Attract Better Leads: What You’re Doing Wrong and How to Fix It [Endless Customers Podcast Ep. 45]

About This Episode

“A lot of industries are down right now. Just across the board. The good thing about that is there’s some pain. And pain usually means innovation.” states Marcus Sheridan, author, keynote speaker, and partner at IMPACT.

In this episode of Endless Customers, Alex Winter and Marcus Sheridan discuss strategies for boosting lead generation when your funnel is dry. Marcus shares the success of Shasta Pools, a concrete pool builder in Arizona, who took a chance on a self-service tool during their busy season. Shasta Pools doubled its leads year over year by implementing a pricing calculator, a tool rarely seen in their industry.

While Marcus is known for his inbound marketing methodology, he does mention that there are some faster ways to bring leads if your situation is urgent: “If you need leads right now, you should be doing some type of paid campaign. Whether it’s on Google, whether it’s on social…there’s few things that are more effective in terms of just immediacy than turning on a campaign.”

However, this doesn’t mean that paying for a campaign will be a guaranteed win. You still have to craft a clear, quality message, or the leads you get will not be a good fit to buy from your company: “Leads are as good or as bad as the messaging that brought them there.”

Marcus emphasizes the importance of continuous content creation for all businesses, but adding elements to your marketing mix that your current prospects are craving. “You can’t do things like you’ve always done them.” Whether through implementing self-service tools, investing in paid advertising, or adopting personalized outreach, businesses must evolve their lead generation strategies to stay ahead.

Connect with Marcus

Marcus Sheridan is a writer, speaker, and business expert who’s worked with companies all over the world. Marcus is the author of They Ask, You Answer and co-author of The Visual Sale.

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