You Can Be A Lead Generating Magnet (Easy Way To Get More Clients)

There are three things you need if you want to generate more and higher quality leads for your business. First, you need to get in front of potential clients who have never heard of you before and get them to raise their hand and say, "Yeah, that sounds interesting. Tell me more."

So, I'll show you how to do that using Trifecta Targeting to get in front of more of the right people at exactly the right time.

Next is something I call the Great Client Multiplier Formula. The great client multiplier is a persuasive but not a system to get your existing clients, both current and previous, to start happily introducing you to their network and providing you with more high-quality referrals than you'll know what to do with.

Finally, you need to use a case funnel, which is a systemized and automated sales and marketing funnel that will allow you to filter and sort, and quickly pre- qualify all of these new leads and convert them into high-paying clients.

Don't worry if all of this sounds new to you. I'm going to be walking you through each strategy step-by-step. So with that said, let me show you how it's done, starting with Trifecta targeting.

Trifecta targeting

The very first step in any lead generation campaign is first identifying and clarifying precisely who it is and what kind of client lead or prospect you want to generate. Because the truth is that anyone can create thousands, even millions, of leads.

For example, if I wanted to generate a thousand new leads right now, I could run a sweepstake or draw and just give away an iPad. If I wanted to generate a million new leads, I could give away a car. But all that's going to do is get me a ton of leads that are probably never going to buy anything and are just here for the free iPad.

The best way to do this is to look at your current client list and perform an 80/20 analysis on them. In other words, take one hundred percent of all of your clients and then identify the top 20% of them. Now, typically you'll want to rank them regarding total revenue or total profit, but you can also use other criteria. Like how enjoyable they are to work with or how many referrals they send you or just how easy it is to fulfill or deliver whatever it is that you're selling to them.

On the other hand, if you're launching a brand new offer or starting a brand new business, you don't necessarily have a previous client list to look over. Well, you're going to need to get a little more creative. Then go out there and start having conversations with potential customers to get the following information: The information you're looking for falls under three different categories.

Hence the name Trifecta, which is just a fancy word for winning three times in a row. Let's break this down.

Demographic Details

The first category that you want to find is their demographic details. These are things like age, gender, income, occupation, title, and all of the stereotypical things that we think of when we're thinking of a potential target market or ideal client.

Geographic Details

Their geographic details, like what city, state, province, or country that they live in.

Psychographic Details

Finally, are there psychographic details in marketing, such as what their attitudes, lifestyles, interests, beliefs, and behaviors are?

The Ideal Market

In marketing, when you put all these things together, you get what is referred to as an ICA, which stands for ideal customer avatar, also known as an ideal target market.

But here's how to actually do something with it rather than just create it and then file it away, never to be seen again. Here's the deal: no matter what business, market, or industry you're in, your ideal target market is those leads, prospects, and clients you want to get in front of.

Well, they can all pretty much be found on social media. It could be LinkedIn, it could be Facebook. Maybe YouTube, Twitter, Instagram, or TikTok. The point is that they're there; you just have to find them.

On LinkedIn, you can do this with a simple LinkedIn people search and narrow things down based on location, current company, past company, what school they went to, what industry they're in, what language they speak, what opportunities they're open to different service categories, and, of course, keywords.

You could use Facebook ads to run a lead-generation campaign. Then select your ideal client's location, age, gender, language, and a whole ton of other more detailed targeting options based on even more demographic details, different interests, and a list of behaviors.

Pretty much every other social media network out there has a similar ad platform. Where you can do the same thing, but as great and important as generating new cold leads is, there's another way to get even higher-quality leads and clients. This is what the great client multiplier formula is all about, so let me show you that now.

The Client Multiplier Formula

Have you ever had a client that was just so awesome and so much fun to work with that you used to just sit there and dream about how amazing your life would be if all of your clients were just like them? If so, I have good news. Here's the thing: good clients typically know other good clients. It's the old like attracts like, birds of a feather flock together, you are the average of the five people you spend the most time with, etc., etc. You know the story.

Good people tend to hang around other good people, so one of the best ways to generate higher-quality leads and clients is simply by cloning your best clients. But if you're duplicating a cloning machine thing that happens to be broken or in for repairs, you can just do the next best thing, which is to ask your best clients. If they know anybody else that's just as awesome as they are, also more commonly known as "asking for a referral."

Like all things, there is a right way and a wrong way to do this. The wrong way is not asking for any referrals at all or, worse, just coming out there and saying, " Hey, you got any referrals for me?" But the right way is powerful, and for that, I like to use a little system that I learned from Phil Jones that goes like this: you wouldn't happen to know just one person. Someone who, just like you, would benefit from (insert whatever benefits you gave them with your service).

So let me break down line by line why this is such a genius strategy. Starting with the first line, you wouldn't happen to know. You wouldn't happen to know it is a non-confrontational challenge question. Something that doesn't put them on the spot but immediately gets their brain thinking and paying attention. The next line: just one person is a reasonable request that doesn't overwhelm them and makes the request seem doable and not overly big. The next line is from someone who, just like you, is both flattering and complimentary to the client while also impressing upon them the kind of person you'd be interested in working with. Then lastly, they would benefit from (insert whatever benefit you gave them with your service). Well, that reminds them why you're awesome, again making it even more clear about what kind of person you're looking for.

One of the biggest things, though, about requesting referrals is that for them to work, you actually have to ask for them. Shocking! I know, so if you can find a way to bake this asking for a referral request into your systems and your delivery and make it a priority to ask after a service has been delivered or a new client has been signed on, it'll help make sure that you never forget again.

Okay, so the next question then is, what are you going to do to turn all of these new leads that you're going to be generating into happy, loyal, high-paying clients? Well, that's what the case funnel is all about, so let me break that down for you now.

Case Funnel

The case funnel is a sales and marketing funnel designed to take a prospect with no idea who you are and guide them through the process of becoming a happy and lifelong paying customer.

It's perfect if you sell your services through some kind of a sales call and the CASE stands for C for coaches and consultants, A stands for agencies, S stands for service professionals, and E stands for experts.

The funnel helps to pre-qualify clients. It overcomes objections in advance and it helps answer any questions that people may have before getting on the call with you. Most importantly of all, though, it makes the entire sales process faster, easier, and way more efficient, and it looks like this.

So I'll walk you through the steps now, starting with traffic. Every marketing funnel starts with some kind of traffic. This could be a social media post, a blog, a podcast, a video, or an ad. The key here, though, is to drive that traffic to the next step of the funnel, which is the opt-in page.

If it's "cold traffic," meaning the person has never heard of you before, then it's important to guide them through the rest of the steps in the order they're presented.

On the other hand, if you're receiving a warm lead, something like a referral, then you can safely bypass these first few steps and move straight to the application page. So I'll talk more about that in just a second.

For now, assume your lead came from cold traffic. The next step is the opt-in page. The opt-in page exists for one reason: to get someone to opt in. Awesome.

What you want to do here is offer something of value, like free downloadable training, a checklist, a video, or a cheat sheet, in exchange for your prospect's name and email address.

Once they enter their details and hit submit, they're immediately taken to the next stage of the funnel, The Authority Amplifier. It's here in the authority amplifier stage that you want to establish expertise and provide value. What typically works best here is a short video training that helps your client solve a problem that they have.

Now you don't have to give everything away, but try to provide something valuable that will allow them to experience some kind of quick win. Then the next step after that is obviously to follow up with you to get more information. You'll want to guide them to click a link somewhere on the page to fill out an application form, which takes us nicely to the next step.

Having an application form for your services is one of the most valuable things you can do. It not only helps you get more information on your potential clients and how you can help them, but it also sets the frame and shows that you are an expert and you're not necessarily willing to work with just anyone who pays you. This is important for both cold and warm traffic.

Yes, even referrals from your best clients should still be requested to fill out an application form before a call. You can review each application manually or most online form software allows you to redirect people to the next page automatically if the application looks good and the next page is the calendar booking. It's here in the calendar booking stage that you can allow your prospect to choose one of your available times to have a quick call with you to go over their application, discuss their goals, and decide together whether or not you're a good fit to work together. All of which of course, happens in the final stage, "The Sales Call."

If everything goes well in your case funnel, then your prospect will show up to the sales call informed with many of their objections already overcome and many of their questions already answered as you've delivered this all through the authority amplifier section of your funnel. All of this is going to help you increase your call-to-close ratio and help you convert more leads into clients.

Conclusion

But if you want to take your lead generation to the next level, then there is no alternative to practice and more practice. If you read this blog from start to finish, congratulations! You are now one step ahead of others. Don’t waste time, start your lead generation journey today.

If you have any questions, you can ask them in the comment section. I will try to answer them all.