Lead Generation and Nurturing - Gaby Awad

Gaby Awad - “Buying Customers”

Today is about Lead generation and nurturing
Introduction
Hello all Leaders! You are NOW listening to the IBGR Network - known as International Business Growth Radio Network

My name is Gaby Awad AKA The Coach on Wheels (you have to watch my YouTube channel to know why 😉), and I am your host for the BUYING CUSTOMERS radio show 🔥🔥🔥

It would be awesome if I could hear from you in real time during the show. If you’re listening live or to one of the recordings, you can always connect and interact with us on Facebook, Instagram, LinkedIn and Twitter at IBGRNetwork.

Listen LIVE this season:

• Wed Nov 11th 2:00pm - 3:00pm (EET) Streetwise client acquisition and lifetime value
• Wed Nov 18th 2:00pm - 3:00pm (EET) The 7 ways to improve sales and profit
• Wed Nov 25th 2:00pm - 3:00pm (EET) Lead generation and nurturing
• Wed Dec 2nd 2:00pm - 3:00pm (EET) Engagement and asking the right questions
• Wed Dec 9th 2:00pm - 3:00pm (EET) Value First in Sales
• Wed Dec 16th 2:00pm - 3:00pm (EET) Sales Objections and how to anticipate them
• Wed Dec 23rd 2:00pm - 3:00pm (EET) Networking with an intention to help
• Wed Dec 30th 2:00pm - 3:00pm (EET) Season 3 Recap
• 2021 Wed Jan 6th 2:00pm - 3:00pm (EET)  Season 4 Overview

By the end of our time together you will....

• Understand the true meaning of LEADS
• What is important when generating leads in your business
• Why the marketing funnel should be called customer journey 
• And we will be providing example strategies and tactics along the way that will equip your business and team to generate better leads that ready to convert into clients

Many times during my first weeks at a client coaching engagement and during the alignment consultation I ask them do you keep a database of your target market? And then I ask do you test and measure the number of leads you generate in a year? 

90% of the time the answer comes: “NO” to both questions.

Then I ask them do you know the true definition of the word LEADS? And the answers I get are so ambiguous or even worse they don’t really know. For them marketing is advertising and getting clients is reactive.

So how can we do things differently with the end in mind. And the end here is getting clients.

In our previous episode we decomposed the 7 ways to generate profit and the first two pillars were your pipeline and take up % and multiplying both will generate leads for your business.

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A Suspect therefore is a contact who fits your target market and you have collected their information.

After that, you should be able to quantify the Suspect for possible sales opportunities. If that happens then the suspect becomes a prospect. A Prospect is a potential customer who you are eager to do business with. 

A Lead is then a prospect that has taken action (call, email reply, quotation sent, meeting had, visited your place, etc.) Therefore a Lead is a customer in-the-making. You have already established one or more contacts with and they are being nurtured with your marketing campaigns until they convert. 

The moment that lead makes their first purchase, they become Shoppers. A Shopper is a lead who you transacted with for the first time. Once they buy from you the second time, the shopper becomes a customer.

Now that we’ve set the stage, let’s discuss some real strategies you can use to generate leads for your business.

Lead Generation Strategies:

• Strategy 1: Use Giveaways to Both Bundle and Add Value
• Strategy 2. Referrals
• Strategy 3. Find a Partner for Host/Beneficiary
• Strategy 4. Strategic Alliance

Nurturing Strategies

• Strategy 1: “Unique Selling Points” or USP’s
• Strategy 2: Testimonials
• Strategy 3: Offer Guarantees
• Strategy 4: Try before your buy

​Remember that you should work ON your business and not only IN your business… Working ON your business means you are strategizing, planning, and implementing ideas to acquire customers and to increase revenue and profit. But it all starts with knowing your targets and smart goals and then decomposing the projects and tasks that will help you reach those goals. This episode today was all about how to generate and nurture leads. 

You can contact me on gabyawad@actioncoach.com for any question or tool / template you might need to generate and nurture leads 

Budget for Leads with the End in Mind.

Whenever you are generating leads, the target number of leads should be aligned with the revenue you want to generate for your business. This is why you have to set measurable goals for your marketing initiatives. 

1. Giveways and bundling products and services are a simple way to leverage your resources to add value.
2. Understand that timing plays a role in every lead generation strategy you use.
3. Tie your giveaways to future sales so you aren’t just spending resources, you’re investing them.
4. People trust their peers more than advertising, so use referrals to generate leads as much as possible.
5. Remember the principle of “What’s In It For Me” when it comes to referrals. Make it worth your customers’ efforts to send you referrals.
6. There are a number of strategies for lead generation. The key for your business is to test and measure those you think will work, and continue to actually use the ones that do.
7. Buying customer databases are easy ways to get new leads, but you can use your own database to cultivate leads as well, for a fraction of the cost.
8. You can use on-line strategies to stay in touch with your customers and generate new customers.
9. Host Beneficiary relationships (short-term) and Strategic Alliances (long-term) are great ways to leverage your lead generation strategies. Find a fit with a complementary business in your area and test and measure to see if your short-term strategies can turn into long-term alliances.

5 Things to DO after your Review:

1. Aside from traditional advertising, what have you done to generate leads for your business? Think of 5 strategies that you have used or are interested in using.
2. Think of potential Host Beneficiary or Strategic Alliance partners in your community. How could you market their product or service to your data base? How could they market yours?
3. When working with another business, start by offering value first and go to them offering a test to your own customer base, and you’ll find more receptive partners to market your products or services to their clientele.
4. If don’t have a guarantee, look at how you can develop one. If you do, see how you are currently positioning it to your prospects.
5. What part of your business requires some extra explanation or “education” before prospects “get it” and become paying customers? Is there one? Can you find a way to turn this “problem” into a workshop or seminar opportunity … that in turn helps convert them into customers?”

Written by Gaby Awad 
As a Business and Executive Coach, Gaby helps business owners, leaders, and teams grow and achieve their goals through alignment, business re-education, coaching, and mentoring. He has more than 25 years of experience in executive positions and transforming businesses. Currently he is the Franchise Owner of ActionCOACH in Lebanon and in this position he also coaches Business Owners, CEOs and other top level executives. Gaby hold international accreditations as certified coach from ActionCOACH, Marshall Goldsmith, The John Maxwell Team, and Jeffrey Gitomer Sales Academy. Gaby is also the founder of Good Session Coaching,  an online learning platform for executives and business professionals where leaders can go through self-paced learning.

You can connect with Gaby on any of his seriously social platforms
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Send an email: gabyawad@actioncoach.com

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