The 2-step guide to attracting paying customers

We believe that business is all about getting money in.

The more quality customers you have, the better you will do.

The problem is that thousands of companies like yours are trying to get those customers too.

You can’t afford to miss out on them, so how do we make sure they pick us? 

How do we find the right people?

How do we do things differently from everyone else?

We’re going to use a method called 2-step lead generation.

It’s the same method you use when catching a fish.

You get a nibble first, and then you reel it in.

We’re going to tell you exactly what you need to do to get your potential customers interested.

Step 1: The nibble 

Let’s start with a pretty damning statistic.

Ninety-two per cent of consumers will visit a brand's website for the first time for reasons other than making a purchase, according to a study released by content marketing platform Episerver.

If you read our last blog, you will remember that people rarely do something if there isn’t anything in it for them.

If you showed a fish a big sharp hook, it wouldn’t be very impressed. It would probably take off in the other direction.

The same applies to people. If you bombard them with “BUY THIS PRODUCT NOW” then you’ll send them running.

Offer a nice piece of free, juicy bait, and you have another story.

We need to give our customers something they will find valuable for free.

There are many ways to skin a cat (sorry for all the animal references).

Here’s a list of free things you can offer:

• Free consultation

• Free guide

• Free quote

• Free e-book

• Free podcast

• Free video

• Free discovery call

• Free trial

This is the first step in grabbing their attention. People’s ears usually perk up when they realise something is free.

In the same motion you’ve also increased their trust in your business, they know who you are and they will like you more. Because everyone loves free stuff.

So what is in it for us? 

Now you have a list of people interested in your product. 

A list of good quality clients, who are miles closer to paying.

You have their contact details, trust, faith and attention.

We’re in the perfect place to move onto step 2 of our big plan.

Step 2: The close

If step 1 is planting the seed, step 2 is watching it bloom in all its glory.

Your perfect offer is brewing in their mind, you’re the only company that has benefitted their life.

When the time is right, you land the killer blow.

Step 2 is all about getting your customer over that final hurdle.

They are inches away from buying, all you need to do is increase their trust and their faith.

Undoubtedly the best way to do this is to show reviews, testimonials, demos and FAQ’s. 

These cherries on top of the cake will demolish any doubts your customers might have.

You can do this in one message or over a series of communications, but the focus must be on closing the loop.

That means directing them to a landing page focused on conversions (more on how to do that here).

We even play into a psychological trick with this method.

In layman's terms, when you give something for free, the recipient will feel an obligation to pay them back.

This obligation is the perfect, sophisticated set-up for our grand plan.

Compare this to a company that gets you to buy straight away with aggressive sales tactics.

We don’t have to tell you which one of the two gets results.

Talk soon,

Jamie

P.s. We covered quite a lot of advanced techniques in this week's edition. If you need a hand with landing pages, step 1, or step 2 then get in touch with us at https://www.jumpstartmarketingsolutions.com/. We’ll be in touch to see if we are a good fit, and how we can bring you the best results.