Building Your List With Lead Generation
The whole purpose of getting targeted traffic into your sales funnel is to generate leads. The sales funnel concept is not about making fast sales, though of course you won’t complain if a few people who are anxious to grab your product decide to purchase it right away!
Your basic strategy, however, is to generate quality leads and develop a relationship with your prospects. You’re also trying to separate the real prospects from the colder leads, who are more likely to be freebie seekers or just curious.
So you don’t want to send your traffic to a sales page. This would defeat the whole purpose of the funnel, as you haven’t given people enough time to pass through the essential stages. You want to start off by simply collecting their name and e-mail address.
You Need an AutoResponder
If you’re not currently signed up with an autoresponder service, such as AWeber, GetResponse or Trafficwave, you should do so before taking any other action.
If you prefer, you can start off with a free autoresponder, but it may be difficult later on to transfer your list when you want to upgrade to a better one.
Your Squeeze Page
A squeeze page is simply the page you send traffic to. Its sole purpose is to get people to leave their name and e-mail address, so there’s no mention of any products or services you’re selling. To be effective, a squeeze page needs two main features:
It must have an appealing, dynamic look and you have to offer people something interesting or valuable in exchange for their information. It’s worth getting a professional looking squeeze page.
This isn’t hard at all, and if you don’t have the skills to create it yourself, you can get it done cheaply. In fact, you can get a squeeze page built, or receive templates you can use for $5 on the Fiverr.com site!
If you want something a little more elaborate, you can still find people who will do it at a reasonable rate. Remember, your squeeze page is where people enter your sales funnel, so it’s very important!
A squeeze page should be simple, without too much distracting information. You should offer people a free gift that promises some valuable information. An important point here is that you actually have to deliver on this promise!
The gift can be a short report, a video or a subscription to your newsletter, but remember that people can unsubscribe to your list as fast as they subscribed, so you have to offer them something of value.
Whatever you offer people in exchange for their information should obviously be closely related to whatever you ultimately want to sell them.
Returning to our “six pack abs” example, you may ultimately want people to buy your $47 or $97 course on this topic. A good approach
would be to have a short video on your squeeze page giving people a helpful tip, such as an exercise or diet tip for their abs.
Then offer them more free information, either in the form of a report or video. Or, tell them that you’ll send them a helpful newsletter once per week that will have lots of free information.
The Value of “Free”
There is some disagreement among marketers over the value of giving things away. As in the above example, it can be an effective way to get people to sign up to your list.
Another point of view, however, is that you’ll only be attracting freebie seekers or, as they’re sometimes called, “tire kickers.” Some marketers prefer the approach of targeting “buying” keywords right away, to instantly rule out those seeking free info.
There is some logic to this, but in fact it makes too big of a distinction between “buyers” and “freebie seekers.” In reality, almost everybody would prefer to get something for free.
On the other hand, with the right approach, you can gradually transform people’s point of view to where they’re willing to pay for something that has a high perceived value.
The whole salesfunnel process, in fact, rests upon this idea of moving people from one stage to the next. So it makes sense that you have to start off by offering some value for free. This is how you start building trust.
Building Your List With Lead Generation – Conclusion
You must have the tools in place in order to build your list and generate those leads that are going to be the lifeline of your business. Hopefully this post will has given you some insight on the right way to go about it.
It takes a strategy, the right audience and the right offer but over time you will get comfortable with what works for you and what doesn’t. It won’t happen overnight but it will happen if you stay consistent.
If you’ve found this helpful let me know in the comments below and make sure to share with your friends. Check out some of my other posts that can help shorten your learning curve.