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hello everybody welcome welcome a hundred ways to generate leads and i am jessica with you i'm super super excited i can see you guys are coming up i hope that you are ready to learn i hope that you're ready to have this open mind because i'm going to give you lots of ideas but i'm also going to give you practical ways that you can implement i want to tell you ahead of time a little bit of spoiler alert there is a giveaway so you need to be present i'm going to be asking a question and we will be selecting a winner today so i'm very very excited that not only you will be learning how to grow your business you'll be getting actionable steps so you can implement them right away but also you could win something that could definitely transform your business isn't that amazing well i am jessica campos and i'm gonna be your host and your teacher today this is the class where you are here to learn a hundred ways to generate leads so i'm going to be sharing my screen and i i am confirming that you guys can see everything and before we dive in let's just cover what's going to happen in the time that you and i will be together i'm going to tell you a little bit about me and my story and why i can be your teacher today then we will be diving right into the session today we will learn common lead generation challenges and what i'm going to ask you is that as i am covering the challenge if you see things that are like resonating with you you can put it on the questions q a or in comments like you definitely can interact with us it's just that at the end is when we are getting those comments from you definitely this is a good time for us to use social media so if you are getting some aha moments those nuggets tips you want to share them in social media and then tag visita and tag my account coach jessica campos right away we have a gift for you you can go ahead and download the hundred ways to generate leads because certainly in one hour that we have together we want to give you the best opportunities for you to create the strategy but this list is going to be yours forever then we're going to build together your framework to build a successful lead generation strategy if you saw my video then you saw that i was talking about the difference between generating marketing leads and generating sales leads which actually are not the same we'll also talk about success factors to building the lead generation campaign and also we will be giving you a strategy that you can implement in a very easy way i am a vcita client and i have been doing uh using visitor system for a very long time so when i reveal you the strategy i will show you exactly how this component which is amazing fits into your lead generation strategy and you'll be ready to use my strategy right away and q a session will come up so that's what we have for today i hope that you had some lunch and you're ready to learn because we will be going right away so there's a couple of things when it comes to go to webinar just know that there is this panel that you have on your right side know that if you want to you know ask a question um you can definitely use the panel right there all the lines are muted so don't worry you know be comfortable be yourself but take a lot of notes because we certainly want to give you everything that you need today to build your business okay so let me tell you a little bit about me i'm jessica campos the accent that you hear is from puerto rico do we have any spanish speakers in the house so in puerto rico i went to school i finished my degree in business then i went to law school and i practiced for about seven years nobody feels i feel like nobody will go to law school and spend all that time and money and investment to not doing it well i always just believe that everything happens for a reason so back in 2008 when the recession hit the u.s economy um the mortgage crisis collapsed right so i was actually doing mortgages as a real estate attorney and that was my key point in my life when i decided to just try something new there's a good chance that you might have discovered the online business world because you wanted to try something new that was my case and that's how i discovered the digital marketing economy and that's how i started building businesses and i love love loved it so much that four years later i sent all the paperwork and i told my co-workers and said i'm not coming back so it was a big decision and definitely if it wasn't for the tools that i got and the things i learned that gave me the confidence that that was going to be an opportunity that i could see myself working i would not be here today so my intention for you is that if you are in in a early stages in your business and you're you want to get ideas you want to absorb as much knowledge as you can i definitely want to be that person who inspires you to keep going because if you're here that means that you believe in your business don't give up do not give up during the last eight months i actually have been using the pandemic times to write so i went back to writing i i wrote a new book and that book actually it's revealing the strategic approach to online marketing and i talk about visibility i talk about social media and then i also created a planner that i believe that when business owners mix up their duties when it comes to sales and marketing things get a little bit challenging so my planner is going to help business owners to really strategize on the activities that they can do to strategically grow their marketing uh channels and also grow their sales so a little bit of a spoiler alert in the giveaway you will be be having the chance to win one of these books that i have been writing so you definitely are today in the right place if you consider yourself an entrepreneur to me the best definition of entrepreneur is somebody that is going to find a solution for every single challenge no matter what whether that means that you don't sleep until you make it on you know you're you're just going to keep trying to finding those solutions you definitely are an entrepreneur you're mostly working uh trying to get clients for your business most of entrepreneurs they start solo and actually some of them they realize that they will be okay if they if they build a business on their own so you are in the right place if that's your case if you have a small team or maybe you are yourself trying to build your business that's okay we're here to help you you definitely want to get your business to the next level but that next level needs a little bit of clarity typically when my clients come in and take this class they find that they get more clarity they get more steps that they know that if they follow those steps then they're going to grow their business so today if this is music to your ears we are going to definitely help you achieving the goal of building a system to generate leads and see sales coming in my promise three things uh it's pinky promised with a pink jacket today no fluff okay i'm not here to sell you anything anything i want to give my book away and i want to give a lot of value i also want to keep things very very simple very practical and please if i'm saying something that you have no idea what i mean because maybe you have heard something uh that word before but you were shy and you were not you know up to asking what exactly did i mean please feel free to be yourself and if there's something that you don't understand please ask and again you can ask me anything i'm not holding anything today we actually the last time we did this webinar i finished earlier so we'll have a good time to chat at the end and just you know consult with me anything that you want to to ask and i think that i have said that multiple times so ready to roll let me just roll my sleeves and then let's go ready into the class so you're here today because you want to learn how can you generate more leads and i don't blame you and i would say congratulations because whenever you are going to build a business that business does not operate without clients then clients will not be clients if they're not leads leads would ever would not be leads if you don't have exposure so you see how every single thing that you do to market your business is related or should be related to how are you going to impact the growth of your business we call that your bottom line so leads are the heart of your business when you master how to build leads and you master how to convert those leads using sales skills your business will explode here's the problem with that you probably have realized this already customer acquisition is a full-time job it is hard right it's hard to get leads because at the same time you're you're having to generate the content you need to share that because you're using online marketing right then you also have to work in the services or in fulfilling the promises that you made to your clients but also you have a life and then if we add the admin stuff and then hiring people oh my gosh it's just a lot of work right so customer acquisition if you ask any anybody that works in a bigger organization they will tell you that they have full-time people working on lead generation now we're going to learn that we can be efficient with time and we can certainly do most of the things that a full-time person will do in a short period of time if we use automation so that's that's one of the things that i want to teach you today common lead generation challenges i usually open the microphone and people tell me like what is the number one challenge that they're having um today right so i will not be surprised if you're fitting into any of those of these challenges that i'm going to tell you maybe maybe you are you know how to generate leads but you realize you don't have too much time then another thing that i see very very commonly is that people know that they need to generate leads but they don't have a target message and then they just share what they do and they don't see result but is basically because they don't know who are they targeting they feel like they can just prospect um anybody can be a prospect but essentially when it comes to generating leads you need to be more strategic about who are you talking to so another challenge that i see is that they don't have a strategy to generate leads especially they come to me asking where do i find leads and where i can just market so i don't waste my time so it's important to understand that you can draft a lead generation strategy by marketing channel and that if you understand that your life is going to be much easier the other common lead generation challenge is what are they going to sell sounds very simple but i have found that it's not that they don't know what is that they don't have the right content to describe the what they don't know the pain of their target audience they don't know how to trigger those emotions that will create the lead capture another thing is they're not sure how to do the things especially when it comes to online marketing and if those general lead generation challenges are something that you have mastered probably you're here because you want to learn how to build conversions i actually have seen plenty of entrepreneurs that they're great with people they have a lot of followers they have nurtured audiences but they don't really turn those into clients and that particularly is a conversion issue today i hope that i can bring some light if that is your case as well so the four w's of a successful lead generation strategy i told you that one of the challenges is essentially that people don't really sit down to think about how are they going to most likely generate leads and win at this lead generation movements right so there's four w's that i'm going to tell you the w's but then this is what we're going to be learning together today so is the who the what the why and the where so if you want if you're taking notes i'm going to suggest that you do like four columns there the who the what the why and the where when we are creating a lead generation strategy these are the four points that we want to be considering okay so i'm going to go through each of those so you can see some tips to master the process of building your lead generation strategy the first one i told you is the who who is that person can we think about their demographics their interest where do they hang out who are the people that they follow typically but also we can also think about their digital behavior i'm going to reveal you a great great great asset that will help you to craft your lead generation strategy and understand in a deeper level the who facebook actually has facebook audience insights to access this tool it's free all you need to do is just google facebook audience insights when you go here facebook actually has a map out for you not only matching the demographics of your target audience but they will also tell you that people that met those criteria for those demographics and interests that you're telling them they also like other pages pay attention to those suggestions because they will help you to narrow your lead generation strategy now in days you can actually see if there is a business that facebook is telling you that your people like you can actually see their ads imagine if you don't have to invent the wheel for generating leads if you see that your audience is already downloading a pdf to learn something well how can you make that better that's a great way for you to not even have to think or test what would your people like to receive from you another tool is google you might be surprised but google has lots of tools that will reveal you especially keywords the mapping of your audience and how do they search like if you pay attention when you're googling something google will have a section at the bottom of your page that says hey people that were asking for this also ask for this pay attention to those and their insights to understand the whole of your lead generation campaign second w is the what and here i'm gonna give you a quiz and see if you pass it in the what typically my clients and entrepreneurs that i teach they know what they offer that's not a question they open a business right so what happens is that they don't know how to explain it in a way that people who don't have too much time to listen can explain can understand that so here's a test that i have for you it's a one sentence test if you're able to say what you do and what problem do you solve you will master the process of lead generation campaigns because you will be getting your message very clear and you'll be able to connect with those users who can say oh i need that yes so i'm gonna tell you my example i can say i do forensic marketing so that entrepreneurs who are starting their business can generate more leads and grow their revenue you see i'm actually talking to you and i created that sentence in a way that i am making you believe that i can help you correct so can you do your test can you see if you can pass it if if you're able to say what you do in one sentence then your marketing is going to be so much clearer after you complete this test i'm going to ask you to go back to maybe your tagline maybe your bio on instagram is and then ask and be honest with yourself am i making my statement clear enough very often i think we complicate the way that we explain what we do we want to be so complex and sound like so uh fancy that i think that that doesn't help when it comes to sales copy you want to be basic keep it very basic so that people understand why is the third w of the strategy why people need your solution not next year why do they need it today and this is why when we put all of these w's together you will realize that if you're targeting everybody you're not targeting anybody you see so if you were to sell for example if you're a health coach and if you tell me i just want to help anybody that wants to lose weight that's just too general that is not targeted enough but if you come back and say i want to help anybody that wants to lose 10 pounds before the holidays wow that will be a message that will basically nail and click with the emotion of that person that was thinking about it this morning so can we consolidate and can we more can we simplify the why so that we can connect with those who are actively considering finding a solution to their problem if we are not marketing to those people that doesn't mean that our marketing is not going to be effective we might be just creating awareness for the brand but since you're here today because you want to generate leads we need to tweak your message to be more specific and speak to those people who are actively looking for that solution but looking where which is the last w of this strategy your future buyers can be everywhere but like i said before if you're just creating a strategy and you think that anybody that is anywhere can be your lead then nobody and nowhere will be giving you a lead you're not going to generate leads so the where it's very important especially now if you want to polish your strategic ways to generate leads i'm going to ask you to minimize where you are putting all the effort and really depending on the who and where they are is where you want to be write this down fish where fish are and if you want share that on social media take a picture of this because this is a great aha moment i hope that is a great aha moment for you maybe you are just everywhere and you're just targeting anybody but that doesn't work maybe what we want is quite the opposite we want to be where your future buyers can be and when they are making the decision going back to what i told you about google if you know that there are people searching as we speak and they're also searching for other alternatives can you be there can you be in google and you can be the first that people find when they're searching for the solution absolutely absolutely now your game plan doesn't really stop with your online marketing because as you might have realized the world of online marketing is huge there's so many options where you could be marketing your brand and marketing your services that it is exhausting that's why what we're going to do is create a strategic plan that considers all of the w's that we discussed before and you're going to find exactly the path that will bring you to get those leads as quick as you can the sooner you can see those leads the sooner you can get sales and then once you're seeing the sales and the revenue of course we can just try more sources to generate leads so here we are these are a hundred ways to generate leads in all transparency i made them because my clients were like i don't know ideas i have no idea my clients are not really there i can't find my people and i said listen i'm going to sit down and i'm going to find at least 100 ways where you can gain visibility and that will ignite the path for those people who need your services to come to you but you also need to put some effort and you will need to go and fish where fish are so there's a couple of examples here that you can download as you have it on the chat because today i'm not going to be covering the 100 ways correct but if i take some of the examples my hope is that you realize that some of these ways to generate leads are basically simple your business card that thing that we said about simplify your message to target the person that needs your services today can you put that on the back of your business card we talk about a giveaway can your business card have a giveaway so that maybe whenever you go and you meet somebody who can know somebody that could need your services can actually hand out your business cards have you thought about it before if your business card doesn't have those opportunities where you can actually impact people with a clear message you should change that in the next four weeks or so if you don't have a giveaway on your business card maybe you can add it if you have never done for example a press release and lounge your business to let everybody know that your business is there maybe this is where you want to start okay everybody wants more followers and more business from their social media but what they don't realize is that social media is just one channel of many other things that you could be doing so please do not ignore the basics of how can you build a business yes we want online but we can definitely use the offline world tremendously one example that i have for the offline that is very simple text message you know very often we believe that we need to market to new people but the answer might be here under our nose in fact you might have people who need your services on your cell phone but maybe you just don't have a system to convert them to be a sales lead for you and this is where this class is going to come very handy today now let's talk about the success factors right i put you some scenarios and gave you some examples of where could you find possible leads here's the thing when it comes to leads we need to first have an agreement of how are we going to define the leads i have found a very common um challenge and a struggle because very often you just enter people on your crm but everybody you said in your crm that everybody was a lead and that creates an issue because not every lead if you call everybody a lead not every lead is in the same stage okay so i'd rather have a tax system that identifies marketing leads versus sales leads marketing leads for example are people who are liking my social media post they could be a marketing lead i don't know if they want my services but i could ask correct somebody that registers to come to a webinar it is a marketing lead we don't really know if they want to buy from us but we could ask freebies are great examples of marketing leads be careful because many people download those freebies without any intention to buy from you you see we cannot assume that they will buy from us blogging and google search are also opportunities for you to generate marketing leads now if we are only working with marketing leads what do you think is going to happen sales are not going to happen as frequent as we want to this is why your lead generation strategy cannot just be about marketing leads we need to see sales leads on the other side you see we have the left and the right the sales leads which is the my third column here we need to generate offers you can announce a pre-lounge and create a new group you can do a survey you can give them an offer coupon offer a session with this opportunity and this is actually something like free trials with these opportunities like free trials for example you will be giving people an opportunity to test your services now this person is showing some interest in working with you so my lead generation strategy should consider marketing lead generation activities sales lead generation activities but how do i just filter those how do i turn a marketing lead into a sales lead this is why conversions are in the middle when you have conversion points this is how we call it conversion points you're able to have this pathway from the marketing lead to be building that marketing lead into a sales lead conversion points are very important for your marketing campaigns this is why for example we have visita visita in my case is a conversion point because i have a lot of people who see my social media but i cannot assume that they want to work with me i can give them freebies but i have found that when they have a free assessment or when they want to have a 15 minute conversation to discuss my services then i am building a sales lead i could be just working more on marketing leads but i i am not going to convert them as much as if i'm talking to people that want to work with me you see the difference so i want to encourage you to think about the activities that you're doing to market your business and to mix and match do i have conversion points am i really inviting people to buy from me am i offering them the opportunity to be a sales lead or i'm just offering things for free and hoping that they buy typically that is an issue that i found and we can just fix it right away an example of a strategy so this is um what you know from left to right this is my point of connection that i have on my instagram i share content on a daily basis that content is a mix of education inspiration and emotional connection with my followers but then i have the link in bio i'm sure that you have heard that before in that link in bio people will have the option to learn more about what i have to offer on that linking bio i have an assessment that i offer that assessment is going to link them to my visita portal if you don't have visita i definitely encourage you to have one it's amazing like i said before i've been a client of them for many years now and visita actually is my point where i am converting a marketing lead to a sales lead that's where they come to schedule a call actually later i know that they have bundles and packages i have been able to put some of my courses and people have shown interest in buying a course which is not definitely like you know booking a typical session but they want to inquire information about the courses and guess what i can use automation to send them information about a class so understanding how can you use the tools that are going to free your time and are going to allow you to grow because there's no limit on how many people you can impact with those tools are going to help you especially if you are a small business owner and you don't have too many resources to grow so another thing that happens after they come into the lead generation system now that i know that i have marketing leads and sales leads i can build in a nurturing campaign visit actually allows you to serve coupons or discounts or promotions that you want to serve them and you'll be able to tag them in your system no brainer guys it's super easy and if you are not into tech or heavy designing they have things that are already done for you and they look very very very professional so i completely recommend that you have as part of your lead generation strategy remember the marketing component and the sales component visitor will be helping you with that now actionable steps this is actually uh the things that are going to give you the chance to win the giveaway we want to know what is one thing that you will do today to generate more leads and we want that you write that down maybe you want to share that in your story or you want to take a picture a selfie with that one thing that you are committing to do today after the class and please share share on your social media tag visita tag coach jessica campos and we will be announcing the winner of one of my books because we want to just let people know that not only you are an entrepreneur growing your business but you're into playing as a leader in your community the more you learn the more you grow and guess what people love hanging out with ceos that are into growth so that's a great opportunity for you to also market your business this is the picture of the giveaway and like i said before we want to give you the opportunity to get feature all you need to do is just answer that question what are you going to do today to build your lead generation system your post will be featured we'll be announcing the winner and i'm super super super excited because now we should be able to do great things together and we should be able to go to also the q a so a couple of things before we go to the q a for those of you who are not a vc that user they actually offer a demo where you can see how exactly everything works so you can book that demo i'm sure that there's going to be something on the chat that you can use as the link or if it's not we can just send you an email where you can just have that demo just do that sooner than later so that you can see how it goes and now we have time for q and a my favorite question my favorite part of of the training is just really accessing your questions i have some of them here while rachel has you know i don't know if if you're gonna hand me some of the questions but i have some already that came up when we were preparing for class today one of the question was which social media channels are the most important because there are so many so as a small business owner which social media you should be paying more attention i told you many times today that you want to fish where fish are so i hate to say that this platform xyrc is the best because in reality every platform can be great if you work it out the key component is to understand that you need to feel comfortable marketing your business so the platform that you feel comfortable with go for that and just go all in many people just say that they want to master instagram but for them it's too complicated if you don't feel comfortable with instagram just yet but you are a master in facebook just go facebook you know maybe there's opportunity for you especially after you learn today maybe you can polish your message maybe you can build videos on facebook and you can be more strategic about maybe adding some points of conversions so instead of saying the platform didn't work maybe what didn't work is because you didn't have a strategic plan to make that work every platform has opportunities so i i don't have like one one to say that it's going to be my favorite because every business will bring opportunities to everybody right so question number two um somebody asked about paid traffic on social media boosting post so those of you who are going into the holidays might also be considering paying for traffic on social media definitely paying for social media uh traffic will be super helpful one of the things i would say is because you want to build leads when you're going to build leads you definitely can use some of the advanced features that facebook has what happens is if you just use boosting posts you might be missing out opportunities and i will recommend that instead of boosting posts to use the platform that is that facebook offers for business to really create lead generation ads and that will be super helpful for your business there's a question here i'm a graphic designer web developer and social media manager in order to target should i focus on a niche and market to them yes yes this is a great question so you can target a a micro segment of your audience probably on a monthly basis so let's say that you want to target attorneys for example or spa owners for example you can just create a strategy that has the message and has the offers just for that group of people that doesn't mean that you're not going to help other people but if you segment your message and you create a campaign that is more niche you're going to see more leads coming up so yes i would say um you know especially think about the holidays so who do you think that from the many industries that you could serve is looking desperately for helping social media and website probably a business that is going to be seasonal that the holidays are gonna bring them so much business that they won't have the time so they're looking for somebody that they can trust you see those are the people who are now considering to hire a designer think about that if you can think of something let me know um your ideas because i would love love love that to hear what what you think about it um can you keep sending too much i don't know what question is that um can you keep sending too much maybe what you mean is that if you have been sharing the same information or how much is too much which takes us to talk about frequency generally speaking if you are following up with a lead you have to know that somebody needs to see something about 12 times before they make a decision so i would say follow up with your leads until they unsubscribe or they die action today freebie for new patients and all patients that have not come over two years yes and freebie for them share that on social media and tag visita and kosciuszko campus so you can win are your strategies selective enough i don't want leads from general public every strategy can be selective absolutely but one thing i would say if you want to be very niche use the facebook audience insights that tool can help you to be very specific i mean i have worked in facebook um even advertising or doing online marketing campaigns for companies are so niche that it's so uh critical to find a very specific group of people paying for ads is going to be very helpful if that is your case my business does not address the general public it is only for organizations that need digitalization services scanning great great question so what you're saying is that you need a b to b strategy one thing i will tell you is the following before people make do business with with a company they do business with people so you certainly can use the strategies to position your company in front of peers to build your leadership so maybe maybe your lead generation strategies are going to be a little bit more into the awareness phase maybe you just want to give away maybe you want to participate in a campaign where you are just uh promoting a cause or fundraising activities that will ignite conversations and that is something that certainly you can use uh the the power of online marketing to raise uh awareness for a cause that your company supports now let's not forget that you can use linkedin and you can also use content on linkedin to search conversations if you're not using hashtags on linkedin i completely recommend that you start using them so you can join conversations that are more into the b2b also now in days where everything is virtual i would encourage you to participate in uh conventions that are happening virtual that will be a great way for you to get position in front of ideal clients i totally will explore visita yes it's worth it i'll write three more blogs so that my website has at least six blocks which make more visible yes yes yes yes nuella sally from puerto rico woo-hoo awesome leslie from puerto rico awesome oh you guys made my day this is this is great this is great great great um well if you don't have any other questions we definitely are coming up to the time when i we told you guys that we were gonna hold you here today and now it's gonna be the time for you to share your best tip to share what you're going to do with it and then we're going to be announcing a winner and we're going to shout you out in visita's channel and my channel as well um yeah i definitely definitely uh enjoyed a lot um spending the time with you guys and if there's anything that i would say is don't give up the world is huge the just think about the four w's and think about how can you get closer to that person that is looking for the solution right now not next year because we need leads from for today so that we can impact your business tomorrow okay so i am so happy and honored as you can see i don't know how to say goodbye but it is time to say goodbye and that thank you so so so much for being here today and i look forward to read all your comments and all your questions and your biggest takeaways now we are going to end this webinar [Laughter] bye guys you