Online Lead Generation Strategy to Get Higher-Quality Leads

Would You be Excited if I Told You I Could Help You Get Fewer Leads?

Sounds crazy, right?

But let’s think of this another way. 

Let’s pretend you help CEOs significantly improve their ability to negotiate deals. That’s what you do, and you do it well. In fact, you have a year-long course you sell for $15,000. 

In order to promote this, you are going to give out free invitations to a conference where you will give your audience a taste of what could be and try to sell them. You’re going to pay for the whole event yourself (after all, it’s advertising) including free drinks and snacks expecting to get your money back and then some off sales. 

Now, let’s say that you throw out a blanket ad to whoever will listen. As a result, you get 20,000 teenagers who come for free food and drink. 

That’s 20,000 leads! 

Or…

Let’s say you very specifically target your ads to a very specific audience. This time you get 500 CEOs to attend. 

That’s 500 leads!

Now, which would you rather have? The 20,000 leads or the 500 leads? 

When it Comes to Online Lead Generation, Sometimes Less is More

That’s what identifying your ideal client is all about. When you create your online lead generation strategy, you want to maximize your marketing investment by limiting your market to the people who are most likely to buy. 

Too often, business owners make the mistake of obsessing over how to get more leads. The logic is that more leads will lead to more money. They are afraid of limiting their audience because they think they might miss out on getting more clients and the money that comes with them.  

This is why they cringe when they hear they should “limit their audience”.

When faced with the recommendation, they may even push back a little. They may even defend a scattered and spread-out approach by saying something like, “but I serve multiple kinds of clients.” And, if they do, I think that’s great. 

But even “multiple kinds of clients” can make up a coherent, limited audience. And defining that audience more precisely means establishing a boundary on it. So, the question that needs to be asked is: What is the boundary for your audience? 

The better you are able to identify the boundary of who is in your ideal audience and who is not, the better you will be able to avoid attracting and spending time on leads that will never become clients. 

Or, to put it another way, the better you get at limiting your audience to the people most likely to buy (aka, “ideal clients”), the more powerful your marketing will be.

Benefits of Limiting Your Marketing Leads

So, let’s look at some of the benefits of identifying and marketing to a more limited “ideal client”. 

• You get to know your audience more deeply: This will make writing marketing materials much easier and much less time-consuming, not to mention far more effective. 
• You save a ton of time: Because you are focusing on quality over quantity, you aren’t wasting time with leads that aren’t going to generate revenue. 
• Sales come easier: Higher quality leads mean they are more likely to become clients with less work on your part. 
• Get better at helping them: Practice makes perfect. As you work with ideal client after ideal client, you will find your stride and refine what you do, which leads to rapid growth on your part. 
• Results are easier: This is related to practice makes perfect. The more you work with your ideal client, the easier the work becomes for you. 
• Become a known expert: It’s part of the virtuous cycle. You help more people with what you do, you get better at what you do, you become known for what you do. Reputation matters. 
• Charge higher prices: The better you get, the more value you offer, the more you can charge. 
• Work less time: The more you make for your time, the less you need to spend your time working. 
• Positive ripple effect: You have probably noticed this one already. One thing leads to another. Your business grows, and grows, and grows….

So, you don’t need to worry about missing out on potential clients because you are limiting your audience. In fact, you are maximizing your audience and the potential of your business. 

The more precise you are, the more successful you will be.

A Powerful Tool to Help You Attract High-Quality Leads

If you are struggling with developing a lead generation strategy that lands you paying clients, you will want to pick up the Wise Owl Marketing Happy Marketing Planner.

This 90-day planner is designed to help you streamline and focus your marketing for maximum results.

This planner covers everything you need: strategy, planning, ideal client research, SEO, content creation, scheduling, and more!

As one happy client has said, “Calling this a planner is an understatement! It’s like a masterclass in marketing!”

So, if you are ready to double-down on marketing strategy in order to attract a steady stream of leads and clients, check out the Happy Marketing Planner.