Lemon #80. How to create a steady flow of
leads (2nd part)
While reading ‘Predictable Revenue’ from Aaron Ross, we learned about how to create a steady flow of inbound leads. Aaron Ross says:
As we saw in the last post, here are some effective methods to create a steady and predictable flow of inbound leads.
- Referrals
Your best marketing and source of inbound leads is happy customers. When customer recommend your product or service to a peer, they’re establishing that you’re credible and trustworthy.
On the web, you can accelerate the pace of referrals by «entering the conversation», setting the precedent for receiving referrals by giving referrals (the law of reciprocity).
- Free tools/trials
Practically every SaaS company out there has some kind of free trial. Even if you’re a company that doesn’t sell software, what kind of free trial can you offer? A free consultation? Free online training videos? Samples of your work? Sample product?
- SEO
This one takes the most patience, but if it is done right, it’s simply byproduct of doing everything else right. The name of the game is to pick keywords optimize pages with those keywords (could be blog posts) and build links.
- Blogging
You must «enter the conversation» (be part of online discussions) if you’re going to do inbound marketing. There are so many people who start a blog and think it’s just about saying smart things or about writing. It’s not. It’s about having a 2-way conversion. Any good salesperson knows than an effective prospecting call requires the prospect to be talking more than the salesperson.
It’s the same way with a blog. It’s imperative to be resource for people and to pro-actively network with your blog by reading other blogs, linking to other blogs, and leaving comments on other blogs, if you want people to do the same thing for you. Set a simple goal, such as meeting one new blogger per week.
Aaron Ross @ Predictable Revenue.
Jorge Moreno
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