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Detailed Walkthrough: Our Complete 7-Step Facebook & Google AdWords Online Lead Generation Formula

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Here’s our traffic and landing page “formula” that generates you more leads and enquiries at less cost.

This is exactly how we’ve helped dozens of marketers of services and complex products use AdWords, Facebook and landing pages to generate more leads and enquiries at less cost. Want proof this strategy works? Take a look at our Case Studies page.

If you’re not happy with the performance of your Facebook PPC and Google AdWords campaigns, this comprehensive guide will help. Bookmark it, print it, or save it as a PDF.

Table Of Contents

How This Strategy Gets You Results

Here’s how our strategy generates more leads at less cost:

1. It Scientifically Targets Your Desired Prospects

You need to display eye-catching ads to web users who have a burning problem you can solve, or want an outcome you can provide, and are in a position to be convinced to take action. This may be via Facebook PPC, or AdWords Search, or both.

2. It Convinces Them To Click On Your Ad

You need to use your Irresistible Offer (explained below), components of your Unique Value Proposition (explained below), emotional triggers, and smart creative execution to

… Read More >>

The Ideal Lead and Sales Management Dashboard

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The Ideal Lead and Sales Management Dashboard (1)

For over 13 years our focus has been on lead generation – but it didn’t take long before the realisation hit that nothing happens until a sale is made.

All the leads in the world mean nothing until they convert into new cash, customers and profits.

And because we work remotely from our clients, to really see what’s happening on the coalface, we’ve needed to develop complete lead and sales management systems that provide full visibility of the entire revenue generation function.

And there are 5 functions to this system you need to have in place in order to continuously improve results.

They are:

  1. A lead generation function: marketing campaigns that draw qualified prospects to you on a steady and consistent basis.
  2. A lead management function: a process for effectively managing the leads you get and plugging them into your sales process. You need to ensure unqualified leads don’t unnecessarily consume your salespeople’s time – and also that good leads don’t get dropped.
  3. A sales process: a series of defined stages that prospects go through in order to become your client.
  4. Sales scripts: structured language designed to achieve the best sales outcomes (without appearing “wooden” or unnatural).
  5. A sales management function: this includes the visibility you need to monitor what you’re getting, warn you when things are off track, and report on outcomes and progress.

Today I’m going to share with you some of the sales management tools we’ve developed to help ensure your sales … Read More >>

Lead Management Best Practices To Grow Sales By 25%+ (Updated For 2018)

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Lead Management Best Practices Cover

Too many businesses put an overwhelming focus on lead generation and not enough on lead management, which is the next vital step in turning leads into customers.

Here’s why lead management is increasingly important (and why it represents a great opportunity for you): many marketers are observing a number of disturbing trends when it comes to generating leads online:

  1. Traffic is getting more and more expensive
  2. Prospects are less responsive, especially on platforms like Facebook, Instagram and the Google Display Network
  3. A higher percentage of leads are “uncontactable”, therefore resulting in breakage
  4. Competition is hotter, with many prospects comparison shopping several providers simultaneously

OK, that’s the bad news.

But the flip side of these trends is positive: by optimising your lead management process, you can usually generate a meaningful bump in marketing Return On Investment.  Some of our clients have been able to achieve 25%+ growth in new inbound revenue by getting serious about the techniques and strategies we’re about to cover.

Table Of Contents:

  1. What is Lead Management?
  2. Top 14 Data-Driven Lead Management Tips
  3. The Ideal Lead Management Process Flow
  4. Lead Management Best Practices Infographic

1. What Is Lead Management?

What Is Lead Management?

A Lead Management Definition: Lead management is a set of methodologies, systems, and practices designed to bridge the gap between the lead generation and sales functions. Lead management methods include contact protocols, lead scoring, lead qualification, pre-sales nurturing, process optimisation, closed-loop tracking and other techniques to optimise the value of leads flowing through your sales

… Read More >>

Unique Selling Proposition Examples & Ultimate Writing Guide (Updated In 2018)

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Unique Selling Propositions - The Ultimate Guide

How would you like an 800% increase in online sales? Read on to find out how one company did exactly that…

Pizza aficionados might disagree but, when it comes to delivery and ‘mass market’ pizza, there’s not a big difference in quality between the major players. I’m confident a blind taste test would prove my point.

To be successful, a pizza company must differentiate itself from the other pizza companies by positioning themselves as better and different.

A small company in the United States faced this differentiation challenge in the 1960s. Tom Monaghan had bought his brother’s share of Domino’s Pizza (for a used Volkswagen Beetle) and was sleeping on a cot in the store.

At the time, Domino’s was just another pizza restaurant in Michigan. Monaghan needed to increase revenue and he wanted to grow a franchise. To make Domino’s stand out from the competition, Domino’s came up with a promise:

Pizza delivered in 30 minutes or it’s free.

Unique selling proposition example - Dominos

Source: SlideShare

In 2009, Domino’s reported $1.4 billion in revenue.

People in the shipping and logistics business might disagree, but there is little difference between the major shipping companies to the average person in the street who wants a package or letter delivered overnight. FedEx recognised this and, like Dominos, came up with a promise.

When it absolutely, positively has to be there overnight.

Unique selling proposition example - FedEx

Source: SlideShare

FedEx went from being a small courier service based in Tennessee to one of the largest companies in the world; its airplanes travel … Read More >>

[Case Study] $105,253.00 in cash from “dead” leads in 72 hours

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This post is brought to you by Marketing Results Head of Strategy, Kieron Brown.

You know why I love the campaign I’m about to walk you through?

  • It required NO new products.
  • It required NO new collateral (besides 4 emails).
  • It required NO discounts (in fact, we actually raised prices).
  • And it created a six-figure return from a list of cold subscribers in just 72 hours!

Big Initiatives Are Great, But Sometimes You Just Want Money In The Bank “Yesterday”

I wanted to create an immediate surge in sales for an online financial modelling training provider, Breaking Into Wall Street, while we completed some large initiatives elsewhere on their website.

They’ve got a nice size list, they nurture their subscribers with great content and their courses are second-to-none, so an email flash sale campaign was a no-brainer. We just had to find the right offer.

Here’s where things started to get tricky…

We Had Nothing New To Offer To The List 🙁

Their courses contain hundreds of hours of video footage, and they have a hard-line stance never to discount their products, which meant launching a new course or discounting an old one was completely out of the question.

Looking back, this was actually a blessing in disguise.

If we had a new product to release, we most likely would have put together a full-blown 21-part product launch. (Remember the whole point of this campaign was to produce an immediate result to augment other long-term initiatives.)

Instead, we had … Read More >>

9 Types of Content That Will Actually Make You Sales (With Examples)

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9 Types of Content That Will Actually Make You Sales (With Examples)

Don’t you find content marketing REALLY frustrating sometimes?

Everyone is telling you it works, but your experience is something quite different.

Your week is already jam-packed with competing priorities as it is, and all of a sudden you’ve got to create some space to write a blog post.

And then when you DO find the time, the results don’t follow. Sure there’s a little spike in website traffic and a few social shares, but where are the sales?

At the end of the day, that’s why you are marketing your business in the first place – to get more sales.

So what good is a marketing tactic if it isn’t bringing in new customers and helping you grow your business? (Or even just paying the bills)

Well today I want to share with you some content marketing ideas that will actually bring in sales. Instead of wasting your valuable time on flash-in-the-pan blog posts, if you focus on creating content like this you will start to see a much better return on effort. Soon it won’t feel like such a burden.

Here goes, 9 types of content that will actually make you sales:

1. Personal Stories

Personal stories are a perfect way to capture the imagination of your prospects.

The goal is to highlight a core problem your audience holds, and articulate how you were once burdened with the same issue.

Then, as the story develops you take your audience on a journey from “close to giving up”, all … Read More >>

How To Maximise Flash Sale Profits Using Infusionsoft Expiring Links

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How To Maximise Flash Sale Profits Using Infusionsoft Expiring Links (2)

Scarcity…

It’s an element of marketing that continually boosts sales and convinces leads to make quicker decisions.

Why? Because people want what they can’t have. If you take something away from someone… I mean REALLY take something away from someone, next time they won’t let that happen. They’ll make sure they get in there before the offer expires.

Fundamentally people like to live in inaction. If they “think” about it a little longer, and “come back tomorrow” they are very rarely going to complete the purchase.

On the flip side, if they are forced to make a decision right then and there on whether it’s worth their time, they will make one. They will either purchase, or leave.

But that’s fine, because a “No” is always better than a “Maybe”. Plus, a whole bunch of those people who would’ve gone away for a day to think about it, and never taken action, will take the bait straight away.

This is all because of the scarcity element in your marketing strategy.

How Do You Create Genuine Scarcity?

The trick I’m going to teach you in this post is one that was too good to let rest…

For some of you it may be an oldie, but I assure you, it’s a goody, and well worth including in any digital marketer’s toolbox.

In this article (and the supporting video) I’m going to show you a really simple, yet powerful, way to create genuine scarcity in your Infusionsoft marketing campaigns.

We are … Read More >>

How To Use Prospect “Filters” To Improve Sales Lead Quality

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When I started out in business and started to prospect for new clients, I needed leads. Any leads would do. Even if those leads weren’t highly qualified and ready-to-go, it feels better to be talking to prospects, writing proposals and “keeping busy” than it does doing nothing toward getting new clients.

Pretty soon, lead volume picked up substantially, thanks to the Education-Based Marketing approaches that I have written about on many occasions.

But “mindset-wise”, I was still in the “More Leads = Good” space. I started to get busier and busier, not only performing work for the clients that came in, but also processing and selling to new prospects.

This was when I realised that I needed more efficient ways to deliver hot, ready-to-buy leads to my doorstep to drive up conversion rates and spend LESS time selling to non-clients.

One of the strategies for doing this is the use of “Filters” to pick off UN-qualified leads before they enquire. Here are some examples of the kind of filters I tested:

  • Price: “your investment will be in the $7,000 – $10,000 range”
  • Aspiration: “if you’re just looking to maintain your current operation, this is not for you. Typical clients aim to increase their business by 50 to 100% within 12 months and have the capacity to do so.”
  • Service Exclusions: “this service is designed to generate highly-qualified incoming sales leads via your website. We do not make outgoing cold calls, although your own outbound calling operations can fit into this

… Read More >>

Lead Volume vs Opportunity Volume

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For several years now I’ve been asking subscribers and clients to visualise their online sales process as a funnel with knowable metrics. You’re no doubt familiar with the analogy:

1000 visitors hit your website (“Visits”) –>
100 opt in to your Free Special Report (“Opt Ins”) –>
20 enquire (“Leads”) –>
5 become clients (“Sales”)

Whatever the exact number or specific conversion steps are in your business, you get the idea.

But I recently came across a very useful distinction on a Marketing Experiments webinar that dovetailed with a recent experience working with a client.

That is the distinction between Lead Volume and Opportunity Volume.

Lead Volume is the number of people filling out your enquiry form, but Opportunity Volume is the number of viable sales opportunities available to your sales team (or you, if you’re the only salesperson at your company).

Lead Volume is very often a measure of activity. Opportunity Volume is a measure of results and future expected revenues.

I recently dealt with a client whose only metric was Lead Volume: “Just get us more contact form submissions”.

“More contact form submissions is a brief that is relatively easy to fulfil. For starters, you can make the form easier to complete. Second, remove “strings” from the offer or add a guarantee.

When you do this, will the leads be more qualified? Will you create more viable Sales Opportunities? Not necessarily. In fact, you can very often clog up your sales pipeline with unqualified leads that do … Read More >>

How To Get Your Customers To Pay For Proposals and Quotes

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Are you frustrated by tyre-kickers and free-advice seekers who waste your time, reduce the efficiency of your sales and marketing efforts and cut into your ability to service paying clients?

Many business owners and marketers are.  Especially if you’re in a service-based or professional service business, the time and money it takes to simply attract and convert a paying customer can significantly eat into your billable hours and therefore income.

This is probably the number one reason why many otherwise highly-skilled independent professionals and businesspeople find themselves eking out a relatively modest living (certainly well below their abilities and expectations) and wondering why they got into business in the first place.

Or maybe you’re doing pretty well, yet mindful of the fact that 10 or 20% of your productive time is being wasted on filtering out the tyre-kickers.

I was once there too.  Here’s the story of how I broke out of this particular cell of the entrepreneurial prison…

It all started back in 1928… (oops, wrong story. Reset.)

3 or 4 years ago I found that my ability to do productive work for clients (mainly developing high-ROI lead generation websites on a project basis) was being constrained by the volume of prospects who weren’t converting into paying clients.

Just 1 in 4 proposals were converting into a client engagement. Suppose that every proposal took an hour on the phone, plus 2 hours of writing to prepare – that meant that each new project was taking 12 hours of sales … Read More >>

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