Hey all, Yesterday, I listened to a great interview Jason Leister (a freelance copywriter) did with Steve Gordon about generating leads for your service provider business. The interview wasn't too long (35 minutes), but they got into some great ideas about generating new leads consistently. I definitely recommend you check it out. I can't post links apparently, so just do a google search for "jason leister steve gordon interview" If not, here are the notes I took while I listened to the interview: · Need to take a “long view†of acquiring leads and keeping them engaged until they need you · Plumbers, electricians, dentists are pretty awful about this o They wait until disaster strikes (for you) and hope you call them o Then, after they provide service, they disappear until the next when they hope you’ll find them in the yellow pages again · You want to be the person that’s in the front of their mind, all the time · How do you do that? o Get prospects’ attention § Where would they hang out? § Get your message out there? Drive traffic to platform/site § Advertise o Offer value through a lead magnet § Lead magnet = something you give away in exchange from contact information § It should solve a small problem within that niche § Copywriting · What’s a small copywriting problem people have that I could solve through this? § Package it up and give it away o Continue to release emails, updates, newsletters offering value on a regular basis § Make a list of common objections to your service · Credibility, lack of experience, price, etc. · Use the newsletters/emails to gradually overcome those objections! § Paint a picture through your emails of people using your services · Education marketing: “this would be helpful…†· Goal is a system of lead generation o After it’s built, needs to be managed, improved, and tweaked Wow. Formatting is a giant pain for this. If you don't understand the notes, feel free to ask. Better yet, just listen to the interview! Corey
Good stuff. The first point you made (taking the long view and waiting till they need you) will work for anyone who is freelancing. A potential client for your business may not need you everyday but you have to be at the top of his mind when he does. For this, being visible and available is essential. Do it in any way you want but potential clients have to think of YOU when they have a job your business is involved in. They should automatically think of you. Being available at all times can be a pain in the arse, but its probably good for business. Going to look into the interview soon.
I think it's about building the trust between you and your audience and long term relationship so when they need something they think about you solution at the first place.