Do you know what the 80/20 rule is?
Its 20% of the cause that produces 80% of the result.
I’ve been running a multiple 6 figure digital marketing agency full time since 2015 and throughout the years I’ve noticed without a doubt, one single activity that makes the biggest difference in my business growth.
That one thing that when I discipline my self to do it, at least 1-2 hours per day.
My business simply grows & it begins growing fast!
I currently run a multitude of different online businesses & I’ve also noticed that this one thing applies to other businesses across the board.
E-Commerce, Affiliate Marketing, Local Marketing, Local Business, Coaching, Fitness, You name it.
For all of these various online businesses, what is that 20% that causes 80% of the results?
It is unequivocally: lead generation.
But why do so many businesses struggle with this?
What are some of the strategies that every business desperately needs to implement before they are out of the game for good?
What has held me back from pursuing this one activity relentlessly for my own businesses?
Fill Up Your Sales Pipeline People
what I have found over & over again is that the times that my business grew the most was when I was actively pursuing and filling up my pipeline with prospects.
Ya know, building that list of your potential customers.
Its funny sometimes because lead generation is what I’m doing for my clients.
You would think lead generation for my own business should be emphasized the 9th degree but sometimes you lose sight of my own 80/20 rule.
Things come up in business.
I gotta call that client back. I gotta fix this web design. I gotta add another email to my funnel. I gotta study this new material, read this book, etc.
Next thing you know its 4:00 PM and you’re like shit where has the day gone?
You can get distracted quite easily when there is seemingly 100 different things you could be doing throughout the day.
Being productive is one thing.
But being highly effective is a whole another thing.
Here is what one of the former students, now turned coach reported in the private FB group of our entrepreneur program:
Then Cory posts few pictures of leads he’s gotten, here’s 2 of ’em.
This is why its so important to surround yourself with other online entrepreneurs because you can share different strategies with each other & keep each other motivated on producing results.
Sharing something practical that you can go take action on today and make a difference for your business.
Imo, there’s too much mindset stuff out there.
Just because you post inspirational meme pics on your instagram, doesn’t mean you’re the real deal, ya know what I’m sayin?
gimme somethin’ practical my man.
Let me break down what Cory said.
The key here is:
“But here’s the deal, I’m going to push as many different avenues as I can to get leads and fill our pipeline.”
“the bottom line is you have to have ways to consistently produce prospects if you want to grow.”
I concur the times when my business took jumps in revenue were the times I implemented very active prospecting methods.
Do you want to make money online?
Get skills that can help other people such as SEO / Lead Generation.
Then tell as many people as you can about who you are & what you can do.
Making money is simple.
Simplicity works. Simplicity wins.
People that overcomplicate shit, are the ones wasting time doing non-income producing activities. They become ineffectual.
In-Effectual = In Effect
They’re in the effect. In the 80%.
Not doing the causal activities, the 20%, that produces the 80% of the results.
Insanely Practical Actionable Strategies of Filling the Pipeline Up that Leads to a Successful Online Business
There are two types of prospecting.
Active vs. Passive
Active means you’re actively reaching out to people that may want your service
Passive means you create digital properties out there and have your prospects come find you.
Active produces the most immediate results, the downside is there’s only so many hours per day you can spend on active prospecting. Whereas passive, can take some time before it takes root, but these digital properties can then go on finding prospects for you 24/7.
Below I will share with you some of my favorite Active & Passive forms of prospecting that I’ve used myself to grow my multiple 6 figure digital marketing business.
In general, I see active as the more important prospecting method when starting out. Then over time, the passive method could really become the main source of prospects if done properly.
Active Prospecting Methods
Post on Craigslist
if you’re desperate for some business, you ain’t got no time to be waiting for your blog posts to rank or go to networking events, you need to attack your prospecting game at all fronts. I’ve known plenty of fellow entrepreneurs that have landed big clients by posting on Craigslist or looking for relevant job listings.
2. Email Prospects
Get an email scraper program like Atomic Email Hunter, google your niche, for example if its Dentists you want to reach out to, then go to the organic search of Google map listing and begin opening up all the dentists’ website in separate tabs. There’s a plugin called Copy All Urls for Chrome that’ll allow you to copy all the websites opened in your tabs, you then paste that big list of dentist websites into the Email hunter program and let that program scrape all the emails from the sites. You now have a big email list that you can mass email your service too. This simply works I’ve used it myself to land many clients. You might want to make your email very creative though, one thing I did was put a case study youtube video in my email for people to watch.
3. Grow Your LinkedIN Network
There’s unbelievable untapped potential here, when you get the pro LinkedIN account and use their sales navigator tool, you can use it to search people in any particular industry or niche and collect their emails / phone numbers. My advice is instead of blasting emails at them, first connect with them with a personal message & initiate chat with them first.
4. Cold Calling
Yea I said it, when I first quit my job in 2015 and went into my lead generation business full time, I was super pumped but at the same time there was fear of not being able to make it so I was willing to do whatever it took. I would cold call businesses every day until I got at least one interested business owner. On average it took me 1-2 hours to find that one prospect of the day. It works. My business actually took a great leap in revenue at that time. Went from $4000 per month to $10,000 per month in 4 months. Too many people are trying to get super fancy. Nothing will ever replace just going out there and talking to people.
5. Attend Meetups & Networking Events
Make sure you bring your business card with you. Look into BNI groups locally where local business owners come together to network with each other. There are all kinds of other local business events to attend where you will meet many different types of business owners that could use your help.
6. Ask for Referrals from your current business
This is one of the greatest prospecting strategies that most people overlook. One of the easiest businesses you could be closing is through a referral from your current happy client. That person you’re talking to know you can already produce the results. If you’re not asking for referrals you could be leaving a lot of money on the table. I know a lot of entrepreneurs out there offer some sort of compensation for referrals.
7. Ask for Second Money, the Third, Fourth, ETC
Develop new skills, new ways to help your current clients & offer additional services to them or come up with additional products. Second money is easy money. They already know you da man or gal. If you’re doing a good job for your clients. They’ll love buying from you over & over again.
Passive Prospecting Methods
1. Create a Facebook Fan Page
a facebook fan page is a great place for your audience to learn more about you & your services. When you have legions of fans, a lot of good things can happen. They like you, so they’ll buy a lot from you, & even help you market your message out there by sharing your posts with their friends & family. Get creative at getting followers to your page, sometimes when you email blast a huge list, its better to simply ask them to follow your FB page versus straight pitching your service at first contact, its a significantly easier commitment / opt-in to ask from your cold market. Gives them a chance to get to know who you are.
2. Create a Website
The website is a great place to tie everything together. You can put your link in your social media profiles & its a great place to put your entire resume of what you do on public display with a cool vibe that you’re going for. Its a chance for you to put some color & personality out there for display. As your experience grows, you can put things like case studies, testimonials or reference contacts on there to really display your authority. Eventually, you can work on getting some SEO skills to rank for various keywords for your niche or hire someone to do it for you, wink.
3. Produce Youtube Videos
don’t over look the power of these free methods, you can produce youtube videos that can produce leads for your business for years to come. I like making case study videos using a screen recording tool like Apowersoft Screen Recorder or screencast-o-matic is another one people use. You don’t even have to be on camera, it can just be your voice. You can make screencast tutorials, case study videos, etc that can attract people to your webpage or facebook fan page. Look at guys like Gary Vaynerchuk that’s getting thousands of new fans weekly because of his vlogs on youtube, instagram & snapchat. Tai Lopez? these people produce content. When you produce great content, you’re building authority & trust at the same time.
4. Produce Content
This sort of speaks to the last two, but I wanna touch on it again. Producing content online is the most amazing way to build a lead generation system for your business that runs on autopilot. Think of what I am doing with this blog, that continues to build & generate high quality leads for me. Its all about giving value first. Whether that’s blog posts, instagram videos, snapchat, engaging facebook posts, or youtube videos. Look at what other successful people are doing in your field and most likely they are all producing content online on an on-going basis. Most of these distribution channels are free & has enormous upside.
5. Paid Advertising
If you’re trying to run an online business in 2019, you need to also become an expert online marketer at the same time. There is enough material out there to educate yourself on the #1 most important aspect of your business which is lead generation. You better be mastering things like Facebook ads if you see that your competitors are using it. It has never been easier to reach your targetted audience at massive scale. I am a stickler for using Free Traffic for my business but I also have spent plenty on paid ads as well. For some niches or industries its absolutely crucial.
6. Publish a Book, Become an Author
This is, in my opinion, one of the most powerful passive lead gen strategies to implement. Its not as hard as you think. You can hire a ghostwriter & its never been so easy to self publish. I am actually in the process of publishing my first book, written by a ghostwriter. Becoming a published author builds your authority level like no other. Make sure you get plenty of friends & family to leave you great reviews on the book as well.
Final Word on Building Successful Businesses on the Internet
I love that saying: Success leaves clues.
If you want to become a successful online entrepreneur, look at others that are at the levels you wanna get to.
& study what they are doing.
You will find that they all one way or another have built out a lead generation system for themselves.
A system that brings new customers to them on a daily basis.
Whether that’d be hundreds of youtube videos they produced which is bringing new eyeballs to their brand every day.
They are social media savants.
They put out awesome blog posts consistently.
They have a sales team that’s sending out emails or cold calling.
Every business needs lead generation to survive.
Master this one skill and you will be able to build many successful online businesses.
One of my favorite ways is lead generation using free traffic.
Because when you know how to harness free traffic, you are able to generate leads for your business on auto-pilot, and you can build upon your results day after day.
When you’re dealing with people that are actively searching out your service, then you will have a much easier time converting them into customers.
Ranking a lead gen properties in Google is one of the most for sure way to produce consistent growth & progress.
It is my 20% activity that produces all the rest of the 80% of the results.
These days it is critical that everyone becomes good at marketing, even if your niche is selling cupcakes.
Every day the first thing I do in the morning is to create & publish new content, either on this blog or other sites.
Each article that I publish or a new site that I make becomes my lead generation properties, that will bring in customers for me month after month.
Its the 20% of my causal activity that produces 80% of the results.
As long as I make sure I spend at least couple hours per day on that, my business will always grow & reach new levels.
If you want the step by step coaching on how you can do your own lead generation go here.