STOP Doing This Common Lead Generation Mistake
What’s the very first thing you do when planning your lead generation strategies? Create opt-in opportunities, develop your funnels, write copies, or make your landing pages? If you picked at least one of these options, you’re in for a big surprise!
You’re probably making one of the common mistakes in lead generation. But you’re not alone. A lot of entrepreneurs often skip this step. Unintentional or not, skipping this step could totally throw off your lead generation strategies.
Fortunately, you’ve found this post where you’ll learn how to get leads the right way and why you shouldn’t skip this crucial step.
Today, you’ll learn:
- How to define your target audience and why it’s crucial to lead generation
- A step-by-step process to defining your target audience
- How to generate leads by defining your target audience
- The six driving forces of any target audience
- How to create a list of demographics
Defining your target audience helps you communicate your products and services effectively. It helps you focus on the important things you need to highlight when planning your lead generation strategies.
Have you ever tried defining your business’s target audience? Follow my tips and let me know how it works out for you and your brand!
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VIDEO TRANSCRIPTION:
“Welcome, Freedom Hero!
So many business owners heard about this fundamental element of lead generation and they still don’t pay enough attention to it, or they skip it entirely.
And with that mistake, they doom their marketing to struggles and failure. The BIG question is are you making the same fundamental lead generation mistake?
Stay till the end and find out how to avoid that common mistake.
My name is Istvan Bujdoso and this is The 47 Marketing Show.
BEFORE you do anything in your marketing and lead generation this is the no. 1 step you need to take. There’s a good chance you’ve already heard about this, BUT have you actually taken this step?
And most importantly, have you done it properly? The fundamental step I’m talking about is defining your target audience in deep details and with a proper transformational strategy.
In the rest of this episode, you’ll find out more about that strategy.
First of all, let’s talk a tiny bit about why is defining your target audience so important? Everything else in a marketing campaign builds up on this one fundamental element.
It’s kind of like the foundation of a house. If you start building the walls and the roof without the foundation, sooner or later the house will collapse.
And that’s exactly what happens with a marketing campaign as well without the detailed target audience.
Let me share with you a quick story where the strategy is coming from that you’ll hear about soon.
One of the habits of successful entrepreneurs is learning a strategy, implementing that, and adjusting it till it works the best. That’s how this strategy formed into its current and best version so far.
In 2017, I read the “DotCom Secrets” by Russell Brunson, and one of the golden nuggets in it was defining our target audience in a certain strategic way.
A few years later, I picked up another crucial part of the strategy from the “Copywriting Secrets” by Jim Edwards. Then a video by Tony Robbins added a twist to it all.
And not long ago, this strategy went through another significant adjustment after listening to the “Building A Story Brand” by Donald Miller.
Each of those books and videos adds another level of clarity to successfully defining a target audience.
Okay, now, let’s talk about how the strategy works, step-by-step.
First, imagine your target audience like one person, he/she is your ideal lead. It is an avatar. You can even give it a name.
And every part of your marketing campaign: funnels, ads, emails, etc., is going to talk to that avatar.
Step 2 is to figure out what are the driving needs of your avatar. Every human has 6 needs. And usually 1-2 of them are significantly stronger driving forces in life for each person.
These 6 needs are certainty, variety, significance, love, growth, and contribution. We all have these needs, some are stronger than others for each person. And we all fulfil those needs in various ways.
To give you an example, some people may feel significant by controlling others, while others feel significant by driving luxury cars…
…and there are people who feel significant by achieving extraordinary goals and so on. And it’s true for all the needs. People fulfil these 6 needs in different ways.
Figure out which 1-2 of the 6 fundamental needs are the strongest for your avatar, for your ideal leads. And how they like fulfilling those needs.
After that, the next step is Step 3, create a list of the key characteristics of your avatar. Open a document and start a bullet point list and start quickly writing down things like what they are like…
…what they want to do, what they want to achieve, how they feel, what they know, what challenges they have, what they have, what they don’t have, and so on.
At this step, the key is to type as quickly as you can without deeply thinking. Write anything down that comes across your mind about your ideal lead.
Later on, you’ll use this broad list as the pool of ideas to take the definition of your avatar to the next level.
Once you have this, move on to Step 4 which is the psychographics of your avatar. This stands of four sections answering four simple questions.
What PROBLEMS does your avatar have? What QUESTIONS does your avatar have? What ROADBLOCKS does your avatar have? And, what RESULTS does your avatar want?
For each question, create a bullet point list of answers. What you’ll experience, some of the answers are similar or the same to the ones on the list of characteristics.
And you’ll also find out some new details of your avatar in this step.
After this, Step 5 is creating a quick list of the demographics of your avatar. Things like, gender, age, location, job and so on. By this point, you know quite a lot of things about your avatar.
It’s time to take it to the next level and gain a lot more clarity.
Step 6, writing down the story of your avatar. The goal of this is defining where your avatar currently is, and where you are going to take her exactly. You already have the details on your list.
Now, you are just going to form a more structured and clear picture of everything. In this story, there are 2 characters. Your avatar and you.
The story of your avatar is already happening independently from you. Your ideal lead is living his/her life, may not even know that you exist.
There are 3 things you need to write down about her current life. What is she aspiring to achieve? Who or what is standing in her way to get what she wants?
What it feels like for her to be at the peak of her despair? After that, the story takes a turn. You enter into your avatar’s story as a guide.
Somebody who has already been there and done what your avatar wants to achieve. Write a little bit about that. Then you, the guide, calls the avatar to action, to take certain steps.
And the last element of this story is metaphorically painting a picture of her future. What your avatar’s life will look like when she gets what she wants, or doesn’t get it.
This story can be short, as long as it covers all the story details we’ve just talked about. Let me give you a quick example.
Tom is an entrepreneur who wants to grow his social media audience and tribe. He knows it’s a number’s game and he needs to post quality and engaging content to social media consistently.
But he is struggling to fit that consistent activity into his busy schedule. And it’s been going on for a while. He feels frustrated that he’s not making the progress he wants.
And feels guilty for not doing what he knows well he needs to do to achieve social media success. Tom is at the peak of his despair. This is the point when he comes across us.
He recognizes what his future will be like if he doesn’t take action right now.
Without starting to post on social media now and daily, his social-media-savvy competitors are gaining advantage over his business every single day.
Plus, without making progress, his frustration and guilt will be growing and growing. Tom finds our product as the solution to gain his social media momentum…
…in a way that easily fits into his busy schedule. So he takes action now.
Finally, he feels proud of himself as he sees his social media audience and tribe growing consistently and sees the positive engagements from his ideal leads.
So this is a quick made-up example of a target audience story. Here’s an important thing for you to notice.
Even though there’s a guide in the story, it’s mentioned only shortly, just enough to provide the guidance for the transformation of the avatar. The story is all about the avatar.
And how he transforms from A to B. The BIG question is how does this all fit into marketing and lead generation?
Now, you have a really clear picture of who your target audience is, what their current situation is, and where you are taking them exactly.
Your emails, funnels, videos, sales letters, all of your marketing materials need to talk to that avatar, to their current situation…
…and communicate to them that your products and services will get them where they want to be.
This process may seem boring or even silly, and probably that’s why many entrepreneurs make the HUGE mistake of skipping properly defining their target audience.
And with that mistake, their marketing turns out to be inconsistent and confusing for their potential leads. And the fact is that “The confused mind ALWAYS says NO.”
Can you see now why defining your target audience is SO important?
Okay, thank you for being here today. And we’ll finish with this episode with one more tip.
It was another long Friday evening in the office in 2016.
As I tiredly closed the lid of my laptop a long sigh slipped through my mouth.
I hoped it would relax my tensed muscles a bit and ease the stress and frustration. But it didn’t.
The events of the week kept spinning in my head… Cold calling: failed. LinkedIn: got only bad leads. Networking: zero leads. Website: a few bad leads.
Another week feeling stuck without quality leads passed.
Let me ask you… Do you feel like the only obstacle standing in the way of your success is not getting enough of the right leads?
That’s how I used to feel too.
I knew there must be a better method to get quality leads and I got obsessed to find it.
In the past years, I found and proved a way to generate hundreds of leads a month, to create a stable flow of the RIGHT leads.
How?
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It is the same framework that 20X-ed my lead generation in 3 months…
And it seems to be creating a stream of new, targeted and qualified leads on autopilot for almost all entrepreneurs who’re using it.
Let me ask you… Is your goal to stably find more of the RIGHT qualified leads, in the RIGHT way, and at the RIGHT time?
If so…
Get access to the unique framework me and hundreds of entrepreneurs use.
Go to 47leadsecrets.com and try it for FREE while it’s still available.
You can find the link in the description as well.
See you at 47leadsecrets.com“
END OF VIDEO TRANSCRIPTION