$100M Leads Flashcards
In what 2 ways can a business grow
- Get more customers
- Make costumers worth more
In what 4 ways do you get more customers?
- More leads
- Better leads
- Cheaper leads
- Reliably (from lots of places)
Define lead
Someone you can contact
Define engaged lead
Someone who gives contact info and shows interest
7 steps to creating a lead magnet
- Problem
- Solution
- Delivery
- Name it
- Easy to consume
- Make it good
- Easy to ask for more
3 types of lead magnets
- Reveal problem
- Free trial
- Free step 1 of X
Define CTA
Call to action tells a customer 1) what to do and 2) why to do it now
3 types of “why to do it now” reasons for CTAs
- Urgency
- Scarcity
- Make up a reason
Warm audience
People who gave you permission to contact them
Cold audience
People who didn’t give you permission to contact them
Core Four
- Warm outreach
- Cold outreach
- Post free content
- Run paid ads
5 steps to do warm outreach
- Segment Contacts
- Choose Platforms
- Personalize Messages (ACA)
- Offer Value (Val. Eq.)
- Maintain Engagement
Value equation
Dream outcome X perceived % chance of outcome
———————
Time X effort
3 parts of the Content Unit
- Hook
- Retain
- Reward
“Jab, jab, jab, right hook” method
Giving to your audience many times before making an ask (with a ratio of about 4:1)
2 ways to scaling a warm audience
- Depth then width
- Width then depth
3 ways to make a leads list
- Software “scrape em”
- Brokers “buy em”
- Manual “look for em”
How to talk to your leads list
Personalize, then give Value
Steps to maximize volume of interactions with the lead list
- Automate delivery
- Automate distribution
- Follow up. More times; more ways
“Who What When” Framework
Analyzes the: value equation, given to whom, and when is the best time to give it
LTGP
Lifetime gross profit from a customer
CAC
Customer acquisition cost; how much it costs to lead a customer down the funnel and to convert
4 types of “lead getters”
Customers
Employees
Agencies
Affiliates
Referral growth equation
Clients referred - Clients churned = growth
7 ways to ask for referrals
- Pay the CAC to referrer
- Pay CAC to both parties
- Ask for a referral as they buy
- Discount for referral
- Referral events
- Referral programs
- Unlockable referral bonuses
How to make a SOP for an employee
- Document
- Demonstrate
- Duplicate
