One of the most frustrating aspects of running an online business is generating good quality, paying leads. With the overflow of information that most prospects are facing, they research for free information, and free information only.
So how can you find leads that are ready to buy from you?
The best way to start attracting paying leads is to stop focusing on “generic searchers” – avoid focusing your website on “canon cameras”, and instead, focus on “deals on canon cameras”, “buy canon cameras”, or “canon cameras free shipping”.
Focusing on specific searches brings customers that have passed the decision making process and are ready to buy. This approach is by far the most effective way to generate paying leads, and even though you may not get as much traffic, you will experience a much more effective conversion rate.
Another powerful approach to generating paying leads, instead of “freebies”, is to design your marketing to be ULTRA specific, for example:
Massive market: digital cameras > Generic Market: Canon cameras > Specific Market: Canon powershot cameras > Ultra specific market: canon EOS SLR
As you move further into the buying process for any market, you’ll find less curious prospects and more actual buyers. Those are the ones you want to target for instant results. When positioned at the bottom of the sales funnel, you’ll get less leads, but those will be effective, decidedly paying leads.
Now, one thing has to be stated here, and that is there are no markets too small. A student of Frank Kern reportedly made millions selling piano lessons infoproducts. Can you imagine how small the percentage of piano students looking for an ebook is?
To really get this message across, picture a customer walking into a store with his credit card in hand. Now, imagine you were able to plant a detour sign with a big bright arrow pointing towards your own store. Would that drive buyers into your store?
Of course, this is a rather drastic and unethical approach, but you get the picture. To generate paying leads, make sure you offer exactly what they’re looking for, and leave no room for “but..” Give them exactly what they want, and you found yourself a buyer.