Are you still not getting enough leads for your business?
This question has popped up a lot for me lately. “How do I get more leads?” or, more specifically, “I need to get more leads for my business.”
You’ve done all of the things, you have an epic website, your SEO is on point, and you’re sitting in pole position on page 1 of Google organically, BUT the phone isn’t ringing, the inbox is empty…
The only thing that this tells me is that your client profile might be a little bit off, OR the target market you have chosen isn’t going to Google first to find you. And yep, I am 100% with you; that last bit sounds pretty strange (because we use the internet for everything), but…. it can happen, especially if you are a trade service.
So how can you get more leads for your business?
Some questions I would ask are:
- What other digital marketing efforts do you invest in?
- Could traditional marketing methods help?
- What has worked in the past?
- What is working now?
- Is anything working now?
- Have you got your Google Analytics set up?
- What about your Google Search Console?
- And really – no website enquiries at all?
For one of my clients, their biggest source of income comes from letterbox drops. For another, radio advertising has been amazing, and we can’t dismiss social media. 100% of another client’s income comes from Instagram alone.
Times and marketing channels have changed, but the foundations of marketing haven’t. A good marketing plan starts and ends with identifying who the best customer is for your product and/or service and researching the hell out of it.
If you aren’t quite sure how to work out who your audience might be, here is a quick list of what I do:
- List every single benefit that your product/service has
- List every single solution your product/service provides (everything – even if it seems like it’s not a big deal)
- Revisit your target market/ideal client profile and see if it still aligns with your product/service and check to see if the two lists resonate with your ideal customer.
If this doesn’t seem like a good match for more than 70% of the items on your lists, it’s time to create a new client profile. My biggest tip on doing this is to create one person and to GET SPECIFIC – age, gender, what do they do, where do they live, what kind of house/car/job do they have, etc. etc. etc. have fun with it – you can even give them a name like @brookevulinovich‘s Adele.
Once you’ve done this, put yourself in their shoes. How would this person find you? Think and list every possible way that this one person can find you from Google to that sign pinned to the wall in your local supermarket. Then create a second list – how would this person not find you. This is just as important.
For example, if you are a lawn mowing service based in Morley, you have an older demographic for those lovely big lawns on those big estates. It is very possible that the person they call to get their lawn sorted may be found on a magnet on their fridge. The business/location is fictitious, but this is exactly how my dad (in his mid-70’s) finds all of his people to look after his properties.
From here, you should have a solid list of ideas and marketing strategies/methods that you can pick and choose from to suit your time allocation/budget/resources etc. Get creative. We do live in a digital world, but traditional marketing methods still have their place.
✅ The bottom line – knowing exactly who this person is and speaking directly to this one person will start speaking to potential clients that resonate with the profile that you created, and people will start showing up. But not just people, your people, your product’s people.
Yes, you have to be online, and yes, SEO is important, but if you aren’t showing up where your ideal client will be looking, it’s time to reassess exactly who your target audience is so that you can start showing up everywhere in their world.
I hope this helps and that you get more leads for your business soon. I’ll be back in my next post with some things you can do online to get your business out. Have an awesome day!
PS: Massive PS – my second biggest tip once you’ve done all of this and create content mode, don’t sell what your product/service does. (e.g. if you sell blenders, don’t sell how it works, or how it makes fruit into incredible smoothies)… 9/10 if someone is on your website, they already know what you do/sell. Sell the problem it solves.
Image: Hard to Find