Do you need more leads? If you’re like most business owners, the answer is yes. But what if there was a way to get more leads with less effort? It sounds too good to be true, but it’s not. In this episode, Samantha and Tim talk about how you can get more leads with less effort.
They share some specific strategies that you can use to get more leads without spending all your time on lead generation. And they also talk about the importance of quality over quantity when it comes to attracting prospects.
As a business owner, it’s critical to have a systemised lead generation strategy. Thankfully, there is a way to get more leads with less effort.
IN THIS EPISODE YOU’LL DISCOVER:
- Creating a lead generation strategy (02:01)
- Knowing who you are selling to (05:52)
- What do you want your clients to buy? (10:01)
- Finding the right clients in the right place (12:23)
- When should you reach out to your prospects? (17:02)
- “If you don’t know what you’re selling, then how do others know what you’re selling?” -Samantha Riley
- “Sometimes you need to get clear on what you don’t want to get even more clarity on who it is that you DO want to be working with.” -Samantha Riley
- “We’ve got to reach people not just where they are, but also at the right time.” -Tim Hyde
- Influence By Design Episode 404: Facebook Ads that Work with Adrienne Richardson
This episode is sponsored by Your Podcast Concierge. Affordable podcast production for coaches and speakers who want to increase their authority and generate leads from their show. You press record, and let them do the rest.
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WHERE TO FIND TIM HYDE
- Website: https://winmoreclients.com.au/
- Facebook: Win More Clients
- LinkedIn: Tim Hyde
CONNECT WITH SAMANTHA RILEY
- Facebook: Samantha Riley
- Instagram: @thesamriley
- LinkedIn: Samantha Riley
- Twitter: @thesamriley
Samantha Riley Intro 0:00
The first question that you absolutely should be asking yourself, and I think that you should be asking yourself this multiple times a year to make sure that you’re on track is who are you selling to
Tim Hyde 0:12
try and look at? What are the commonalities between those clients? What is it about the clients that we’re not getting great results for, and who were the clients we’re getting really, really good results for.
Samantha Riley 0:22
My name is Samantha Riley, and this is the podcast for experts who want to be the unapologetic leader in their industry. We’re going to share the latest business growth, marketing and leadership strategies, as well as discussing how you can use your human design to create success in business and life. Inside and out. It’s time to take your influence, income and impact to the level you know you’re capable of. Are you ready to make a bigger difference and scale up? This is the influence by design podcast. Welcome to today’s episode of influence by design, I’m your co host for today’s summit, the Reilly joined by my partner in crime here, Tim Hyde. How are you, Tim?
Tim Hyde 1:03
I am excellent. I’m just wondering what today’s crime might be?
Samantha Riley 1:07
Well, I was just gonna say like, not not the, as I said it, I was like, not in actual crime. But my sister and I always used to have a joke that we were each other’s partner in crime. And my kids knew that’s when the Auntie’s were going to get together and go a bit silly and probably have a few wines.
Tim Hyde 1:27
It’s one of those drinking games, what would you be? Would you be arrested for, if you
Samantha Riley 1:35
wish, we’re not going to be a restaurant? We’re just here to have fun and talk about leads today we’re going to talk about, you know, how to get more leads, maybe? If you want more Leads? That’s the question
Tim Hyde 1:48
did, it’s we worked up talking off here, that I have connected with a bunch of people lately, who are like, I don’t need more leads, I’ve got plenty I’m gonna do you just mean, you don’t want me to try and pitch you.
Samantha Riley 2:01
Which is, which is more likely what the conversation is. But I would say that most business owners that I speak to do want more leads. And the reason that we’re chatting about this today is that you and I have both had conversations with separate people during the week that we’ve had this conversation with, and that that person really hasn’t had a strategy. They don’t know why they’re doing the things that they do, which makes it very difficult to start to put a system in place.
Tim Hyde 2:31
Yeah, absolutely. And you often we often go into these conversations thinking that, you know, this is a fundamental that you should have sorted out, and who do I want to sell to? Where are they, you know, the customer avatar, aren’t your ideal client profile? And sometimes it’s called. And you need to answer this question. I think, first and foremost, when you when you look into a get into business, and if you haven’t done looking to grow to make sure that you actually reaching the right people with the right message, and in the right place. And if you don’t have it, you’re actually going to find things very, very difficult to, to do something interesting.
Samantha Riley 3:12
Yeah, totally. So this could maybe your feeling at the moment that you’re you’re doing okay, but you feel like that maybe there’s a little bit more hustle involved than you’d like or a little bit more effort involved, then you would like to be able to get to the next level. So today, we’re going to talk about why that might be and how to simply, you know, look at things in a different way and change some things up so that you can take your business to the next level, get more leads. And the right kind of leads us just any leads.
Tim Hyde 3:48
years ago, my wife was the marketing assistant for a real estate agency, and one of the agents came up to her. And we’re talking 1015 years ago now. One of the agents came up to her and said, Oh, Penny, can you help me get on to LinkedIn? And pens like no problems at all? What do you what do you want to? What do you want to do on LinkedIn? And the reply came back, I don’t know, I was just told I should be. I think this kind of typifies the conversation that might be going on in your head right now, if you don’t know why you’re on a particular channel. Pay attention the next 10 minutes because we’re going to reveal the secret for you.
Samantha Riley 4:28
Absolutely. So essentially, the question that I’ve been, or I did ask this person that I was having the conversation with, is, who he’s selling to, and what do you want them to buy? And that’s what we’re going to unpack because essentially, if you don’t know what you’re selling, or you’re not super clear on what you’re selling, then how to others know what you’re selling.
Tim Hyde 4:53
How do you how do you think this manifests you know, what could what could someone be looking for to go, this is actually my problem.
Samantha Riley 5:02
Yeah. And I will I think, what I mentioned before that you could feel like you’re doing okay, but you’re working really hard to get new leads, like really hustling. It could be that you’re attracting the wrong kind of clients, or the not even the wrong kind of clients. But the clients that you don’t necessarily want to work with, they’re not your ideal client.
Tim Hyde 5:25
Yeah, just feels a bit difficult, doesn’t it, you’re not quite getting the results that you think someone should be getting. Or you have this sort of animosity between you and your client is tension, this unsafe, one written tension between new new client, you might be having to give lots of refunds to people because they’re not getting results that you’re sort of promising. These are good indications, I think that she probably not necessarily bringing the right clients in.
Samantha Riley 5:52
Yeah. So if any of those are feeling like that that’s resonating, then let’s dive in Tim. Yeah. So the first question that you absolutely should be asking yourself, and I think that you should be asking yourself this multiple times a year, to make sure that you’re on track is who are you selling to? I don’t think this is a one time when you’re a startup, we do this once and we walk away from it. I think that you need to be reviewing this multiple times a year with yourself and your team, because it’s very easy to get 1% or 2% off track. And, you know, over time, end up goodness, nice way here.
Tim Hyde 6:39
Yeah. I think this is a good rule, generally, to do. I did suggest to my son the other day that you know, he should every six months look at his group of friends and go and who is the one that’s dragging us down to get rid of them and replace them with someone better? Oh, my goodness, that’s horrible. It’s a little bit harsh. Yeah, as a 16 year old, we want to make sure that he’s surrounding himself with the right, you know, with the right positive influences, and certainly a lot of people at that age group, as we know, can, you know, surround themselves with potentially the wrong influences? Because we just don’t know, right? But I caught my wife saying, Oh, don’t be silly. Tonight, when you go out, don’t do anything stupid. And of course, as a 16 year old, you don’t know what stupid is yet, because you haven’t done.
Samantha Riley 7:21
You haven’t done it. But you know, afterwards,
Tim Hyde 7:23
you know, afterwards. And in some cases, that customer is the same, and we shouldn’t be doing this exercise on a regular basis to go, who is, you know, who is the client that I’m getting a really good result for, that I really enjoy working with? Alright, and it seems quite effortless, and who is the client that I’m finding it more difficult with? And you’re not necessarily you don’t necessarily have put names on them? But, you know, try and look at what are the commonalities between those clients? And what is it about the clients that we’re not getting great results for? And that I think that happens in every single business? And who were the clients were getting really, really good results for? And what unifies those clients, and then constantly kind of come back to who were the good clients, who were the good clients, who are the clients, and that will change your absolute rights. And that will change over time. It’s been a conversation that we’ve had in the evolution of this podcast over now. 400 episodes, which is pretty amazing. That we, you know, we’ve evolved our businesses to serve different people than certainly where we were when we started as well. And that’s part of that evolution, evolutionary process. Who am I selling to? And how can I get them better results?
Samantha Riley 8:33
I just want to tap into one thing that you said before in Who’s that? That good client? And by that we mean, who is that good client for you? We’re not talking about there’s good clients and bad clients, because that’s not the case. We’re talking about who is good for you, you know, tapping into what you just said, Tim, you know, who is it that that feels easy? Who is it that you enjoy to work with? Who do you get great results for? Because when you’re able to really articulate that? Well, it means that you’re able to set up boundaries, or, or rules, I guess, that if someone comes in and they don’t quite fit that you’re able to refer them on, and that keeps the feeling in your business really nice. Yeah.
Tim Hyde 9:16
And it actually makes it a far more enjoyable place to work for your staff as well as likely, generally speaking, more harmonious, but definitely definitely did it right. Who are they? What are the what are the unifying characteristics? I think that’s one of the unifying characteristics of the people we really love working with.
Samantha Riley 9:37
If you start to go through this process, and you get a bit stuck, ask yourself, what what are the characteristics that you don’t like? Because sometimes you need to go through, you know what it is that you don’t want or what it is that you don’t like to be able to get even more clarity on who it is that you you do want to be working with. So So that’s the first one who are you selling to? Hey, yep.
Tim Hyde 10:01
Okay, let’s look at number two. And this is a fun one. What do you want them to buy? I want to tell you a story here.
Samantha Riley 10:10
Yes, I can I can’t wait for this one. We’re gonna
Tim Hyde 10:13
have we have this sort of idea this elevator pitch, right? Everyone’s heard of the elevator pitch. It’s it’s the kind of thing that you would say to someone when they say what do you do. And you’ve got the, you know, the period of an elevator ride to explain it in a way that they understand it, right. It’s a concept that’s often used in networking as well. But you really want to use one or two sentences to really say, this is the thing we do. And this is who we need to work for. And this is the outcome we create. I do recall at least one occasion, let’s say it probably is more like, you know, four or 500 occasions where someone gets up at a networking event, or they’re 40 seconds, they’re 45 seconds, they’re 62nd pitch or whatever. And at the end of it, you are left scratching your head going, I am no wiser about what it is you do and what you actually want people to buy from you. And if you ever find yourself in a position of giving a very long winded explanation about what you want someone to buy, and then you get into the your history and how it serves people and stuff. You’re not answering this question. Mm hmm.
Samantha Riley 11:21
Absolutely. I, I this is a question that I’ve been asking in this way. A little bit more recently. You know, I think that we can get caught up saying, you know, what is the journey you want your ideal avatar to go on? Or, you know, we talked about things like that. And just a few weeks ago, I was like, no, let’s just pare that back. Because I was there were people that were sort of going off all over the shop, and I went stop. What do you want them to buy? Oh, yeah, well, I want them to buy this thing. Okay, let’s reverse engineer that. So let’s pay back all the journey. And let’s you know, at this point, it’s just straight out what do you want them to buy?
Tim Hyde 12:02
It should surely be a one sentence, or one or two word thing. I want them to buy my course on this price. I want them to buy consulting time. Got it?
Samantha Riley 12:13
Yes, I want them to buy this program. I want them to buy this course. Because until you know what you want this person to buy. It is very difficult to come up with a strategy and to get more leads easily and effortlessly. Do you need to have a strategy?
Tim Hyde 12:33
Okay, number three is what’s possibly most important.
Samantha Riley 12:38
Exactly. When you know who you’re selling to, and you know what you want them to buy? Now, the only thing you need to know is where are they? Yeah, well. They need to have a conversation with them. Right? They’re not just going to magically know.
Tim Hyde 12:54
Okay, it’d be it’d be good I use a fishing for for all the people who enjoy fishing. And you can go to your local River Lake, Oceanside Beach, whatever. And you can know that you want to catch tuna and, and you’ve got the right bait, but if you’re fishing in an area that has no tuna, you’re in real trouble. Huh? Okay. Yeah, Trina being a saltwater fish, you’re not gonna catch tuna in a lake
Samantha Riley 13:24
in the lake. Can I just say, you said for the people that enjoy fishing, I enjoyed your metaphor. I hate fishing. So I just wanted to say that
Tim Hyde 13:31
you have to understand fishing a little. I enjoyed, I enjoyed your metaphor. We need those things, you know what fish, what bite and what pond to put you bite into in order to catch the right fish. And I think it’s the same with clients as well. I did have a client I consulted who was a wedding celebrant many, many years ago, and we just did a three or four hour session together. And he had spent his his area of specialization as a celebrant was in alternative weddings for people who were typically on their second marriage with mature children. Okay, so quite a, you know, a quite an articulated niche. He was selling wedding services for them. Right. He was really interested in cat, you know, which was probably was more I was into sort of the alternative wedding space. But he had spent three years trying to connect with his ideal audience on LinkedIn. Uh huh. Okay, now, are there people in their 40s and 50s and 60s are on their second marriage on lately? Absolutely. Okay. Are there people on LinkedIn who have mature children, right? Absolutely. They are. Are there people who live alternative lifestyles on LinkedIn? Absolutely. There are. Right? Is that the space They’re learning about, you know, celebrants? Probably not so much, not so much. Okay. Yeah. Whereas say Facebook, you know, Facebook has an algorithm that, you know, specifically allows to advertise to people who change their relationship status. Mm hmm. Okay, who put up photos of their wedding? And talk about their relationships on Facebook, whereas your LinkedIn. And so this is a really good example. I know, we’re using sort of, in this case, social media as a microcosm of where people, you know, where are they. But I think that applies to just about anything, right? If you want to reach school mums, when you go, you might go to the PNC, you might go and hang out at the school after, you know, after school hours. If you wanted to reach, you know, people who own homes you might get on radio, or you might put a billboard on the busiest street, you know, in your particular area that people drive past every single day. You know, that might be something that you, you know, that you do. And so I think what we’re gonna look at is not when when we go, where are they? And obviously, what they want and why it allows us to really craft a marketing message that specifically resonates to people and is in a location where they’re receptive to that message.
Samantha Riley 16:20
Yes, and I want to repeat that piece, right there. It’s not just where are they? But where are they most receptive to some sort of message that would encourage them to take the next step in buying your product, because sometimes, exactly as you just explained, that may be different and oftentimes is and I know this is something that Adrian Richardson and I talked about in episode 404, which was just last week’s episode. And she dived into this further, so if you want to sort of hear more about this, head over to Episode 404, will pop that link in the show notes.
Tim Hyde 17:02
You know, it’s important to know where they are, but also what the most receptive time for them to reach it reach that person is fine if you are doing let’s pick one door to door vacuum sales. And you wanted to sell the vacuum cleaners. I particularly remember my parents buy from door to door sales, but
Samantha Riley 17:21
I think my parents did, too. I remember an Electrolux guy coming through red door one day
Tim Hyde 17:26
was electric it I can’t remember what was a Kirby vacuum cleaner, I think. Obviously, you know, incredible vacuum cleaner. But it wasn’t, it wasn’t six o’clock at night when that when that salesperson was knocking on the door. Even though my parents were home at six o’clock at night. What they were doing was trying to prepare dinner for the whole family. And so we’ve got to reach people, not just where they are, but also at the right time. And I think that’s an important sort of thing to really consider one of my pet hates, and I don’t understand why anyone does it is is cinema advertising. Where they put all of their ads for the you know, the restaurants on at the beginning of the movie
Samantha Riley 18:18
that when you’re about to go to dinner after the movie,
Tim Hyde 18:21
that’s fine. Okay, I’ve already made a booking at that stage or I’m going to dinner and it’s called it’s not called Movie and dinner it’s called Dinner and a movie right because you know, so we will see all the ads for the you know, we see all the ads there for you know, restaurants in the local area. It’s just cinema when you go and watch it and you sit down you’re sitting down with you sort of bag of popcorn and you know, your ice cream cone and you’re stuffing your face as you watch the movie and by the end of the movie A you’ve forgotten what the ads were a billionaire fool
you know, whilst you might be trying to reach people in your area, which is great. We’ve also got to find the right the right timing for that message as
Samantha Riley 19:05
well. Absolutely. So let’s just recap. If you want more leads, if you want them to be more effortless, to feel more fun. You do need to have a strategy. You need to know who you’re selling to. You need to know what you want them to buy and you need to know where they are. And I’ll just reiterate if you don’t know what you’re selling, then others are not going to know what they can buy from you.
Tim Hyde 19:32
Absolutely so awesome episode I enjoyed this one
Samantha Riley 19:36
I’ve enjoyed this episode too and if you have please share this episode with someone else in your world that you know would get some value from hearing this or share on your social media if shit if share it in your stories. Please tag myself at the Sam Riley and Tim at win more clients. And be sure to follow or subscribe on the app that you’re listening to to be notified as a The episode drops each Tuesday and Thursday. Thanks so much for listening and we’ll catch you next week. Ciao. Thanks for joining me for this episode of the influence by design podcast. If you want more head over to influence by design podcast.com for the show notes and links to today’s gifts and sponsors. And if you’re looking to connect with other experts who are growing and scaling their business to join us in the coaches, thought leaders and changemakers community on Facebook, the links are waiting for you over at influencebydesign podcast.com
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