When it comes to lead generation for your digital agency, you want to have a proven marketing engine. As you scale your agency, you grow your marketing engines to give your sales team qualified leads consistently.
Here at UGURUS, we teach a 5A Framework for lead generation. We go into detail about the 5 “A” of lead generation for your digital agency.
Today we’ll cover 5 strategies for generating leads.
Find the High-Value Audience That’s Easy To Reach
I hear so often from agency owners who ‘take everyone’.
They help with everything.
They do a ‘kitchen sink’ project.
Marketing to everyone is marketing to no one. It’s nearly impossible to generate leads when you’re inviting everyone to be your customer.
Lead Generation focused on a specific niche
Instead, think about a lead generation strategy that’s focused on a specific niche. Who exactly who you want to serve.
In our 5-A Framework live training, we akin this to a stocked fishing pond vs. fishing in an open body of water.
Go deep into your niche do develop effective marketing strategies
Think about these aspects of your marketing strategy:
- Job Function or Title
Get specific about who you can serve. As part of your marketing strategy, think about their digital marketing budgets.
Small businesses just starting out have low budgets and won’t be high-value clients. Focus on lead generation for high-value clients.
Do prospect interviews
Before running in-depth lead generation campaigns, let’s prove that your niche is in need of your high-quality services.
Talk to people in this niche. Join online groups, go to local events, and call people. Yes, really, call people on the phone.
If you already have a client or two in this niche, talk to them about their specific problems. Use their specific language in your marketing efforts.
Speaking their language will always get you more leads.
Build Authority with Existing Marketing Infrastructure
Lead generation is most effective in a one-to-many infrastructure.
Use infrastructure that’s already setup
There are 3 main categories you can think about here:
- Paid Ads
Content Lead Generation
Blogs, stages, podcast interviews, webinars, social, and newsletters. Whatever lead generation process you engage in for Content Lead Generation, make sure you’re using language and a tested niche.
Lead generation campaigns within content can be writing, hiring a ghostwriter, or VA to help with content creation.
Examples of Content Lead Generation: Blogs, stages, podcast interviews, webinars, social, and newsletters
You can transcribe videos you’ve created or other content you’ve shared with paid clients or as a value add content.
Search Engine Optimization
Search engine optimization can serve as a tool on a one-to-many channel. Effective, helpful, human-written content can get you new leads and prospective clients.
If delivering content is part of your digital strategy, remember that you can repurpose content you’ve already written, recorded, or otherwise created.
Search engine optimization can be an effective tool for agency lead generation.
Social Media Marketing For Agency Lead Generation
Social media marketing has exploded and serves as an effective one-to-many marketing channel. You can use social media pages to build authority and attract new leads and prospective clients.
Use Content You’ve Already Created
Many times, you can use content that you already have created rather than creating lead generation content from scratch.
If you already have a few clients in your agency, look at where these qualified leads came from. Ask them how they found you, where they were looking, and why you.
This will help you craft your lead generation efforts to exactly who you want to work with.
Speak Their Language
Get inside your ideal customer’s head. This makes lead generation a breeze. You are saying exactly what they’re thinking.
You build immediate trust. You are the authority. They want to work with you because you understand their pain points before you even meet.
When your use appointment setting, messaging on your lead generation eases the entire sales funnel from start to finish.
Do client interviews
Record them. Go back and listen to them. Pull out specific words, problems, and insights from them.
Don’t project and don’t make up their language. Let them pave the way to seamless lead generation.
When you’re speaking with potential clients through your appointment setting sales funnel, knowing their problems and speaking their language will ease the conversation.
They do not have to explain the pain points because your setter team already understands those.
Their just agitating them because you have a known and proven solution.
Build Your Authority
Being an authority in your niche is another way to pave the way to easy lead generation.
When you work with a specific niche, you’re not figuring it out every step of the way on a project.
You know their industry just as well as they do. Lead generation becomes a breeze because you have such a reputation in their industry they are seeking you out.
You’ve proven time and again that you’re the expert.
You’ve known in your niche as the expert. Your agency is known for doing the highest quality work.
Your agency is known for its ability to solve the niche’s biggest problem.
Whether you are a lead gen agency, a digital marketing agency, an SEO agency, a social media agency, or a website development agency, you’re the expert.
As you start to define your niche and build authority, you can develop parallel relationships with complementary agencies to develop even more lead generation.
A note on quality
When it comes to lead generation, more isn’t always better.
Let’s say that you have 10 leads per month coming in, but zero clients; increasing that to 100 leads from the same source may not work for you.
If you can get 10 leads coming in from a different source and get 1 or 2 clients, that’s a more quality ‘pond’ to fish.
Find a quality source (or pond) for these leads, then think about scaling content, budgets, or other inputs to achieve more lead generation.
Follow Up From Lead Generation
When you start lead generation activities, it’s important to have a defined path for these leads.
For example, are they going into an appointment setting funnel? Once they fill out lead forms, how do they get to the sales team?
Are you running regular webinars or live trainings to build authority and warm up your new leads?
Do you have an application or other lead form setup to qualify these leads?
Popular lead magnets can be a great entry path, but make sure you have a nurture funnel built to lead them to the sales team or otherwise qualify them to work with you.
We’ve worked with thousands of digital agencies on lead generation.
A Real World Account Of This Lead Generation System
Here from an agency owner like you who used our UACADEMY program to get more leads.
Before UACADEMY, I was doing everything wrong.
“I was guessing what my client’s needs were…”
I was guessing what the client’s needs were, I was cutting prices, and worst of all, I had no system for effectively generating new leads.
I needed help, so I enrolled in UACADEMY.
Once I learned how to implement the right systems, based on having clear strategies, consistency, and accountability, my business gained incredible momentum.
Now my business is thriving.
Here are the three keys to creating a lead generation system that will help you grow faster than you ever imagined.
Having a Clear Strategy For Lead Generation
People typically go wrong by trying to connect with everyone. You must connect with the right people to experience growth. You’ll need clear marketing strategies for this.
We’ve been nicknamed the “LinkedIn Gangsters” because we do a ton of lead generation through LinkedIn.
We like LinkedIn because it allows us to target specific types of people and connect with them fairly easily.
We dialed in our lead generation and lead generation strategies with LinkedIn.
By reaching out to the right types of people, we’ve been able to build a strong network and generate leads.
Our strategy has allowed us to create over 3,500 new connections. While that number is impressive, it’s even more impressive that these connections typically lead to one or two new clients each month.
We don’t have to sell them right away.
We just have to connect.
Then, when we post to social media, they have the opportunity to follow our business, gain value from our work, build trust and eventually hire us.
You’ll need to develop clear marketing strategies that are right for your business.
No one else knows what you need, but know that reaching your ideal clients is key. Once you have a lead generation strategy clearly defined, you’ll need to implement it consistently.
Finding time for lead generation is one of the greatest struggles web professionals have.
You must continuously work your system.
No matter how busy we get, we dedicate 60-90 minutes a day to lead generation. It’s a top priority.
And because we’re consistent, we get 90% of our high-quality clients through our system.
If you get overwhelmed trying to do lead generation along with client work, try farming it out.
But make sure it’s happening every day.
It takes up to three months to generate momentum. Consistency in your strategy is the only way to achieve this. Then, once you’ve created that momentum, never stop.
Make your system a priority every day, and it will pay dividends.
But it’s easy to use busyness as an excuse for not pursuing new leads. You’re going to need some accountability to someone other than yourself.
Before I enrolled in UACADEMY, I was desperate for specific lead generation strategies I could implement right away. But implementation wasn’t enough. I needed accountability.
I’ve been in business for a lot of years, and I’ve only had a few people I could reach out and talk to openly. But it wasn’t consistent, and I didn’t share everything.
Once I found the UACADEMY Community, I immediately knew I was in the right place.
Because this community is working through similar struggles within the same industry, they’re able to offer specific advice. This group of peers is important for accountability.
The community is a huge part of learning about new ideas, creating better systems, implementing those systems, and being held accountable for what works and what doesn’t.
Finding the $10K Community has created transformative change in my business and life.
Start Getting More Leads Today
The best way to start getting more leads today is to register for our next small-group training focused on lead generation.
Register: Lead Generation For Your Digital Agency
Secondly, schedule a call with the UGURUS team to ask specific questions about lead generation strategies specific to your agency and nice.
Even if you don’t want to join UACADEMY, we’re still happy to help solve your lead generation problems and get you set on the right track.
Connect with Like-Minded Agency Owners
We have a robust community of digital agency owners working together and learning from each other. We offer this group free coaching from the UGURUS mentor team and staff.
Agency Owners Looking For Leads
The community is free to join at this point in time.
Join the Profitable Digital Agencies group.