3 Steps To Explosive Marketing & Lead Generation

Targeted lead generation is an area of marketing many entrepreneurs struggle with.

In yesterday’s post, Internet Marketing Through Prospects – Your #1 Sales-Channel I shared with you a few reasons why your prospects are your best marketing channel for new lead generation.

Today, let’s take the conversation further.

The way I see it, in order to leverage prospects as a powerful marketing channel there are three steps.

Step 1 – Refine Your Message

This is where your blog comes in.

Why?  Because a blog allows you to enter into a conversation with your prospects.

And by dialoguing on your blog you can accomplish a lot.  For example…

  • By asking questions, your prospects will share what’s on their mind…
  • By asking for takeaways, your prospects will share which pieces of content excite them the most…
  • By asking prospects where they are struggling will tell you how you can create value…

Then by answering your prospect’s questions you get to display your knowledge and show that you care.

Ultimately, your goal here is to get your finger on the pulse of your market.

Because when you have your finger on the pulse you’ll find it easier to craft high-value content consistently.

I think the best advice regarding how to approach writing content for your blog came from Ben Franklin.

Yep, one of the forefathers of the U.S., had a pithy way of summing up blogging (even though it obviously didn’t exist then).

Here’s what Ben had to say…

“Either Write Something Worth Reading About Or…
Do Something Worth Writing About.”

Well said.  Next…

Step 2 – Connect To Amplify Your Message

This is where you can really leverage social media.

The whole goal in this step is to connect with other like-minded individuals.

Why?  Because it will amplify your message to more and more like-minded individuals… i.e prospects.

And while your options are limitless, your approach should be focused.

If I were you, I’d start by engaging in conversation with other influential bloggers in my market.  I’d comment on their posts, I’d link to them in my posts, I’d stumble them, social bookmark them, etc…

Next, I’d get Twitter really rocking for me.  I’d micro-post links to valuable content I came across, my own blog posts, and a few profound thoughts here and there.

After that, I’d get a Facebook fan page going.  (I just created mine – you can see it here:  Rich Schefren Facebook Fan Page)

Of course, there’s a lot more you can do… and you should.

But don’t lose sight of the power that can be achieved just by well executing these three steps.  In fact, if you do these well… there’s little need for much else.  Not because everything else is unimportant, it’s simply because the momentum you create here will carryover into other areas all by itself.

Now, as your base continues to grow… your messages will continue to amplify.

And the more your messages are amplified… the more  your blog becomes a…

Collaborative… Living… Breathing…
Hub For Your Marketplace

Which leads to our final step…

Step 3 – Engage In Powerful Conversations

Before distilling down what I mean by powerful conversations – I need to share an important concept with you.  It’s this…

Relevancy Trumps Proximity.  Before the age of the Internet, we were limited by geographic boundaries.  We read, shopped, and conversed mostly with those around us.  But the Internet has changed all that.  Now, we are no longer limited by proximity… so our focus circles around what’s relevant instead.  Which means your prospect’s are continually evaluating their decision by relevancy too.

So, the way you drive prospects to your site (which is the goal here, right?) is to start engaging (and relevant) conversations on your blog…. amplify the message through social media… and get prospects to follow the rabbit trail back to your site.

Because, when it’s all said and done….

It’s Not What You Say…
It’s What Others Say About You

And that, in a nutshell, is the power of social media.

Getting others to talk about you and your messages.

Now, that opens a can of worms doesn’t it?

I’m sure you are wondering… What’s the best way to get others to talk about me or my messages?

And I’ve got lots of answers for you.  Concepts like social-currency, the power of counter-intuitive ideas, etc…

But I’m running out of time today.

So for now, remember Dale Carnegie’s famous quote…

“You can make more friends in two months by becoming more interested in other people than you can in two years by trying to get people interested in you.”

OK, we’ve got lots of open loops from the past few weeks… don’t we?

We’ve got to wrap up believability and credibility… talk more about value creation… and breakdown today’s most powerful marketing messages.

That stated… here’s my question for you?

WHAT DO YOU WANT ME TO WRITE ABOUT TOMORROW?

Tell me in the comments below.

I’ve got to get going now…I’m jetting to Phoenix, AZ to attend a few days of closed door meetings  with Infusionsoft.

I’ll tell you more about my trip over the next couple of days.  But for now… tell me … what do you need to know?

To higher profits and beyond,

Rich Schefren



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Comments:
  • http://www.CopyWithResults.com Sandi Krakowski

    HULLO?!

    This blog post should be entitled, “Business Plan For Millions Online”….. omgoodness!!!!!! I’m printing it out, highlighting it, studying it and the most important part.. TAKING ACTION NOW! (note.. I saw how you included your FB link in here! Brilliant!)

    What could you write about tomorrow? The stupidity of having a plan and doing nothing. The reality of knowing what to do and doing NOTHING… and WHY… you’re the master of the “THINKING” side of business if you ask me Rich and I for one would value very much your genius take on the things that make us NOT DO what we know we should, can and ought to do in our business… like this post for one! Those who don’t do what you say… need a post on WHY not?!

    Come on, kick us in the butt… we need it.

    Sandi :)

  • John WOods

    Oh wow, that looks like a lot of fun!

    Jess
    http://www.complete-anonymity.cz.tc

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  • http://www.JCsedits.com Kerry W

    Rich,

    Great post yesterday and today.

    Since I am building my product site right now, your posts are helping me to see how I might use a blog in advance of having the product site ready and might even make sense to focus a little more in the short term on the blog than the product site.

    Perhaps the first order of business is to get my future prospects engaged in a conversation about the situation/problem and my product can be a solution in the very near future. (Obviously, not a new idea – but I am just now seeing HOW I could do it in my own situation) I am thinking the conversation could actually accentuate the problem and possibly increase the demand for my product.

    (If you wanted to talk more about this idea – I think it would be great)

    There is so much insight and volume of knowledge in what you have written.

    The constant challenge for me is to process and prioritize it and attempt to apply it.

    As often alluded to by many – the big challenge is rarely the acquiring the knowledge but the actual effective application of the knowledge.

    Any comments about how to more effectively apply all these great ideas would be helpful – Too many ideas to apply at once – prioritization is the key – I feel I am getting better at this but still have quite a ways to go before I feel I am being as productive as I would like to be.

    Another element that I would love for you to write more about would be how motivate or provide incentive for your audience to spread the good word about your site/product in a viral manner to their friends.

    Thanks again for all the great posts – Have a safe trip,

    Kerry W

  • http://www.strategicprofits.com Rich Schefren

    aw shucks sandi… thanks for the compliment… and for the suggestions for tomorrow’s post. it sparked an idea that i’m thinking right now i might riff on… thanks for that.

  • http://www.strategicprofits.com Rich Schefren

    points noted kerry…

    i do think more guidance on implementation would certainly be helpful. right now, i’m thinking this should be done every once in a while – looking back over previous post and then giving more guidance on how to use what was covered.

    i like this idea… because it provides me a psychological escape hatch when staring at a blank page thinking about what i should write about that day. when stuck… i can always give more guidance on what i’ve already covered… i like that!

    thanks for the insight kerry – and i’m glad you’re not only learning through what i am saying… but also through watching what i am doing.

    rich

  • http://www.specialistmetalworkskills.com Carl Huxley

    Hi Rich,

    Thanks for pointing me in the direction of clicktail yesterday. It looks the biz! It’ll be very useful.

    You’ve given me plenty to think about and implement today. It’s sparked a few ideas…

    What I would like to know is how to make quick decisions. My biggest challenge is moving forward quickly.
    I put this down to perfectionism. I know that aiming for perfection isn’t the best thing but it’s an old habit. It does slow me down. I need a cure!

    What I want to do instead is show my designs developing from sketches. These 2d/3d sketches could be images or video. I want my blog visitors commenting on my work and hopefully guiding me towards what they want developing into full products or services.

    The only potential problem I can see is my competitors seeing what I’m developing. Does the fact that my followers see these ideas develop on my blog first help in countering this problem?

    Kind regards,

    Carl

  • http://www.designerprofits.com Sean O’Sullivan

    Hi Rich

    Great Facebook page. Amazing how impactful it is, to see the human being behind the business. I think the personal photos are particularly effective – and I dont experience it as marketing, it’s just you being human.

    I was joking with a colleague today, that I must try to explain Facebook to my Dad some time. He’s 86. Very intelligent guy, still sharp as a knife thankfully. (Roll with me, it’s at least somewhat relevant…).

    But – his experience of life is so entirely unrelated to web, social media etc – that there just wouldn’t be a starting point for explaining Facebook to him. For the first half of his life or so, he lived without electricity. (And not just him – most of rural Ireland was like that until the mid 1960′s).

    One of my dad’s favourite themes for discussion is just how much life has changed since he was young. You can’t argue his point.

    Now let me introduce the other end of my personal spectrum; my 7-year-old son and my two girls (10-year-old twins). It’s really instructive to see how quickly they figure out systems .. work their way through levels of a Nintendo game .. figure out how to repair a wireless connection .. whatever.

    To them, even at that age, there is no discontinuity between their technological and non-technological world.

    I believe the changes we are witnessing and are about to witness, in our generation, are exponentially faster & more substantial than what has gone before. This is true across a number of areas (biology, energy etc) but in no area is it more true than in the social / human arena.

    I truly believe that today’s kids, exposed to technology & social media from their youngest years, will experience online connections in a way that you and I think we already experience, but that in fact we can only approximate.

    The distinction between “online” & “offline” friends won’t last very long.

    It’s not that the dynamics and pleasures of offline human interaction are disappearing. It’s that a whole layer of very real, mind-to-mind communication becomes possible, regardless of location. It becomes like an new & extra sense. Online connections are not internally experienced as being in some way inferior to offline friends.

    In your own words above .. “Now, we are no longer limited by proximity… ”

    Fun to be alive in the age when this is happening, isn’t it?

    Have a blast hanging out in Phoenix.

    All the best – Sean

  • http://www.strategicprofits.com Rich Schefren

    Thanks for your comment carl…

    Regarding quick decision making… Remind me when we start talking about mindset because it’s an issue many online entrepreneurs struggle with.

    Regarding your competitors I wouldn’t even worry about it. I never do. Because as long as they are focused on what you’ve done you’ll always stay out in front.

  • http://www.strategicprofits.com Rich Schefren

    Thanks Sean… Interesting points.

    I’m writing this response between gates on my iPhone so excuse any weird formatting or spellings. Btw- I’m using a great free app from wordpress that makes it easy to see new comments and reply, post new posts, and a bunch of other cool features.

    Ok, back to my comment…

    One concept that has always rung true to me is that web 1.0 was sort of an annomly.

    Here’s what I mean…

    Before the web we used to do our shopping in stores in our local neighborhod. And if a merchant was unscrupulous word got out… They developed a bad reputation… And eventually they went out of business (usually)..

    Then when the web came online all of sudden reputation didn’t really matter. It
    wasn’t really possible for the word to get out about unscrupulous merchants or scams and frauds. There were no blogs, podcasts, facebook, twitter or online video. So it was the first time ever where business could operate with little regard of their reputations.

    But when web 2.0 hit the scene commerce went back to normal and reputation mattered. Now with all the tools at everyones disposal it (your reputation) all of sudden matters even more than ever before. It’s like the whole world has become a small town where everyone gossips. LOL

    Ok, it’s boarding time… Got to run…

  • http://bizfunding101.com/freewebinar Gwen

    Hi Rich!

    “we are no longer limited by proximity… so our focus circles around what’s relevant instead.” this is absolutely true.

    All your posts are great Rich so I won’t ask something for you to write, I just keep on reading for your new post. Besides, you know what we need. ;)

    Gwen
    Get $150,000 Unsecured Biz Credit Lines

  • http://www.designerprofits.com Sean O’Sullivan

    Very well put, Rich.

  • http://createownwebsite.vatrainingonline.com Shell Zaldivar

    I genuinely would like to know more about my target market. I genuinely would like to understand their biggest pain. But what I haven’t fully figured out is how you ought to position yourself within their forums. Granted you keep a low profile and really try to contribute to meaningful conversations, BUT your website, tag line, USP, whatever, all says you are still not one of them. It’s like you have this big stamp on your forehead that screams, affiliate marketer – then you are differentiated, by default!

  • http://www.bfreetomorrow.com Kris

    Great comment Sandi
    I think I know the Answer “CON(BLOODY)STRAINTS”
    We need to find what stops us :-), The way to find the answer is ask yourself “Why” dont I just “DO IT”
    No body else stops us.

    Kris ;-)

  • http://blogicthink.com Rinaldi Syahran

    I want you to write about success stories that bloggers that the content of the blog is games and also a list of top bloggers list.

  • Oliver

    “It’s like the whole world has become a small town where everyone gossips.”

    I love how you put that – it’s really what it feels like on the web today.

    I’d love to learn more about offers.

    Aside from that, the last webinar you did in the Founders Club was awesome!

    I printed some of the slides and put them where my goals are so I look at them every morning as part of my morning and evening routine. More webinars into this more philosophical direction would be great! Tactics and stuff are nice and I make good use of them, but I feel like the real problem for me is my decision-making. I want to learn how you THINK and develop yourself – and model that. :-)

    (i.e. I’m past the chocolate-coated carrot phase – carrots and broccoli are fine now.)

  • http://essential-marketer.com dwayne

    That is exaclty what i started with. Worked like gangbusters especially the twitter so simple…

  • http://www.marketing-blog.biz Frank

    Thank you for sharing.
    It is always a delight to feel what I believe – that
    information is inspiration