How I Generate Leads Daily: Inside My Proven Lead Flow System

Hey guys, Sandy Weigt here with MSW Interactive Designs. And as promised, I am recording my presentation called Designing a Lead Flow System that Works. And so I'm going to dive right in and share my screen with you and just talk through a few things that I do when I do this presentation live. So give me one second and I will share.

Okay, so I'm going to move this out of the way. All right, so here's the thing. Fundamentally, clients cannot hire us until they find us. And so having a lead flow system and something that keeps you visible and out there is super important. That's obviously common sense. What I want to talk to you about is essentially the lead flow system that I use for MSW Interactive Designs. And I'm going to start with sharing just some obvious things. But they're obvious in. In that it makes sense to do them, but not everybody does them. But then after I share these obvious things, I'm going to share with you a more stealthy lead flow system that you probably aren't aware is possible or even exists. And the results of it are actually pretty phenomenal. And maybe I actually should just tease for a second and show you. So let's just. I'm just going to bring up my inbox. Okay. And come over to my. I haven't really looked at my email. So you can see this is my inbox right now as of today. And I've got a lead at 125. A lead at 1235, Elite at 1:50am 7:48 last night. 6:48 last night. 5:57 last night. 2:20 last night. 206 yesterday. 206 yesterday. So you can see the leads are coming in. And this is from the stuff I'm going to show you toward the end of this presentation. So you're going to want to stick around.

So feel free to take a picture if you want, of the screen. I am just going to walk through the left side. Over here is stuff that most people know about, but this is actually the stuff that I do for my own company. And when you look at this, I want you to compare if your leads aren't coming in on a consistent basis, how much of this are you actually doing for your company right now? So MSW Interactive Designs is involved in four separate B& I groups in our area, which is an amazing referral source for us. We get the best clients from those B and I connections. I also serve or have served on three local nonprofit boards over the last five years. I'm currently just on One which is Citizens Against Domestic Violence. Now, I don't join those boards to get leads, but what happens when you join these boards is you build trusted relationships with other business professionals and that leads to a lot of referrals unless you're doing the community some real good. I also serve served on the Lake Erie Chamber of Commerce board for nine years, and I'm a member for my business with four regional chambers of commerce and we are active in almost all of them. I do three monthly live webinars that teach and engage people. I do not charge for those. And then I also do two monthly mastermind groups, Business mastermind groups. One is a closed group and one is an open group. From the organic content perspective, we do seven times a week educational social posts on Facebook, Instagram, LinkedIn. I do two to three YouTube shows every week to show expertise. So essentially I record things like this and I put it up on my YouTube channel. I also record strategy calls and put them up on my YouTube channel just to show myself doing what I do as I normally do it. There's really nothing scripted. I don't have a script for this. I'm just talking through what I do. And those actually generate quite a good number of leads for me. I do two times a week, at least, sometimes three. Engaging with my email list. My email list is existing customers and also people who have subscribed through the website. The money is in your list. So if you are not engaging with your list consistently, like at least once a week, if not two, three times a week, you're definitely leaving money on the table. And then I try to do two blog posts a week that I add to our website. Now what that does over the long term is it builds our website into a very robust and highly regarded resource for people looking for information about marketing their business. So it positions us as an expert and also helps our organic search engine rankings, which drives leads for the paid stuff. We don't do a ton of it, but I'm very strategic about what I do. I do 200amonth pay per click in Google, just regionally. So like in the state of Missouri. And then I do $275 a month retargeting. So retargeting is those ads that follow you around the Internet. And I'm going to show you that in a little bit toward the end of the presentation. I do six times a year I publish a magazine that we actually mail to clients and clients share it in their businesses and with their friends. And that generates leads. Also positions us as an expert. I do two times a year print ads in regional magazines here around Columbia and Lake of the Ozarks. Sometimes more. But at least twice a year you'll find us in one of the regional magazines. And then I do 12 times a year or so monthly an article for our local business journal. I used to be the one that wrote those, but now I let my team members write them so they can get some publicity too. But I get a lot of action through those. Those articles that are published every month, those are not sales articles. They're actually like value articles, educational articles. Then coming over here to the right side of the screen. So this is what I call kind of overt website lead gen. And so on the MSW website I've got five PDF lead magnets, five different ones. So if I bring up the website, let me just refresh. I don't know if my one lead magnet over here will come up because I may have dismissed it already too many times. We'll get. Yeah, so give it a second. There it is. So stop wasting marketing dollars. So this is ideal. Or download your ideal customer Persona template. And then I've got different lead magnets on my web design page and my social media page. So there's five different ones on the website right now and I'll modify and change those out periodically. I do have an offer on the website to book a free strategy call. It's a 45 to 60 minute free strategy strategy call with me that actually has started converting really well. I have got a rate your marketing quiz on the website right now and I also have five nurturing funnels that go along with the the PDF lead magnets. So those are the overt things that are on our website right now. And I highly recommend that you have multiple lead magnets on your website as well as offers that will drive leads. So now what I really want to dive into is something that I just started this year and I call it more like Stealth Legion. And that is retargeting, a tool I use and we sell this at my agency, Smart Visitor id. And then we also sell and help with the implementation of a tool called Instantly, which I'm going to talk about. So with the retargeting I'm just going to come over here really quick and.

Show you. Retargeting is the creepy ads essentially that follow you all over the Internet once you have been to a website. So if you go visit the mswinteractive designs.com website, you are going to get stalked by ads after you visit us. So that there's a constant and ongoing reminder that hey, you were at our website once, possibly you didn't convert, but we are still here. And hey, click here and come visit us or hey, click here. I've got this new thing that you might want to download. So this is the metrics you can see. So this is just from March 4th through August 15th, we had 82 new. So these are unique website visitors. 620 or 673 return. I'm going to say don't pay attention to this too much. The because this was for one special offer. I had an offer to sign up for our AI webinars. But I can track that. You can see that over the period of time I did, I've spent or invested, I like to say invested rather than spent $1,641. And then the impressions on the ads have been 152,422. And with that, this number of people came to the website as a result. So this spend right here is really not that much for the amount of people that have. Number one came to the website, but then number two came back. And the people coming back are the ones that I'm most interested in because they didn't convert the first time, but they're still interested, they're still researching. So we definitely want to pay attention to that. Now I'm going to show you. I'm going to view campaigns here so you can actually see.

The ads that will follow you around the Internet.

And you can see here, let me slide this over. It's essentially saying my cost per acquisition is $205 per person that I convert. This isn't real accurate because I again, this was just for one special offer. But even if my cost per acquisition were this high at $205, my lowest product offering on the website is 30 $500. So this is well worth the cost per acquisition. But this is actually overstated because of the one offer that I was running. So anyway, you can see these are the ads. They're actually following people around the Internet. And again, the people who are seeing these are people who have been to our website once already. So there's a variety of ads. And you can see me.

Slide this over. I want to show you. I need to find the bar to get over here.

Do not see a slider. I need a slider. Let me try to move this. There it is. Is that it? I saw it briefly come back. Okay. Live. Doing this live is awesome. Yeah, I don't. I can't get over there. Anyway.

You can see that.

These ads. So this ad based on the number of displays cost me $202. This one cost me $164, $149. So this is the one that's getting the most action over here on the right, which I can't figure out how to scroll over there right now you can actually see the impressions, but the dollar figures here tell you what the impressions are as well. So when you're doing retargeting, the one thing that you do want to do is change your ads out periodically because people get ad fatigue. Like driving down the road and you see a billboard and the first time the billboard is out there and it's brand new, you notice it maybe the second time too. But after that you just drive by and you don't notice it anymore. That's ad fatigue. So what we want to do is change these out. So anytime I do a new lead magnet or have a new offer or something like that, I put it in the ad rotation here in my ad role account. So this is something that we do set up and help clients with and we design the ads and we optimize the campaigns. So when I'm talking over here about retargeting, that is what I'm talking about. Next one is called Smart Visitor id and this is also a service that we set up for people and then we actually help integrate how to use the data you're going to get from this in the next bullet I'm going to talk about. But let's start here with Smart Visitor id. So I'm going to go back to my inbox really quick and I am just going to show you.

I have a folder over here called Good News. I, I made that up because I think it's good news when I see these. So you can see right now that these are the people, the businesses that have been on my website, MSW Interactive Designs today. So interesting. Rittner High School, which is the school that my mom and and dad went to a long time ago, came to the website at 12:59. They came via this Grand A Grand Ave Storage. Okay. So Grand AV Storage. And then I get the contact information of people there and I'm just going to scroll down here. Some of these obviously are people visiting my website because they want to sell something to me. Right? Let's look at Vista Outdoor Inc. So they were on the website the morning and they came via Ark Invest. So they're from Minnesota. And it tells me what they do. Vista Outdoor is this and Then I get all the contact information of the people from that company and I can see what they looked at on on the website. So just scrolling down a little more. So there was a remax.

Person that was on the website and this one doesn't have specific contacts. So it's going to vary depending on what information is available because they can, they gather the information as a data aggregator. So when you're online you're logged into things like logged into LinkedIn or Facebook or where your data is publicly available. And then what happens is this data aggregator takes it. Whatever data is available from the visitor on the website, it will take and send to you. Now what you can to do is add these emails to your email bulk mailing list. You can't do that because of the canned spam app. But what you can do is one to one outreach. Now that sounds a little overwhelming, especially when you're getting this kind of traffic and this many people coming to your website. And oh by the way, I want to point out before I forget that if someone has been to your website more than once, it will also tell you that. So you can I see this one is in this travel site, they found us through Google. And I don't have any information other than the company.

Name website Legends of America. So I could go research that and find out who the owner is, connect with them on LinkedIn and I could reach out using other methods which I'm going to show you next. So again, this is awesome for B2B because it collects a lot of information B2B that you can use then to target and I call them cool or warm outreaches. So like grand glaze, they were on the website on the 12th on Monday. And this one, it was Adam Mayer who visited the website and I've got all of his information and I can reach out to him and say hey, saw you were on our website. This is all automated, it comes to you by email and all we have to do is install a little piece of code on your website and then you will get these every single day in real time. Which is very, very cool and super helpful for B2B. Okay, so now I'm going to show you the next part. So with all that information, one to one outreach sounds like it could be a little bit overwhelming. And that is true. But there's a way to automate the one to one outreach that is compliant with the can spam laws. I use a tool called Instantly. I am a reseller for Instantly. So if you use it, please use my link do me a favor. I, I do make a little bit of a commission for producing these videos and sharing this. But I don't just share it, I actually use this tool in my own company.

So I'm going to show you instantly. And so what MSW Interactive Designs does with instantly is we take the data export of all the contacts that we get from the smart visitor ID and we import them into instantly. And so you can see here that over the last six months we have sent 53,000 emails. We have an open rate of almost 7%, which is really good for cool cold outreach. And this is what I really love. I've got a click through rate which means they go to our website. So over this, the last six months as a result of this cold cool outreach campaign, I've had 975 people click through to our website. Now remember, I do retargeting too. So if this is their first time to our website and I know that the smart visitor ID thing is people who were on our website, but I'm going to show you that this is also cold emails too. I've got 975 people that click through my emails here and now are also being retargeted. So this is where it becomes a system and I want to show you the campaigns. So I've got a few campaigns set up. So like this one, this is a visual visitor list and you can see here that this open rate is actually a little bit higher. Well that makes sense because my smart visitor ID list already knows about us and we're reaching out to them again. So my click through rate with the warmer emails is going to be higher, which is awesome. And then I'm going to just show you the sequences that I have. So it's really a series of emails that go out to them and it's hey. And then it interjects the first name automatically. We noticed you dropped by our website recently and couldn't be happier that you're researching us. And then I hit them right off the bat with a resource here, 67 point SEO checklist for free. I don't ask them for anything. And then I invite them to join my AI training for free. And then three days later I send them another free resource. So it's hey, hope you found that helpful. And here is an article on how to increase your visibility on Google Maps and get in the three pack. So again I'm just offering value. And then this is a article about the Google date that happened in March and April and the next one a few Days later is about content strategies for search engine rankings. The next one in the series is for making your website ADA compliant and why it matters. And then the next one is resources. So a bunch of tools and resources that we have and we make available on our website. So constantly driving them back. Next one is inviting them to join our video YouTube series.

Next one is inviting them to our monthly marketing meetup. And then number nine is talking about our AI webinar, inviting them to that. So the whole thing is these emails are going out automatically one to one. But what I really want them to do is get on to my one to many list. So opt in on our website. So I'm driving them back to the website and hopefully getting them to opt in through one of my lead magnets or free webinars. And then number 10, top 10 must dos to get your website noticed. And number 11, unlocking your website's full potential with a free website review.

And number 12, are you missing out inviting them again? So now I'm getting a little more aggressive about inviting them to the free strategy call. So the last three emails in the series are really trying to get them to the free strategy call because if I can get them on the free strategy call, then I can usually close the deal. So that's just one of the sequences that I'm running. And then this one is a brand new one. I just started this one. So this one is just all about the strategy call. So unlocking the potential of the website. And it's going out every day for five days. So it's just one, one per day for one week. Now I do want to show you.

Okay, we, we. Let me slow down. We added people to the list.

From here. So these are people who had been to our website and we knew that. So this was the visual visitor list where the open rate was higher but now instantly also has a way to do cold outreach. So if I want to go to leads here, you can see these people have been added to my lead list but not contacted yet. Where did I get these? This you're going to love. So I click on Add leads and then I can upload leads. I can use the lead finder, of course, I can enter emails manually or if I have a Google sheet, I can upload them. But Lead finder actually connects to LinkedIn and you can set up filters. So let's just say I want to.

Do. I want to reach out to CEOs, presidents or chief executive officer. So you can choose all kinds of job titles. So whoever it is that normally makes the purchasing decision for whatever you do. You can get very specific, let's say on the location. I want to reach out to Springfield, Illinois.

For whatever reason. So I can get super specific here and then I can say how many employees, like the size of the company. So for me it, I generally work with businesses in the 1 to 10 to $15 million range. So you can choose the revenue and you can get even more specific like with tech stack and things like that, which is awesome. And what happens is it filters and gives you a list of people. So now I can take this whole list and I could go through them one by one or I can say yeah, these meet the criteria. And I'm going to go rows per page. I'm going to go 50 and then I can just click on select this page or I can select all results so all 115 of them. And then I can go add to campaign and choose the campaign. So I'm going to send the campaign for the website review call and click on add to campaign. Now I, my, my plan rolls over tomorrow, I'm just going to let it roll instead of upgrading because I don't need to. So I'm going to cancel this. But so these people would be added to my campaign. We already maxed it out for this month and then what happens is these people are all contacted and sent these emails automatically. So you are essentially automating your cold outreach then. The important thing though, keep in mind is that you have that retargeting set up. So if someone actually does click through and doesn't convert, now your ads are following them around the Internet. So this is the system for having a lead generation system that actually works. I hope this was super helpful. Someone else just popped into my Zoom room. I think he's actually an hour early for the meeting. We have at three, but so I'm going to jump off this recording and go talk to the person who just popped into my Zoom room. So thank you guys, have a great day.