not out there selling, people don't know about our offers. People don't know that you can serve them and help them with this incredible transformation and this incredible gift that you have. So definitely get out there and sell. And again, there's dozens and dozens of ways to do this. Do polls in your audience, have your lead self identify themselves, share social proof. Have it available where they can go and apply for your program or purchase your program, make it easy for people who want to work with you, come and work with you. If we don't have a link in our bio yet, or if we don't have some of this stuff, share with them in your Instagram stories or your captions, how to let you know that they want to work with you or that they want to learn more about your offer and really utilize your lead tracker. Really utilize your lead tracker. We still have a lead tracker at this stage in our business, and we're always, always supporting everyone in our audience and continuing to nurture our leads as well.
Where To Focus
So, as I kind of mentioned at the beginning of this, you don't need to be on all your platforms. Focus on one or two platforms and then start to expand once you create that consistency on your first one or two. Focus on the platforms where your ideal clients are spending time and where you can easily share content and add value. So for example, we utilize Facebook and Instagram and our podcast the most, that's where we spend the most time adding value. That's where our audience is, mostly our ideal clients are on these three platforms. We're not necessarily focused on Clubhouse right now, just because it's number one, it's not as easy for me to add value to my audience on Clubhouse and I enjoy my other platforms a little bit more and that's okay. Like we don't need to be on every platform. You can still be successful by only spending your time on one platform or two platforms. There are no rules. Like this is your business, so you get to make up the rules. I'm telling you if you don't want to be on one certain platform, you don't need to be, don't force it. Think about where your ideal clients are hanging out and how can you add value on that platform easily? If you can't, maybe it's not the right platform for you at this time.
Then, just because of what happened today with Instagram, going down for quite some time,
another quick reminder to just grow your email list and really utilizing it. Email marketing is still alive. It is not dead, even though some people say it is, it's not. We utilize our email list. We sell through our email list. Your emails are the one thing that you truly do own. If Instagram were to go down or if one of these other platforms did go down, It's a great place to host a lot of your leads and just have those leads hanging out and you can nurture them in your email list as well.
So today was all about how to generate leads on autopilot, how you can generate more. It's about adding a few more of those lead generation activities into your business. Remember, it's one of the most important sales activities you can be doing. As you continue to do that, you'll then continue to move them down through your sales process, to then continue to convert and serve inside of your programs and your offers and the other things that you do have in your business, that you can provide them.
Thank you for hanging out with me today. I really enjoyed it. Feel free to send me a message with any takeaways or things that are working for you on Instagram @TheMelissaLin. I’m always going to be your biggest cheerleader so you taking the time out of your day to spend with me truly means the world to me. I’ll see you next time!
Topics we cover include:
Four Step Sales Process
How Often To Be Generating Leads
Examples on How to Generate Leads
Converting Leads
Where To Focus
And so much more!
Times to check out:
(7:38) Four Step Sales Process
(8:55) How Often To Be Generating Leads
(11:04) Examples on How to Generate Leads
(16:15) Converting Leads
(20:54) Where To Focus
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