9 practical ways to grow your leads database
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9 practical ways to grow your leads database
- 1. 9 practical ways to grow your leads database
- 2. Matt Wilkinson Founder and CEO of Bizink
- 3. What we’ll cover Why are leads so important? What leads do you already have? Where are you storing your leads? Is your website a leaky bucket? 9 practical ways to grow your leads database Q&A
- 4. How much is an idea worth?
- 5. Why are leads so important?
- 6. What leads do you already have?
- 7. Where are you storing your leads?
- 8. Is your website a leaky bucket? Make it easy for people to get in touch Mobile is a must Secure site (https://) Live chat & appointment booking apps Lead magnets Get a free website audit
- 9. 1. Get a lead magnet
- 10. 2. Optimize traffic from vendor’s websites
- 11. 3. Run a survey
- 12. 4. Run or sponsor an event
- 13. 5. Start outreach marketing
- 14. 6. Try LinkedIn Sales Navigator
- 15. 7. Create a Facebook Group
- 16. 8. Become a guest writer or blogger
- 17. 9. Get speaking engagements
- 18. Summing up Make lead generation a daily priority Use the right tools Make sure you website isn’t a leaky bucket Choose one idea and execute Get expert help
Hinweis der Redaktion
- Welcome and housekeeping We will be recording the sessions and you can download the slides
- Been a marketer since 1999 Worked exclusively with accountants & bookkeepers since 2010 Founder & CEO of Bizink Which launched in 2012 Helps busy accountants and bookkeepers their firms using marketing Work with several hundred firms from across the globe When I’m not doing that, Likes climbing mountains & frozen waterfalls for fun Hence the picture
- Nothing unless you execute it Any of these ideas is a proven way to get clients We’re not going to cover them in detail as each idea could be a webinar in itself Just pick one and try and do it If you need help - reach out to Bizink (Anthea please post meeting link in chat)
- Why? because in B2B selling, nobody buy instantly Marketing agencies over value things like followers, clicks and likes. Those can be high yet you make money at all What really matters is leads in a database that you follow up over time More quality leads almost always = more business If you can work out how to get regular leads into your database or funnel, you have a repeatable sales and marketing model Not relying on referrals and your firm becomes more valuable
- Before trying anything I suggest today, what leads do you already have? Most firms have a bunch of potential new business right under their noses: first remember that anyone you’ve already been in contact with is way more likely to become a client than a fresh lead What Business cards do you have from networking events and the like? Think back over meetings you had that didn’t turn into client engagements. Can you reach out to these people again. Timing is key in sales and marketing and perhaps now the time is right Are there Tel and web enquiries that have not been followed up? We had a client once that was complaining the website we’d built him was not getting leads. It turned out he had 11 enquiries asking him to follow up that he’d not go it! And if you’ve got a team, get them together and ask them to do all of the above I’m pretty sure in most firms who aren’t start ups, you’ll have a bunch of leads right under your nose
- It should be in a cloud based system This might be your PM software but a dedicated CRM is best A CRM will make your lead generation and nurturing much more efficient Can automatically store emails you send to prospects and leads Automate certain tasks like following up people with emails Integrates with your other marketing tools We use Zoho https://www.zoho.com/crm/ Hubspot has a free plan https://www.hubspot.com/products/crm Insightly https://www.insightly.com/ and Capsule https://capsulecrm.com/ are popular, especially with firms in the Xero ecosystem
- Make it easy for people to get in touch Mobile is a must Secure site (https://) Live chat & appointment booking apps Lead magnets Get a free website audit. Recently changes https://bizinkonline.com/website-audit/
- What - a valuable piece of content you can give away in exchange for someone’s contact details Why most visitors to your website won’t get in touch and will never come back This doesn’t mean they are not interested - just not ready to pick up the phone with a lead magnet, they can take a smaller step and you can get their contact details so you can start a conversation This can even be done automatically with drip marketing How - if you’re a Bizink client we’ll create one for you the example on screen is a business plan template and course Your lead magnet should be something similar - based on the pain points of your ideal prospect If that sounds hard, we’re going to help by giving you a free lead magnet In the webinar follow up, you can choose from either a: cashflow kit Business Growth kit Start up kit These are free for you to use on your website and are created by our team who’ve also business content written for Intuit, Bank of America and Microsoft in the past
- What - most of you are listed on vendor’s websites like Xero or QuickBooks. If you get traffic from their websites, make the most of it by showing those visitors a targeted page Why - these visitors have a very specific interest. So as soon as they land on your site, you need to show them what they are interested in and make it really easy to get in touch. If you send them to your homepage and they have to dig around, they’ll leave How - if you’re a Bizink client we’ll create one for you. Rather than explain exactly what to put on a page like this, I’m going to show you Anthea is going to post some examples into that chat. For all Bizink website clients, we’ll create a page like this for you https://www.ascloudservices.com/ http://www.wiicpas.com/quickbooks/ https://healthybusinessfinances.com.au/about-myob/ https://theaccountinghub.co.nz/xero/
- What - send out an online survey to local business owners Why: Great reason to get in touch with them and make them aware of you You then get data to write a report. Position as expert Sending the report then becomes another chance to follow them up How: if you’re a Bizink client have a survey module built into every website. You can create your own survey and we’re currently writing one the all out clients can use Send out via email and also promote on social Ask partners like banks, lawyers to promote. Also ask existing clients A general small business survey could work but having focus would be better. For example, choose an industry that you’d like to work more with
- What nothing beats face to face so run an event to get in front of prospects and come away with a bunch of engaged leads Why people buy from people, you need to build trust Tried and tested method that will always work no matter how marketing technology changes It’s repeatable How keep it small and simple (could be at your office or just a simple meeting room you can hire) Focus on one narrow topic that you know is a pain point for clients. It could be something like this webinar - 9 practical ways to get paid faster Use an signup form on your website or an online ticketing service like Eventbrite If you’re struggling for people to invite, ask clients to come but bring along a friend who has a business Charging a small fee can increase turnout and help cover costs Make sure to have a product or service that you can promote on the day and give attendees a change to signup for a sales meeting Alternative could be sponsor an event where you get the list of leads and perhaps get a change to speak
- What Outreach is simply directly contacting prospects Why Take control of you lead gen SEO and social means waiting for leads to come to you. Outreach is about identifying who you’d like to work with and going after them Done well it’s both scalable and repeatable How Prospect every day and follow up every day Use email first and potentially call warm leads but it’s definitely not cold calling Find email addresses using hunter.io https://hunter.io/ Try a tool like MailTag to automate follow ups https://www.mailtag.io/ It works best if you choose a niche or industry Easier to find the leads Can make messages more targeted
- What A paid service from LinkedIn that makes it easy to find and connect with the right kind of prospects https://business.linkedin.com/sales-solutions/sales-navigator Why LinkedIn is the social network for business and you should be using it Sales Navigator makes it much easier to find leads, connect with them and see what content they are sharing and commenting on How Similar to outreach techniques we just talked about but a little softer Don’t be the person on LinkedIn who connects and just try to sell you Get involved in discussions and reach out when appropriate
- What FB lets you create groups for free. Start a group for people you’d love to work with Why FB took a hammering this year but it’s still easily the world’s most popular social platform. Over 2 billion active users Posting content won’t get you leads (does help nurture leads and engage clients) Advertising is now quite costly and only works if you have great content Group is free and if you put in the initial hard work at the start, really easy to run Done well you’ll have an online community of people that are looking to you for advice Could help you get clients from all over your country or the world - like Bizink’s group which you should join https://www.facebook.com/groups/bizinkascend/ How Easy - go to FB and create a free group Small and focused is best. You want quality over quantity At the start, you’ll need to do a fair bit of work inviting people to the group and posting content. Its good to have a plan After 90 days you can tone it down and you’ll find people starting their own discussions Don’t do too much selling. 90% should be advice and help
- What Leverage you expert knowledge by getting a column in the local paper or write for a website Why It’s hard to build your own audience to piggy back of someone else Media outlets are looking for free content Example - my local paper has columns from a local accountant and lawyer Positions you as an expert Your get your contact details are on each piece and you will get leads How Come up with 6 topics based on questions your clients always ask Reach out to the local newspaper and see if they’d like you to write about them Insist your contact details are featured at the end of each piece You could also try an industry publication or websites - obviously they must be visited or read by potential clients Here’s an example that I did for Accountants Daily in Australia: https://www.accountantsdaily.com.au/columns/10032-is-ranking-highly-in-google-really-important-for-your-accounting-firm Got a lot of interest and a good few comments A couple became leads I often send this article as a link
- What Are there events or conferences your ideal prospects attend? Try and get a speaking gig at them or offer to host a workshop Why As mentioned earlier, people buy from people People will trust someone more they’ve seen speak as you are positioned as an expert If you get to speak at an industry conference, there might be a big audience - which you don’t have to pay for How Make a list of events and conferences your ideal prospects attend List out the pain points of your ideal prospect. Pick the two that most resonate Sketch the outline of talk you could give on these topics Reach out to the people who run the conference and try and get the speaking gig
- Get expert help: https://bookademo.acuityscheduling.com/schedule.php?notembedded=1