Picture of John Pyron, the Business Doctor

John Pyron, the Business Doctor

The 5-Step Unlimited Lead Generation System

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Business revolves around systems. Whether it’s your hiring process, your sales call scripts, or your event planning process, a strong system is the make-or-break point of success. Lead generation, THE most important aspect of any business, is no different.

But before you can create a powerful lead generation system, you need to do a little mental check. What is your mindset around lead generation? Do you feel too much pressure over it? Do you drag your feet or cringe at the thought of being “salesy”? It’s time to clear that up with the truth about lead generation.

The purpose of generating a lead is just to generate a lead.

That’s it. It’s not to set an appointment or make a sale. It’s simply to generate a lead. If you prefer, think of it as simply growing your business’s social circle. This will take a huge amount of pressure off you to “perform.” From there, generating leads can be broken down into a simple, repeatable process.

#1 Set a Weekly Goal

As long as you’re in business, lead generation should never stop. You never “arrive” and you should always be building the list.
So, set a weekly lead generation goal. It could be,” Contact 10 brand new prospects each week.”  Or, “Get a meeting with 1 local business owner.” Whatever it is for you, set the intention and follow it!

#2 Describe the Perfect Client

Many have heard this as creating a customer/client avatar, but the principle is the same. If you have not already taken time to define your perfect client, now is the time to do so. Contrary to popular belief, not all leads are created equal. Rather than expending a lot of time, money, and energy on just getting anyone into your funnel, why not spend it on getting the BEST people into it?
Take an hour or so to actually write out the criteria or profile of the perfect client for you. You can start with the basics – the demographics of your target market, and then start to get more specific.
Example: An entrepreneur or business owner who has been in business for at least five years and is tired of their business owning them. They have enough cashflow to invest in their business, and are ready to devote some time to working with a mentor each week.
Try to set at least 4-6 criteria points. You’ll notice that just doing this exercise alone will begin to transform the language you use when looking for leads, and will bring you more of the clients you want.
Bonus: If you already have some clients or customers, think about your favorite ones. What makes them your favorite to work with? These aspects will show you the types of clients you are really looking for.

#3 Identify POIs

Once you’ve identified the type of client you want to work with, you can start looking for them. The first (and best) place to start is looking for people who already have your perfect clients in their network.

Go to one of your top clients and ask what other services they use. Services like designers, telephone company, internet provider, marketing consultants, IT services, bookkeepers, accountants, etc. If your top client is using these providers, then chances are these providers have other clients who are very similar. Each provider with your target clients in their network is know as a Person of Influence (POI.)

Ask your client for referrals to those providers, and then establish a relationship with them to exchange leads on a regular basis.

Example: Your top client is Jane. Jane tells you she just LOVES her copywriter, Jeff. She gives you Jeff’s contact info (or better yet, introduces you to Jeff.) You talk to Jeff over email or phone a couple of times, and perhaps even use his services or refer another client to him. Then, you ask Jeff out to a lunch where the two of you can exchange names (leads.) Each of you walks away from the lunch with at least 10 new leads.

#4 Go to Networking Events That Make Sense

Whether virtual or in person, there are two types of networking event:

  • Events with other people in YOUR business. These events are good for building associations, but not really for generating leads.
  • Events with your prospects. THIS is where you will generate leads!

For example, a real estate agent might be going to 2-4 marketing events every month, but be coming home with maybe 2-3 leads each time. THis is because the events he is going to are just filled with other real estate agents. Instead, he will need to look for other events that his target prospects are going to (such as first-time home buyer seminars, small business networking events, etc.)

#5 Create Lead Magnets

No matter the type of business you have, you MUST have an online method for generating or attracting leads. These are called Lead Magnets, and can be anything from articles you’ve written to blog posts, ebooks, webinars, or videos. They need to be value-packed and free to entice prospects to want to learn more from you.

Sit and think about the top ten questions that you get asked all the time about your product/service. Write the question, then answer it in writing. That will be a blog post (yes, one post for EACH question.)

Go into detail, but remember that blog posts are typically 400 – 800 words long, so don’t worry about writing a whole book on the subject (yet.)

Then shoot a quick video of yourself repeating the question and answering it. This DOES NOT have to be a professionally-produced event. You can get a lot of traction from a simple video shot at your desk in which you repeat the question and then answer in simple terms.

Always have a call to action at the end – such as “if you have more questions about this topic, I’d love to help you out. Contact me here for a quick ten-minute phone call.”

This process alone will generate 20 lead magnets for you, and every post and video will get better and better as you create them, building more and more traction for you.

With this lead generation system, I have been able to grow businesses from $0 to $1Million in revenue, and create my own business from the ground up. Following it consistently will see you through any business hardship and even propel your growth.

Want to learn MORE about business systems that produce the best results and give you more freedom as an entrepreneur? Join my FREE webinar on March 31st!


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