For those unaware, a lead is a fancy way of saying a potential customer.
Most customers aren’t ready to buy right away. They need a bit of convincing.
How do we find these diamonds in the rough? How do we get them from a “maybe” to an indisputable “yes”.
We use a technique called lead generation.
61% of marketers say that lead generation is the biggest problem they face.
The numbers are pretty damning, and if you don’t know the right techniques then you’re left with a needle in the haystack situation.
We need a method to entice potential customers to the front of the line.
This is where our trusty lead magnet comes in.
What is a lead magnet we hear you ask?
Again we like things simple here. So in the most basic terms, a lead magnet is an offer to your leads to get their contact information.
Think of it as an ethical bribe.
“I’ll give you this, if you give me this”.
Let’s cover your offer first. We partly covered this in our blog a couple of weeks back “The 2-step guide to attracting paying customers”.
We have a checklist that all lead magnets should have:
Ultra specific
You need to know your customers inside and out. You need to know exactly what problems they have, what issues are coming up in the community, and what would make their lives better.
Doing this has never been easier. The number of forums across the internet with people raising these issues is staggering. All you need to do is listen.
To make this easier, we will use the example of people following a vegan diet.
You’ve picked up that people are struggling for variety in their meals.
This gives you the start of your lead.
“Are you a vegan in search of more variety in your meals?”
High value
We need to solve the problem, and we need to do it quickly.
So as soon as they give you their contact details, you provide the value.
This can be as simple as a quick guide of new meals, where to buy the ingredients, what substitutes you can use, what the calories are.
You’re giving your customer immediate gratification. Naturally, they will trust you more, now you’ve done them a favour.
Easy to consume
We don’t need chapter and verse here. Since we are giving away something for free, don’t put your heart and soul into producing a 1,000 page guide.
If anything, always leave them with just enough.
Walk the tightrope of providing value, but leave them wanting more.
We’ve said it a million times before, but nothing scares people more then a big block of text.
Use pictures and diagrams to make your guide easily digestible.
Instantly accessible
Attention spans are at an all-time low. It takes literally seconds for people to get bored of waiting and go back to swiping.
That means as soon as your lead submits their contact details, they should get your free offer.
Demonstrate authority
It goes without saying, you need to know what you’re talking about.
If you can give someone some information they can’t get from a quick google, then you will build a good level of trust.
You will be seen as an expert in your field, and that will always leave people coming back to you.
For our example, based off the checklist you would have a something like:
“Are you a vegan in search of more variety in your meals?
Sign up below to instantly receive our free guide with 10 new delicious recipes that you’ve never heard of.”
We’ve used a free guide in our example, but your offer can be anything from the below list:
Free consultation
Free guide
Free quote
Free e-book
Free podcast
Free video
Free discovery call
Free trial
You should now have a list of contact details. You’ve found the diamonds.
This gives you an excellent platform to target potential customers with your marketing.
We would recommend the holy trinity of testimonials, demos and FAQ’s. These are your best friends in building trust with your customers.
It’s all about getting them over the final hurdle, and finally clicking the buy button.
Talk soon,
Jamie
P.S. do you need advice on how to implement a lead magnet? Get in touch with us at https://www.jumpstartmarketingsolutions.com/ and we’ll be in touch to see how we can help.
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