Andy Neary walks through capturing qualified leads for your 2023 marketing plan. Skip buying contact lists and build permission-based lead generators instead: webinars, PDFs, or videos that bring in prospects who actually want to hear from you.
Chapters
If you want to build a marketing plan designed to win in 2023, there are four things you have to do very well. Number one, you have to be absolutely clear on who your ideal prospect is. Number two, you have to find a way to capture qualified leads consistently. Step three, you have to build content for them they are looking for. In step four, you have to have a process to convert them to clients. Now I'm doing four videos as part of a four part series. I've already done video number one so you can go back and watch it. I clarity Today I'm going to talk to you about capture what are you doing to capture qualified leads? Now the traditional method of capturing leads in the insurance industry sounds like this. You go to a platform like ZoomInfo or MyEdge and you build this massive list of prospects. The problem is none of these people know who you are nor have they given you any permission to reach out to them yet. We still do it anyways. What I want you to start thinking about in 2023 is a term I just heard recently which I love and it's called permission based marketing. How can you capture qualified leads from prospects that are actually giving you permission to send them content? How do you do that? Simple lead generators. You and your agency have to build lead generators that capture qualified leads. What are lead generators? Well the. The traditional lead generator we are all familiar with is webinars. Every time you hold a webinar somebody has to sign up which means they have to give you their email address. That is them giving you permission to email them. We can do the same thing with PDFs, white papers, ebooks, videos. Anytime you send out a connection request on LinkedIn to somebody and they accept that's a captured lead. I believe your content does the talking then. But my point is this. If you want to build a marketing strategy that is designed to win in 2023, you have to have a system of consistently capturing qualified leads where your prospects are literally raising their hand and giving you permission to reach out to them. I would much rather have a small list of people who have given me permission to reach out them than going and buying a massive list from people who have no clue who I am. So I know that's a shift in mindset, especially in the insurance industry. But if you to build a solid pipeline of good leads you have to start with that permission based marketing. And the best way to do that is to capture qualified leads through lead generators like webinars, email, PDFs, white papers, eBooks, videos and good LinkedIn connections with prospects. You do these two things well, you are going to have a beautiful pipeline of qualified leads next week. I'm going to dive into how you can create content that actually draws the right prospects in.
