The Truth About Getting More Leads

Most business owners think they need more leads. What they really need is a better strategy

“If I could just get more leads….”, we’ve all said it…

But let’s ask the real question, if you want more leads, what are you doing to get them?

Almost every person we talk to thinks they have a lead problem, but in reality, it’s often an action problem… harsh truth, I’m sorry. 

This is often the result of putting energy into things that don’t have a direct translation into leads… if you’re out there working on your website thinking that will get you more leads… it likely won’t… harsh truth number 2. 

So let’s peel back some layers here together, shall we? 

Leads will come, but you have to work for them, ESPECIALLY when you’re starting out. 

One of the most common trends we see is that people have expectations of lead flow from a 10+ year-old company that has learned all the lessons and paid down the debts - with both time and money - to understand their unique channels, challenges, and ideal clients. 

If I’ve learned one thing since starting my business, it’s that lead generation is a constantly evolving process. 

Let me ask which you’d prefer - 5 leads that are GREAT fits or 100 leads that are POOR fits… 

I hope you said the 5, but in reality, we need a balance of both… 

There’s a lot of information in the 100 that were poor fits, but we’d need to ask the question: 

“How’d we end up with so many?”

Followed by: “What can we do to improve the quality?”

Just like training a client, we have to consider the variables we can manipulate and there are many!

Lead temperature might be the most important characteristic to start when managing expectations.

Not every lead is ready/willing to buy. 

Some need nurturing, they need connection, they need to learn who you are, and figure out if they can trust you. 

You wouldn’t propose on the first date, right? So why are you expecting a lead to buy before they even trust you?

Build the relationship until they are ready to say yes, and in this case, give them multiple opportunities along the way. 

Lastly, understand your acquisition channels. Knowing how to leverage different aspects of lead flow is key.

Are they organic (followers, word of mouth, workshops, etc.)?

Or inorganic (paid ads - Facebook, Google, mailers)?

Are they online (Facebook, Google)?

Or offline (in-person: workshops, drop-ins, injury screens, networking events)?

All these variables come into play when you’re looking to grow. 

The most important variable? 

Choosing channels and methods that align with you.

The worst thing you could do is build a business doing things you hate.

If it feels forced, it won’t last. Build a business that fits your strengths and watch the leads follow.