Generating Your Own Leads

Generate Leads

So how do you go about generating your own leads?

First, you have to understand the differentiation in marketing approach that the internet offers.

When most people think of marketing, they think of “push marketing.”  This is a term that refers to the “big brands” ability to inundate an unqualified audience with their advertising message.

When a company can plaster a logo, image, slogan or jingle across the television, radio and internet, triggers start getting established in the minds and bodies of the listeners to the point where they are actually literally hypnotized into preferring a certain product or brand to another, simply because they’re more familiar with the marketing.

Push marketing is intrusive, and it takes a vast amount of time and resources to pull off correctly–you have to create the commercial, then you have to pay a large sum to the media outlets to run your commercial!

With the birth of the internet, a change in focus has happened as well.  While the big brands are still paying big dollars to literally BRAND their image into your mind space, the ease of publication on the internet has opened the door for the “little guy” to leverage “pull marketing” to run a better quality advertisement, for next to no cost!

Instead of strategically placing a brand logo, slogan or jingle around town, quality advertisers are developing educational pieces that qualify their audience and provide value to likely to buy consumers of their content.

Through education, a person or business can position themselves as an authority on the subject at hand, which automatically increases the likelihood to buy.

Now that you understand the concept of “pull” marketing, you need to take the next step in actually implementing the necessary steps to get it up and running!

You need a well developed message that educates your audience and provides real value to the consumers of your content.  When you provide said value, you will be compensated with the development of a good relationship and eventually, a sale!

Get your content together, organize it well and have a consistent call to action that points to your phone, email, or other list building device.

Publish your content onto as many outlets as possible that are likely to have audiences searching for the services that you provide.

As you consistently do this, your presence grows, your call to action stays the same, and all of a sudden you have multiple “money magnets” on the internet that are driving leads through your lead funneling system on a consistent basis.


Step 3: Your Our Your Plan of Action

Now that you’ve planned out what you’re going to sell and who you’re going to sell to, its time to start laying to the building blocks to the foundation of your empire.

So without further a due, the three pillars of your sales system and how they work in today’s online world:

  • Lead Generation
    • Gone are the days of cold-calling and push marketing!  Today’s marketer must engage in “pull marketing”; in other words, we must add so much value to the marketplace that prospective clients can’t help but feel like they owe it to us to buy our product because of the way we offer to serve them first.  This includes making interesting articles, posts, audios and videos about your product and niche and providing genuine value in your marketing material.  Once you have them hooked with your content, you’ll send them into an e-mail sales funnel with an auto-responder set up.
  • Conversion
    • Once we’ve got our lead, its time to get them ready to buy from us.  Now, take a moment and think about the relationship we’ve already built with our lead, as we’ve provided them with value regarding the niche we’re targeting, and they’ve taken action to get signed up for your auto-responder–needless to say, this lead is worth exponential more than any cold-call. Once they’ve entered your sales funnel, automated e-mails will be sent in sequential order (every few days or so) in an effort to guide your prospect through the buying process by continuing to add more and more value through your marketing material.
  • Ascension
    • If you’ve followed the first two steps to a “T”, then the law of averages tells me that you will have made at least a few sales–now its time to optimize your sales funnel.  Once you’ve got a steady flow of leads and a certain percentage of those leads are conveying into buyers, its time to be as efficient as possible in acquiring leads for the lowest price and getting them to convert in the shortest time span.  On top of optimization, you can now find new products to sell to the list of people that have already bought from you–these will be your easiest sales, and highest converting, because these sales are coming from people who already trust you, and have already bought from you in the past.

Mastering these three areas will almost guarantee yourself success in the online arena.

There are no secret sauces, no magical buttons to push.  The people making real money online, consistently, are those that have taken the old blue-print and applied it in today’s world.

Now you can to!

Step 2: Defining Your Audience

Now that you’ve defined your marketplace and thought about what it is you’re going to sell, its time to talk about WHO you’re actually going to sell to!

As marketers are well aware, the trick to getting mass markets to respond is to actually get into the minds of the market, walk around a bit, find out what problems they’re having and offer the solution to that problem in the correct manner.

One of the best exercises I’ve ever seen in doing this comes from a great mentor of mine, Frank Kern.

What Frank encourages his students to do is to actually pick out one, singular customer, and sell directly to them.

You can check out the video where I learned this technique here:

So as you can see, Frank has a whole theory that revolves around aligning your audience around your core beliefs, and preaching your message to that “one customer” that will be interested in whatever it is your selling.

Once we get clear on who our “one customer” is, its time to develop our sales message as if we’re going to be talking one-on-one with that particular customer.

Because we’re doing this, when that “one customer” shows up to our sales page, they will convert almost effortlessly, because of the resonance in what it is you’re both trying to achieve.

Some people, who are new to the internet, often think that selling to that “one customer” is limiting your market, when in fact, the opposite is true.

See, our small-mindedness can’t really grasp the vastness of the internet–we’re small minded by default.

The point I’m trying to make is that the traffic that can be generated from the internet is bigger than our minds can comprehend, and while that “one customer” may only represent a super small sliver of the population of the market, the market is actually exponentially bigger than you could ever imagine.

Its the beauty of the internet–the fact that you can take your small, minuscule piece of the pie in whatever niche you select, and that will be more then enough to sustain you.

And when it isn’t enough, you simply set it up and repeat the process until it becomes enough.

Remember, no instant-millionaire success stories here!

After you’ve selected your product and thought about how you’re going to approach your market, then its time to get down to brass tacks and start taking some action!

Step 1: Market and Niche Selection


The very first step in selling a successful product online is determining which niche you should dive into.

While this step is not the most sexy thing in the world, you can alleviate your lack of excitement for the process with the knowledge that what you’re about to build has to ability to pay you for YEARS to come, without you doing much at all after initial set up.

So as we’ve talked about, the idea of this whole database empire model is to sell products online, so you’re probably thinking something along the lines of “I don’t have anything to sell,” right?  Well that’s where you’re wrong!

Many internet marketers depend on a  marketing strategy known as “affiliate marketing”.  What this means at its core is that, for example, I create a product that is sold for one hundred dollars.  Instead of marketing it myself, I’m going to agree to split my profits 50/50 with any “affiliate” who can drive traffic to my sales page that eventually buy that hundred dollar product.

Simple concept really–I’ll pay you half, you just have to take care of the sale.

The beauty of this model is that you never have to worry about product creation, and you can really focus on your marketing strategies.

Another great perk of this model is that you can enter absolutely any niche in any market at any given time, as there are basically no barriers to entry.

With that being said, what is it that you really want to sell?

A lot of internet marketers these days are interested in selling “info products”–a series of videos, audios, e-books etc. often designed in a “how-to” type format which can be found on places like Click Bank; however, with huge companies such as Amazon offering affiliate programs of their own, there is literally no limit into what market you can get into and sell some products.

Once you figure out what you want to sell, doing some searching online to see if there are people already making sales in that niche.  A good way to do that is to search google and take a look at the type/amount of advertising that’s going on for specific keywords.

One thing is for sure, if people are consistently spending money for clicks to their website, then you can bet they’re making money in that niche!

As mentioned before, you’ll want to jump in front of a wave that’s already rolling, instead of creating your own wave so to speak, which makes this research absolutely essential in this whole process.

Take your time, find a good niche with products that you believe in, and we’ll continue on to second step n this whole process.