Get Your Next 100 Leads With These 5 Steps

Hi, it’s Alex Sardinha and I wanted to share the 5-step process we’ve used to create 20MM+ in tracked new sales pipeline over the past 5+ years.

A lot of B2B founders say generating leads is their biggest challenge. They’re often so busy serving clients that their sales pipeline dries up (this leads to the dreaded “feast or famine” cycle a lot of eLearning companies go through).

If it’s the same for you, you're not alone. Generating quality leads can feel like a chaotic and frustrating task.

But what if you could consistently get as many leads as you want, whenever you want?

In today's newsletter, I'll share a proven five-step process to help you get your next 100 leads as simply as possible. You can steal these steps and repeat them on demand to get leads whenever you want more clients.

Let's dive in!

Step 1: Understanding Your ICP in Detail

ICP stands for Ideal Customer Persona. 

Many companies struggle with getting new leads because they simply don’t take a step back and write down precisely who their best client is. 

They focus so much on their features, solutions, and services that they don't consider the most important person—the prospect. 

So right now, write down the problems your best prospects are having, the outcomes and desires they have, the pains they're feeling, and the struggles they're experiencing every day. Even if you know your customers inside out, if you haven’t written it down then it’s not part of a repeatable system.

Once you get crystal clear on the person you're looking to serve and understand more about their situation, everything becomes ten times easier.

Step 2: Create a Simple Lead Magnet

Here’s where most businesses jump in start prospecting… but wait! 

If you do this step first, you’ll see up to 40X the response rate than if you skip it and offer prospects something like a discovery call instead:

Create a lead magnet.

Get a simple idea of a free resource that you can put together to help solve the most urgent problems your ideal clients are having right now. This is what we call a front-end offer. 

Why do you need this?

Clients go through different phases in their buyer journey. Depending on their awareness level, you can use lead magnets to get the attention of a much larger slice of your audience. When you get it right, it really works well. This results in far more “Yeses” and sales conversations when you launch an outbound campaign.

Step 3: Develop Your Targeting Strategy

There are going to be buyers who are more likely to buy than others in your total addressable market.

We need to run through the most effective targeting strategies for your target audience. Here are some questions to target specific groups within your ICP:

Has their company head size rapidly grown recently?

Have they recently been acquired?

If you’re reaching out on LinkedIn, can you start by targeting people who meet your ICP and who are currently active on the platform?

Can you identify your best past clients and create lookalike lists?

Understanding and organising different targeting strategies you can layer over your total addressable market helps you create searches that will have far more impact and response than if you just use generic contact data lists.

Step 4: Launch Micro Campaigns

There's a sweet spot between personalising every message and sending generic, carpet-bomb cold outreach.

My rule:

As long as your outreach is contextual and relevant, then it's personalised!

You can achieve this by doing the following. Write messaging that explains why you're reaching out. Use the groups you created in the targeting strategy above to provide context. Prospects will feel you’re reaching out to them with something relevant.

For example, one of my favourite micro-campaigns is to use the lookalike list from the targeting step above and create a message that says something like:

“I’m reaching out because we worked with [Company] who are similar to you and wanted to achieve [Outcome you helped them with]. Can I send a [Lead Magnet Resource] to you that breaks down what worked for them to achieve this?”

At this point, we’ve created value-driven outreach that is contextual, relevant, and automatable-yet-personalised, so you don't have to spend tons of time on it.

Step 5: Launch the Campaign with the Right Tools

We’ve got a list of prospects, and outreach that’ll get a great response rate from them.

Time to put together the tools and mechanisms you need to launch a successful campaign. 

There's no need to overcomplicate it; you just need one tech tool that's simple to use and gets the job done. We’ve got our own platform (easyprospect.io) that makes it all straightforward and automates a bunch of the work.

Import your lists and outreach, click a button to launch, and let it run so that the only work you're doing is responding to interested people and nurturing them into new clients.

This is the system we’ve evolved by building $20MM of leads in B2B pipelines over the last 5+ years.

Now I want to hear from you what your biggest challenges are in generating new leads, clients and revenue. Hit reply and let me know what you most struggle with, whether it’s not having enough time, getting good sales talent, having little belief outreach works… or anything else!

If I can help you, I’ll reply back with suggestions.

Until next time,

Alex Sardinha