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Rethinking Online Lead Generation It’s Time For A Revolution By Daven Michaels

by | Daven Michaels, In the Magazine

About 10 years ago I realized that the ability to consistently attract high-quality, super-qualified leads online is the most important skill a small business owner can have.

Lead generation is the lifeblood of your business.

90% of businesses that fail, fail because they can’t bring enough business in the door.

On the flip side, if you’re able to get your lead generation dialed in, and a ton of business coming through your door, you’ll have the funds to buy yourself out of any challenges your business faces.

Of course, you already know this.

You’ve been told for years that you need to be generating leads online in order to be successful.

There’s a good chance you’ve invested a lot of blood, sweat, tears, and hard-earned cash trying to figure it out.

So here’s your million-dollar question:

Why don’t you have a constant flood of leads begging to work with you?

Let me start by saying this…

You’re not alone.

According to HubSpot 61% of marketers rank lead generation as their number one challenge.

It’s a universal struggle and it has been for a long time.

But still, it feels wrong that attracting new leads is so difficult. With the internet, we have direct access to billions of people.

So why is it so hard to convince two or three of them each month to become paying clients?

I’ve got a theory for you…

Your Funnel Is Useless

When I started building a business on the internet it was like the Wild Wild West.

Banner ads were everywhere… and they worked!?!

Ecommerce wasn’t global, but money was flowing nonetheless. And it was like every little innovation led to massive financial results.

It was hard to fail.

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But the landscape has changed and the market is now saturated.

Digital marketing strategies have mostly consolidated around a few “best practices.”

In other words, we’ve all fallen into the same pattern:

Content → Lead Capture → Sales Pitch.

Lather, rinse, repeat.

You can tweak your traffic source or your copy or your targeting or whatever. The goal is to find that magical combination that “makes money while you sleep.”

There are thousands of books, courses, and “free online training” events that teach some slight variation of pretty much the exact same thing.

Marketing gurus around the internet are burning brain cells at this very moment trying to come up with their own personal ‘spin’ on the formula.

There’s a good chance that you’ve taught this to prospects and clients.

I know I have.

The problem is this type of funnel rarely ever works.

At least, not on the level you’d want it to.

In business-to-business marketing it’s especially useless, which is bad news for you, specifically, as a coach.

It’s like we’ve all committed to banging our heads against the wall thanks to groupthink.

Or maybe because it’s easy to get short term results but then collapse when you scale.

I’ve landed my fair share of clients via paid ads, targeted content, exciting squeeze pages, email nurture sequences, and automated sales funnels.

But when I crunch the numbers 80% of my income had come from deals that began as a one-on-one conversation.

The Missing Ingredient

Admittedly, I’m a little bit old school.

I prefer in-person networking, chatting people up.

I spend more time talking on the phone than scrolling feeds…. I guess you could call me a people person.

Which is why I pursued a speaking career and successfully traveled the world to speak on stages, alongside the biggest names, and in front of hundreds of thousands of people.

There’s nothing more valuable than a conversation with a fellow business owner.

Worst case scenario: you become a better, smarter, business person.

But as often as not, that conversation will continue over time and across various platforms.

And it very well might culminate in a lucrative business relationship.

I’m not advocating for us all to revert to door-to-door sales and in-person networking events…

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If our experiences in 2020 have taught us anything it’s that we can’t rely on in-person interaction.

Plus, most people don’t have the same gregarious genes that I do.

In fact, many hopeful entrepreneurs turned to the internet specifically because they aren’t so excited about face-to-face interactions.

What I’m trying to say is that the fundamental ingredient of effective B2B lead generation is people.

And the “automated sales funnel” strategies that are getting touted to the digital marketing masses attempt to completely remove people from the equation.

It sounds appealing… but just doesn’t work.

You need a real connection with your ideal clients… Especially if you want them to entrust you with their livelihood.

So What’s Next?

By now it’s possible that I’ve offended you, broken your spirit, blown your mind, affirmed something you’ve always known deep down, or some combination of all four.

Either way, you probably agree there needs to be a fundamental paradigm shift in the way you generate new leads.

So far, I’ve only explained WHY you aren’t landing more leads and clients online.

I haven’t even scratched the surface for HOW.

That’s because the HOW needs more than words on a page. I don’t know about you, but everything I’ve learned has come from doing, not reading a magazine article about it.

So Here Is Your Next Step…

My partner Chad Nicely and I have developed a three-day, experiential, virtual Master Class on lead generation and conversion.

We’ll provide you a three-step, people-centric process for attracting high-quality leads who are eager to pay you what you’re worth for your programs and services.

We’ll hold your hand and walk you through the entire process. Helping you successfully craft your messages and reach your ideal prospects in real time.

Our Master Class includes access to our proprietary technology that will open doors with your prospects waiting and build instant trust.

We’re providing one hundred complimentary tickets for subscribers of The Six-Figure Coach Magazine.

If you want to check it out (for free!) immediately visit 3DayBusinessMasterClass.com and reserve your spot now.

Daven Michaels

 About Daven Michaels

Daven Michaels is a New York Times Best Selling Author, International Speaker, and Founder of 123Employee, the premier Outsourcing Centers with hundreds of employees on 3 continents.
 
Daven travels the globe teaching entrepreneurs how to scale their businesses by leveraging resources, systems, and human capital.
You can get more info on Daven at DavenMichaels.com and more info on his company at 123Employee.com.

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