Last updated on February 25th, 2025 at 06:09 am
If a fish’s growth is limited by the size of the tank it occupies, then your business growth is limited by the number of leads that you generate.
Plain and simple.
That’s because turning people into paying customers is a process… not a one-pitch phenomenon.
You need to build rapport, tell your story, educate your target market, and then sell your products or services.
And more leads… means more sales.
Here are 5 secret tips to help you generate more leads for your business.
Take Our 5-Day Lead Gen Challenge Now!
1. Get SUPER Clear On Your Target Market
Before you can create a consistent flow of leads, you need to understand your target market.
Like… really understand them.
Maybe even better than they understand themselves.
Why?
Two reasons.
First, you can’t generate a lead (i.e. someone who is a PART of your target market) unless you know who your target market is.
And second, attracting leads is a matter of communicating clearly about what you can offer them. But if you don’t know who your target market is and what they want… then you won’t be able to communicate clearly.
So.
Pop quiz!
Can you answer these questions with confidence and clarity about your target market?
- What is their demographic?
- Where do they live?
- What industry do they work in?
- How much do they earn?
- What are their hobbies?
- Where do they hang out online?
- What is important to them?
- What are they afraid of?
- What do they want most out of life?
- What challenges do they face?
- What other products/services do they use?
I know.
It seems like a lot.
But if you don’t have clarity on this, it’s going to be about 1000x more difficult to generate leads and grow your business.
Nail this, though, and you’ll have a leg up on every other entrepreneur who’s trying to build a business that’s generic.
Here’s an awesome video you should check out if you want to learn more about creating your customer avatar… but keep in mind — if you’re really struggling to nail down who your target market is, then you might need to step back and rethink the products or services that you’re offering.
Keep it niche!
2. Start With Free Stuff
Okay — so let’s assume that you’ve nailed your target market.
You know exactly who you serve, what they want, where they live, and how many beard hairs they have per capita.
Awesome.
But how are you going to generate leads?
And to be clear, when we say “generate leads”, we’re talking about getting these people on your email list so you can contact them consistently, build rapport, and turn them into customers!
So.
How are you going to do that?
Well, you obviously can’t kick down the door and ask them to buy your most expensive product.
It’d be great if you could… but you can’t.
You’ve got to start by offering them something super awesome for free — something that they (your target market) really want.
This is called a lead magnet.
And it looks like this…
Or this…
Or this…
See!
We even do this — so it must work! 😀
In fact, we offer a lot of different lead magnets on our website and through advertisements to attract different types of people within our target market.
Scroll around this page and you’ll find a few!
That’s the type of thing you want to create.
Ask yourself this…
What could I create in one hour that would solve one important problem for my target market?
Then create something! It could be a free eBook, a masterclass, a cheat sheet, or something else.
Give it to people for free and only ask for their email address in return.
Muahahaha — now you’ve got their email address forever!
Unless, of course, they unsubscribe.
3. Make Sense of Your Value Ladder
What’s the value of a lead?
On its own, a lead is about as valuable as a bullet without a gun.
You could maybe throw the bullet at someone and it might sting a little. But that’s not really the purpose of the bullet, is it?
And the purpose of a lead isn’t to sit there, forget about your business, and buy from your competitors.
The purpose of generating leads is to then turn those leads into paying customers.
That’s where having a clear idea of your value ladder comes into play.
Think of a value ladder as your internal plan for how leads and customers will ascend from product to product or service to service.
First, they’ll get this, then they’ll buy this, then they’ll pay us a million dollars for our most expensive offer.
You get the idea.
It looks like this…
Each step of the value ladder — it really looks more like a staircase, Russell… — represents one of your offers.
The lower steps offer that are less valuable and more affordable.
The higher steps are indicated as more valuable and more expensive.
Your goal is to take people from the bottom of the value ladder (i.e. your lead magnet) to the tippy top (your million-dollar offer), one step at a time.
Oh — and you see those arrows with dollar signs at the bottom?
That’s your continuity offer that keeps your business afloat; your monthly or yearly subscription.
Here’s an example of what our value ladder looked like for our DotCom Secrets launch…
And here — on the other side of the spectrum — is what a value ladder might look like for a dentist’s office.
Why is this important?
Because once you know what your value ladder looks like, you can drive people to the natural next step!
Just bought this? Buy this next!
What’s your value ladder look like?
Take a few minutes and try to outline it — that won’t just help you generate leads… it’ll help you figure out what to do with the leads you generate.
4. Leverage the Dream 100
In his best-selling book — we’re talking, a bestseller on the New York Times List! — Traffic Secrets, Russell Brunson explains something called “The Dream 100” in awesome detail.
This is the process he’s used to grow ClickFunnels into a business that’s now worth hundreds of millions of dollars (which is crazy!).
AND it’s the process he used to forge a friendship with Tony Robbins 😎
Okay.
So how does this super neat process work?
Here’s an UBER simplified version…
- Make a list of 100 different places where your target market congregates online. This includes influencers they follow, YouTube channels they subscribe to, newsletters they read, Facebook Groups they engage in, so on and so forth.
- Infiltrate your Dream 100 list with your lead magnet to turn those people into your very own list of subscribers. You can either buy your way in (pay someone to be included) or work your way in (build meaningful and authentic relationships with key decision-makers).
As you might have guessed, this process gives you complete access to the places where your target market is already hanging out online…
Which means you’ve got a huge pool of leads to pull from.
Here’s how Russell puts it…
This is true no matter who your dream customer is. The internet has made it so that when you find those existing congregations of your dream customers, it’s like catching fish in a barrel. YOu simply have to find the barrel of fish with your dream customers and throw in your hooks. If your hook is good, it will pull people from that barrel into your funnels.
To create a great hook, check out our tip about lead magnets.
And if you want to learn more about the Dream 100 process, check out our ultimate guide to the Dream 100.
5. Email, Email, Email
When we talk about “leads”, what we’re really talking about is building an email list.
An email list is the best place to build an audience of “leads” because there’s no gatekeeper (like on social media), you can contact people whenever you want, and you can sell them whatever you want.
Oookay.
So you’ve got leads.
Now what?
What do you send them?
Start with what we call a Soap Opera Sequence — this is a series of 5-7 emails that introduce your brand, build rapport, and guide people toward the next step in your value ladder. These should fire immediately after someone joins your email list.
That’ll help you turn leads into paying customers on autopilot.
And then you can stop contacting your customers through email forever!
Just kidding.
But what do you send after people stop receiving the Soap Opera Sequence?
We recommend sending daily Seinfeld emails. Check out the video below to learn how these work — you’ll send one every day, each one will help you make sales, and they only take a few minutes to put together.
Final Thoughts
Your business is a fish. And it needs a bigger tank if it’s —
You know what.
Enough fish metaphors.
You need a consistent and predictable flow of leads if you’re going to systematically grow your business.
Use the tips above to make your lead-gen dreams a reality. And click the link below to join our 5-day lead-gen challenge for free!