How to Plan your Lead Generation System to Increase Leads and Clients – Ep 15

Growing a thriving practice doesn’t happen without planning — but so many folks skip the planning, which in the long run means skipping out on the results. 

No results means …not achieving your goals. 

You probably get the feeling you’re not achieving your goals if you aren’t booking the consults you need that convert into clients. The folks who will pay you for your services. 

Here’s the thing, when it comes to getting clients, it does mean starting with getting leads and if you aren’t bringing in new leads on a consistent basis – that is something we need to address not ignore. Taking a step back and putting a few simple things into place to make some changes and start growing that list or growing it even more! 

In today’s episode, I’m going to walk you through some simple steps to review your lead generation system and funnel and make sure none of the 7 critical elements are missing! 

You’ll also learn everything you need to know to ensure your system has the makings of one that brings in leads on a regular basis, including: 

• The difference between a Lead Generation System and a Lead Generation Funnel.
• The MAIN element every Lead Generation system needs.
• The two biggest mistakes people make with their Lead Generation Systems.
• How people underestimate the power of a thank you page. 
• The biggest mistake folks make, when giving out their lead magnet. 

And you need to know you’re not alone in this. Sometimes we all need to step back and review the plan to re-do the plan and get it working again or improve what it is doing now.  

Listen in to this episode to learn how you can PLAN to get more leads and more clients for your practice. Or read all about it down below…

 

Resources Mentioned in this episode:

• Take the Marketing Foundations Quiz
• Message Kathy on IG  
• Send me a voice message 
• Free Stats Tracking Template to track your lead magnet growth  
• Book a call with Kathy C to ask about your own Lead Magnet 
• Episode #13 – 20 Types of Lead Magnets
  

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HIGHLIGHTS OF THE LESSON

How to Plan your Lead Generation System to Increase Leads and Clients 

When we talk about list building and getting leads I’m referring to an element in Pillar One of Marketing a Practice or Business Online – your Foundations. 

There are 10 foundations and #8 is your lead generation system. (Take our quiz to find out if you have all the foundations in place and get a checklist for them too.)

Let’s start with… What is a Lead Generation System?

It is the system you put in place to get new leads for your practice by having people sign up on your email marketing list. 

This is where the lead magnet comes into play – it is that carrot on a stick in your system that  you dangle in front of people to entice them to hand over their name and email address. And that is why every lead generation system includes a Lead Magnet. 

But to make this work smoothly there are 6 other elements in this system you want to have in place so that everything works and is able to take on those new leads 24-7 no matter if you are working or not. 

Your Lead Generation Funnel is part of this process as it helps you know what you’re planning!  The funnel is the path you plan for people to take when they hear about your practice or visit your website. 

The lead generation system helps make this path, your funnel, a possibility. The system has all the tools and programs and software needed to take folks on that journey. 

The lead generation system is also what helps this path happen at any time day or night, versus manually collecting names and emails to get a lead magnet out to people asking for it. (I do talk about doing this manually in the podcast, so listen in to get all that info.)

But…. it is this very lead generation system that folks often forget to plan out so that they make sure through the entire funnel people can see and get what they need to proceed through the funnel path.  

With some forethought and planning you can get these systems in place to see the success you’re after. 

Now that you know a little more about what a lead gen system and a funnel are all about let’s get into those 7 elements in a Lead Generation System and how you can plan them out for your own practice to Increase your Leads and Clients. To see that success that builds  thriving business! 

Having a good understanding of the 7 elements in a lead generation system makes it easier to plan that lead generation funnel too. 

Here are the 7 elements to PLAN and INCLUDE in your Lead Generation System:

1. LEAD MAGNET  

Your lead magnet is a free offer (eBook, PDF, checklist, mini-course or training) that you give people when they give you their name and email address.    

2. EMAIL MARKETING SYSTEM 

Using an email system to make this process work seamlessly; however, I know that when starting out, many practitioners will be challenged with the tech and not able to invest the time into setting this up or the money for a paid system.

If you feel you cannot make a system work for time or financial reasons, stick with the manual option. But I do encourage you to take some time and get help if needed. The time saved will more than make up for the money spent on a paid system.   

3. OPTIN FORM AND AUTOMATION IN YOUR EMAIL MARKETING SYSTEM 

This form is something you will set up in your email system. Then it is typically copied and used on a webpage in a way that you see those fields where people can enter their name and email address. This form also becomes a trigger for automation within the email marketing system so that all the items in elements 5, 6 and 7 that need to happen, do happen. Most email systems have ways for you to set up the automation to ensure that what needs to happen does happen once someone fills out that form. That is why they are worth paying for!  

4. LEAD GENERATION PAGE  

This is the stand-alone page on your website where people can opt in via the form to get the lead magnet. It is the initial item in the Lead Generation Funnel you are directing people to – your marketing sends them here to get the lead magnet! 

The reason I stand alone is because this page does a lot of the heavy lifting in converting those website visitors into leads. By having this page where the only action someone can take is to sign up for the lead magnet – well it makes it hard to confuse anyone. If you have a call to action that says click here to get the free guide, and the person clicks and comes to this page – they know exactly what to do. They can fill out the form to get the lead magnet. 

But there are a couple mistakes people make with their lead generation funnel. I discuss these in depth in the podcast so listen in to get that info.

5. THANK-YOU PAGE

This is a page where people go after they opt in for the lead magnet. Your email marketing system and how you set up the form makes this happen and I highly encourage a thank you page versus a simple pop up thank you message… Here’s why.

A thank you page is – and should be – a place where you can do more than just say thank you to those new people who opted in for that lead magnet. This is a waste of a step in your funnel. 

You can be more strategic and offer folks something here that helps build the relationship you just started with them. Read a blog, upsell them toa  product, give them a special deal… Get creative and strategic on this page. Never let a thanks page go to waste by just saying thanks. 

6.THANKS EMAIL –  LEAD MAGNET DELIVERY EMAIL  

This is the instant email you send the person who opted into your lead magnet. 

This thanks email should always reiterate and deliver the item they requested or give them access to it, as well as saying thanks. I like to keep these short so they focus on getting and using the lead magnet. 

You can add a PS in these to reiterate any upsell offer made on the thanks page if you want; however, don’t get too complicated or they will miss the lead magnet. You spent a lot of time developing that with a purpose, and you don’t want them to miss it. 

 7. A FOLLOWUP  SERIES OR NURTURE SEQUENCE OF EMAILS

This is a series of emails you can create to nurture that new lead who signed up for your lead magnet because once someone downloads the lead magnet from you, your emails should not stop with the thanks email!

You can also ‘nurture’ this new lead – this new person – on your list by sending them a series of emails. And I don’t mean random emails. They need to have a purpose and be planned out.

You need to know what your goal is for the lead magnet and that helps you know what to include in these emails, and what you ultimately want your leads to do. 

RECAP … 

These 7 elements are the ones to include in your lead generation system and when it’s all set up and working – that is how you can get that steady flow of leads coming into your practice. 

It can work like magic and it will work 24-7 without needing you to send emails to people so they get the lead magnet. That’s why moving into one of these systems as soon as possible is critical. So people who visit your website to get that something to help them with a problem. We want them to get it right away, your lead generation system makes this happen. It helps build those Leads! 

I cover a sample of what this all looks like when it’s setup when you listen to the entire podcast episode.

Taking time to plan this system is the best thing you can do to ensure your lead generation system is working and effective. And it all starts with the lead magnet – which is why this is an important part of your overall marketing plans. 

Your action step today… 

Review your current Lead generation system. See if you are missing any of these 7 elements and if so, do what you can to get them in place so that your marketing content can be directing people to that lead generation page and get those leads coming into your practice. 

If you need help, well that is where I can come in. Whether it’s one of my Free Marketing Bootcamps, or joining one of my programs, let’s talk and see which way is the best path for you to take. Book a call with me here. 

You don’t have to struggle alone, there is help to make your marketing less complicated  – Simplify and streamline your marketing and you will grow that thriving practice! 

Learn how you can streamline your marketing and create the least amount of content to get the most results, then grab this free guide. It shows you the ONLY 7 types of content you need that can fill your content calendar and planner!