Three Things You MUST Understand About the Lead-Generation Process

18.01.2017 |

Episode #1 of the course How to generate more leads through your website by Lauren Pawell



I’m excited to share a blueprint that will allow you to generate more leads through your website.

I KNOW you’ve worked pretty dang hard on getting that site up and running.

It’s now time to start generating some business through that bad boy so you can spend more of your time closing deals, running your company, and living your life.

Before we dive into the nitty gritty, I want to take a step back and look at the bigger picture.


Because if you’re going to materially increase your website lead volume, you first need to have a high-level understanding of the process.


#1: The Quality of Your Website Traffic Matters

Getting oodles of traffic to your website is a nice goal, but it doesn’t mean diddly squat if you aren’t attracting the RIGHT type of traffic.

100 visits by Internet users who fit your ideal customer profile is far better than 100,000 visits by individuals who aren’t ever going to become customers.

Are you with me on this?

Likewise, here’s the first thing you want to think about when it comes to generating leads through your website. EVERY. SINGLE. PART of your site needs to be designed to attract your ideal customer while repelling everyone else.

You want anyone who isn’t in your target market to leave your website immediately.

They aren’t going to ever buy from you, so don’t spend any of your hard-earned marketing dollars (and effort) on converting them into leads.

Accordingly, you need to get really clear on who your ideal customer is.

Because better website visitors = higher-quality leads.


#2: Lead Generation is Not a One-Step Process

The lead generation process is like dating.

It takes a number of dates before you can convince your hot fling to be your one-and-only.

It takes many more dates before you’ll introduce your significant other to your family.

Even more time and interaction is required before you’ll decide it’s time to pop the question, stand up in front of loved ones, say your vows, and bring a few kiddos into the world.

Do you see where I’m going with this?

There is very little chance that an individual on your site from cold traffic will turn into a lead on their first visit.

They just don’t know enough about you or your business yet.

I mean come on—it’s still your first date. It’s not even kosher to hold hands yet.

As we walk through this lead generation blueprint over the next few days, I want you to remember that these methods are designed to be used together.

Don’t implement only one technique. This would be the equivalent of never getting a digital Tinder convo to turn into a real-life date.

Who wants to waste their time on small talk with 100 people when you can get hot and heavy with five instead?

So remember, when it comes to lead generation, as Aristotle said, “The whole is greater than the sum of its parts.”


#3: You Need an Automated System

“Automation” is a hot buzzword right now in the marketing world.

And why shouldn’t it be?

I mean, I know there are those out there who are afraid robots are going to take over our jobs and dominate the world.

But why shouldn’t we let them if it frees up our time to focus on bigger and better things?

You don’t want to be spending your time doing all the work manually, lead by lead.

When you have a system in place designed to convert a percentage of your website traffic into leads and then nurture these leads in an automated way—well, first of all, a lot of the selling is done for you!

Plus, you’re free to use all that new-found time to:

• Develop new products
• Train new employees
• Travel the world
• Binge-watch your newest Netflix obsession

…You get the idea.

Because if there’s one thing you can’t ever get more of, it’s time.

In tomorrow’s lesson, we’re going to talk about the key website metrics you need to know and how to set them up.

Here’s to your ongoing online success,


Recommended book

“Inbound Marketing: Attract, Engage, and Delight Customers” by Brian Halligan, Dharmesh Shah


Recommended course on Coursera

How to Finance and Grow Your Startup – Without VC


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