Sandy Waggett explains lead generation: find people with a problem, reach them where they are, and offer something genuinely useful. For author Terry Lammers, a downloadable '75 questions' guide from her book captures emails and brings visitors back as buyers.
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Good morning, everyone. Sandy Waggett here with NSW Interactive Designs. And today's marketing tip is about lead generation. It's so important for all of our businesses and we tend to over complicate it and overthink it, but it's simply about people who need you. That's all it is. It's a human thing. It's a problem that you solve. You solve a problem for a human being. So I broke it down into four pretty simple steps. Lead generation is about people with needs. You identify who those people are, you identify where to find those people. That's where you're going to market. And then you tell them what problem you solve for them and then you offer them something that helps solve their problem. And this should be something of value, not a sales piece. I'll give you an example of a website that I'm in the middle of working on right now here at msw. It's for an author of a book called you don't know what you don't know everything you need to know to buy or sell a business. Terry Lammers is his name. Great guy, great book by the way. I highly recommend it. So on his website, of course, the primary call to action is going to be to buy the book because that's what he wants to do. However, some people won't buy the book. So what we want to do on the lead generation is agitate a problem. So we've come up with a downloadable 75 questions that are all answered in his book, by the way, that you should be able to answer before you buy or sell a business and then take the challenge, how many do you know? So the idea on the lead generation piece is he's driven people to the website. They haven't quite bought his book yet, but he has a problem to solve. So we're going to agitate the problem. We're going to let people download the 75 questions that he talks about in his book book and see how much they don't know. So they come back and they buy the book. He can remarket to them with those leads. So lead generation made simple. That's it. Sandy Waggett, MSW Interactive Designs. Have a great day.
