{"id":44462,"date":"2018-06-12T12:19:00","date_gmt":"2018-06-12T17:19:00","guid":{"rendered":"https:\/\/ducttapemarketing.com\/?p=44462"},"modified":"2024-01-25T06:09:41","modified_gmt":"2024-01-25T13:09:41","slug":"lead-generation-professional-services","status":"publish","type":"post","link":"https:\/\/ducttapemarketing.com\/lead-generation-professional-services\/","title":{"rendered":"Perfecting Your Lead Generation Efforts: A Guide for Service Professionals"},"content":{"rendered":"

If you own a professional services business, odds are you’re trying to get leads in the door. What I often see is that these types of businesses develop automated lead funnels, because that’s what they’re told to do, and spend a lot of time vetting these leads, but let’s face it, they probably don’t have a ton of time to do that!<\/p>\n

Instead of focusing on building an endless supply of leads, you should only be focusing on the amounts you actually need as well as how to balance bringing new customers in, and keeping new customers around. For example, if you’re a CPA, wouldn’t it be easier to focus on the clients you already have year after year as opposed to constantly be looking for new ones?<\/p>\n

Here’s how I believe you should approach lead generation for your business.<\/p>\n

Define your ideal client<\/h2>\n

Hopefully,\u00a0you have a\u00a0pretty good idea of who makes an ideal clien<\/a>t\u00a0for your business, but if not, you should figure that out ASAP.\u00a0 To get started, it’s easiest to target the group you can help the most, the fastest because you\u2019ll probably be able to demonstrate how you can get quick results and build raving fans.<\/p>\n

Develop a client generation system<\/h2>\n

I have worked with a lot of service professionals, and from what I’ve seen, most of them want to work with roughly ten of the right clients at any given time. That’s it.<\/p>\n

The typical service professional acquires new clients by attracting a lead that wants to meet and learn about how they might help them. Let’s say you have four clients now and you’d like to get six more. If one in four meetings turns into a new client (this is very low for our approach but will use this for easy math), it will take 24 meetings to get those additional clients you’re looking for.<\/p>\n

You need to ask yourself what it takes to schedule consistent appointments and how you can increase the conversion rate of these appointments. If you can understand this and build a system around it, you’ll remove a lot of headaches that many service professionals experience in their lead generation efforts.<\/p>\n

Set a revenue goal<\/h2>\n

Before you put any meetings on the calendar, you need to determine your annual revenue goal. This will give you insight into how many clients (and in turn, meetings and proposals) you need to obtain in order to reach that goal.<\/p>\n

You simply need to factor how many appointments it will take to land one new client, and move forward from there.<\/p>\n

Create a workhorse piece of content and focus on Facebook audiences<\/h2>\n

Content development<\/a> may not necessarily be in your professional wheelhouse, but it’s essential for your business. You must create a valuable piece of content that will resonate with your target audience. Many find blogging to be the easiest way to format this content.<\/p>\n

To ensure this one piece of content is the workhorse you need for your system, spend time researching the questions and problems your audience experiences the most.<\/p>\n

Do your research. Interview past clients, conduct keyword research, and\/or look at online forums to better understand what your audience experiences and common questions they have. The information found in your research may provide invaluable information as you search for hot topics for your blog post.<\/p>\n

Once you know who you want to target, develop a list of people that you’d like to reach. If the list is properly targeted, it doesn’t have to be very large.<\/p>\n

Use this list to build a\u00a0custom Facebook audience\u00a0and further create an\u00a0expanded lookalike audience<\/a>\u00a0to increase the number of potential targeted prospects.<\/p>\n

Add a content upgrade<\/h2>\n

In order for your promotion to work,\u00a0add a \u201ccontent upgrade\u201d<\/a>\u00a0to the blog post you created. This is\u00a0an offer for related content made inside the blog post that entices visitors to exchange an email address to receive the upgraded version of the content as well.\u00a0Your content upgrade can be in the form of a checklist, ebook, or even a video. The email should then be used for follow-ups and lead nurturing efforts.<\/p>\n

Advertise the blog post<\/h2>\n

Once your audience is in place, create Facebook ads driving people to your piece of content. To make things easier, you can even promote your blog post in a status update and\u00a0\u201cboost\u201d your post<\/a>\u00a0to the custom or lookalike audience you created to get their eyes on it.\u00a0The post will then show up as a\u00a0sponsored post in the timelines of those you\u2019ve targeted.<\/p>\n

Offer value<\/h2>\n

Once a person responds to your content upgrade offer, reach out to them and offer a valuable service for no charge as a way to demonstrate how great it is to work with you and the type of service they can expect.<\/p>\n

Set appointments<\/h2>\n

Make sure that your prospect is qualified to move forward before you propose any services to them. Remember, you want to enjoy working with them too. Even if they’re an ideal client on paper, they may not be the best match based on personality which can make it a difficult working relationship for both of you.<\/p>\n

Provided all seems good to go, be sure to understand your lead’s objectives, goals, and potential challenges.<\/p>\n

Then, make the appointment.<\/p>\n

Deliver<\/h2>\n

Once the lead is qualified, over deliver on what you promised as you set the appointment. Identify the ways you can truly help them and really show them the value of working with you.<\/p>\n

Master the close<\/h2>\n

The key here is to help your lead tell you in their words what\u2019s wrong and what not fixing it costs them. Listen to them before you mention anything related to your services.<\/p>\n

Once you’ve heard their story, at that point you can identify ways to help them, but just make sure they know they have been heard. Show them how they can get immediate and long-lasting results by hiring you.<\/p>\n

A customer generating system doesn\u2019t have to be that complex, but it does have to be based on your overall growth needs and goals, so make sure you know what those are from the beginning.<\/p>\n

Need more tips on how to grow your business? Check out our entire\u00a0Guide to Marketing Professional Services<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"

If you own a professional services business, odds are you’re trying to get leads in the door. What I often see is that these types of businesses develop automated lead funnels, because that’s what they’re told to do, and spend a lot of time vetting these leads, but let’s face it, they probably don’t have […]<\/p>\n","protected":false},"author":2,"featured_media":44466,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"spt_transcript":"","fifu_image_url":"","fifu_image_alt":"","footnotes":""},"categories":[11561],"tags":[700,11556],"class_list":["post-44462","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-professional-services","tag-lead-generation","tag-professional-services","post-wrapper","thrv_wrapper"],"acf":[],"yoast_head":"\nPerfect Your Lead Gen Efforts: A Guide for Service Professionals<\/title>\n<meta name=\"description\" content=\"A customer generating system doesn\u2019t have to be that complex, but it does have to be based on your overall growth 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