After creating over 1,000 websites for small businesses in every niche from real estate investing to ice skating, I’ve seen a number of miracles happen over time.
One website (that shall remain nameless) grew form $0 to over $30,000 a month in sales in under 12 months. That’s and increase of over 1/2 million dollars in revenue a year.
After studying 3,000 websites, 4,300 marketing tests, and attracting 137,000 website visitors– here’s an exact guide to growing your small business as large as you want.
The aim of this article is to give you complete control over how many leads you get, and how fast you get them.
If you don’t have time to read this article and just want us to take care of generating qualified leads for you, then you can schedule a 1-1 appointment with us by clicking here.
As a small business owner, you really are a cut above the rest. The average small business owner is smarter, richer, and more intimidating than the average American – whether people like it or not.
You understand things about running a business that most business owners do not. Why else would 55% of small businesses fail with in the first 5 years? It also means you are about to understand the words on this page better than anyone.
#1 The Best Opportunity to Generate Massive Lead Flow For Your Business
All the small businesses in your industry are fighting over the tiny 3% of prospects that are current looking for your services right now. Let’s just say 30% are just not interested, leaving over 67% of prospects in your local market who would be interested if they had the right information.
However, this presents a very unique opportunity to a smart business owner like you.
As a small business owner, you have to compete with other local competitors in your market. The playing field is relatively level (apart from a small number of exceptions).
And this is an easy game to play. For example, a small company in Pennsylvania came to us with a set marketing budget.
They were getting about 3-5 new inquiries per week. They were desperate for more.
After just one simple tweak to their marketing campaign, they got a 500% increase in leads without increasing their marketing budget.
I’ll reveal what the tweak was in a minute. In the rest of this article, I’ll reveal exactly how you can use simple ‘local techniques’ in order to build massive lead flow for your business.
#2 How To Become The Dominant Leader In Your Market
The key is to dominate one area of your business at a time – even if you do a lot more than one thing. Here are three examples…
- If you’re a chiropractor you may provide help for back pain, knee pain, and arthritis.
- If your a real estate investor you may specialize in rehabbing, house flipping, and foreclosures
- In our case we do Website design, SEO and Reputation Marketing.
Let’s say you get 500% more leads than before with the same marketing budget. That literally has the same effect as spending 7 times more on marketing than your competitors.
Using the chiropractor as an example, imagine focusing all of that marketing on arthritis pain. You will soon become the ‘go-to’ for arthritis pain in your local area.
Then, you move towards leads for knee pain, using the same system. After all, you have the secret to getting more leads for a lower price.
Look at the image below…
Most smart business owners generate traffic to an offer page. That captures 10-20% of the people who respond to the offer.
They make their money from these guys and call it a day.
However, the really smart business owners don’t let go of the 80-90% of people who DON’T respond to the offer. They use technology which allows them to present a different offer.
We call this a “Come Back Agent.”
A come back agent is a specific piece of content tailored for people who hate squeeze pages or offers. THIS is the secret weapon that brings 80-90% of the people you could have lost back into the fold.
Once you know that secret, you’ll be able to afford to pay ten times as much for a lead and still make money.
While your competition are scratching their heads, you’re going to be taking on more clients. More on that in a little bit. First, let’s dive into how you can acquire those initial customers.
#3. Acquiring local leads who are ready to take action
So far we’ve said that you need to go after local leads and you need to focus time and money on one area of your business before moving onto another. Now I’m going to show you how to tap into a source of traffic that is ready to take action.
We’ve tested over 4,300 variations of lead generation pages. The one thing that stuck out like a sore thumb during those tests was the disconnect between the number of leads generated and the amount of revenue they produced.
Just because a particular page gives you more leads, doesn’t mean it is going to translate into more money in your pocket.
How many times have you called upon a lead and they had no idea what you were calling about?
Times have changed.
80-90% of people don’t respond to squeeze pages anymore.
So you need to make money from the 10%, and cultivate the other 90% with a series of specific content pieces that are designed to be “non-salesy.”
More on those in a bit.
First, let me show you how to get your hands on the 10-20% of people who are ready to respond to your offer now.
Most small businesses think Google Ads are too expensive. That’s because they don’t know what I am about to reveal to you. Look at these two ads:
What’s wrong with this picture?
Well, the top one is what most foundation repair experts do, and they are wasting their money.
It states “Free Estimate – Certified · Over 15 years in business.”
What a waste of space. I’m pretty sure every foundation repair service company offer free estimates” So that is NOT a selling point. And no one cares if they were in business over 15 years.
Compare that to the bottom ad:
First, it states “Non Invasive & Permanent Solution!” – they immediately give the prospect a positive benefit.
Second, it pre-frames them to take action. “How It Works · Call StablWall Today”
So when the prospects click on that link, they’ll be under no illusion about what to do next – they are going to call to see how it works.
This alone could seriously reduce your cost per lead, and I’ve barely scratched the surface.
Quick tip: The best placement for your ad inside of Google is spot number 3. With good copy, you can get the same number of clicks as spot #1, yet pay much MUCH less for them.
#4. Crafting an offer they can’t refuse (online)
I mentioned a little while ago that we’ve tested over 4,300 variations of ‘offer pages’ to find the best one.
This was an especially big challenge because we didn’t want to test “how many” leads the page got, but rather “how much revenue” each page generated.
So we tagged every single user into a CRM and measured the results.
Finally, after years of painstakingly complex work and 4,300 variations, we have the offer page that generates the highest quality lead.
I personally think it is ugly, but who cares if it brings home the bacon, right?
By the way, by using this offer page we were able to generate 500% more leads (and higher quality) for that company I mentioned earlier. This was our secret weapon.
Across the board, this layouts wins.
We’ve tested it for:
- Family Law
- Auto Repair
- Pest Control
- Foreclosure Defense
- Chiropractic… and so on and so forth.
Every single time we test it, it works.
That’s why my team has created a bunch of these templates ready to deploy.
Remember, this page still only gets the 10-20% of people who respond to the offer and opt in.
If you look at the example below, you’ll see that the whole page is one big fat sales pitch.
#5. 80-90% will still say “No”: Here’s how to get them back
Now we’re going to get into the good stuff – the stuff that will separate you from your competition.
Smart marketers do the few things I just mentioned. However, the top 0.1% of marketers – the high earners – do what I am about to reveal.
You don’t ever want to waste a marketing dollar, do you?
Once someone goes to Google and types in “Foundation Repair” and they click on your ad, you know that they want and need a foundation repair contractor.
Think about it.
Someone got off their lazy butt and searched for your service. They are in so much pain that they were seeking you out.
Just because that individual doesn’t respond to a sales pitch doesn’t mean they aren’t going to do business with another foundation repair contractor. Luckily, technology has been made available to us to catch them almost every single time.
Here’s how you do it.
Tag “you’re it.”
When someone lands on your offer/landing page, there is a small piece of code you can put on there.
This piece of code is called a “Custom Audience Pixel.” It comes from Facebook and allows you to place ads in front of people when they start using their Facebook account.
Big deal. These people don’t respond to the offer on your landing page.
That’s why you introduce them to…
The perfect passive Come Back Agent.
Now that you know this person is interested in finding a foundation repair expert, and you know they hate sales pitches, you send them something different.
We call this a “Passive Come Back Agent.”
It gently nudges them back to your business.
The trick here is to hit your prospect with a new and different come back agent every single week. The more times you can do it, the better the result.
A come back agent is a specifically tailored blog post which is designed to relieve some of the pain they are feeling. Since you already know what they are looking for (they typed it into Google), your come back agent will give them small nuggets of information to help them solve that problem.
This positions you as the expert and you become their confidant. All without speaking a word to them. Pretty sneaky right?
Can you see how this is so much more powerful than other forms of marketing? Especially for local small businesses like yours? If you would like us to just take care of this for you, then please click here to schedule a 1-1 appointment with us.
#6. Make these powerful adjustments on your website
The come back agent is going to gently bring prospects back to your website. Now you need to convince them to do business with you.
Luckily, you have 180 days in which to bring them in. That’s when Facebook stops following them unless they visit your website again. This resets the 180 day clock.
That’s good news because if someone isn’t ready to take action now, you’ll be the only one they can think of when it is time for them to take action.
Now, when they are on your website you need a few elements in place. You need to make it easy to generate the lead.
Here are 3 elements you can use:
- The “hello bar”
This is a bar that runs across the top or bottom of your website. It is on every page and it makes it super easy for people to become a lead.
- The sidebar
This is a very simple call to action box on the side of your content.
Every single page of your website should contain this box. The written copy in the box should ‘future pace’ your prospect. That means you should let them know how hassle free their life might be if they hire you.
- The lead box (2 step opt in)
When someone clicks on one of those buttons, this simple box makes it super easy to become a lead.
Whatever you do, don’t ask for more information than this. It’ll kill your conversion rates. Whatever else you need from them you can get over the phone.
#7. Repeat this for every area of your business
Now you are dominating the one local niche for your business.
You are getting tons of local leads, and business is better than ever before.
Simply take this exact system and replicate it for another focus area of your business.
In all honesty, you might have to think about how you’re going to handle all the leads. It’s a great problem to have.
#8. How to expand to another focus area
Once you have started successful campaigns in all areas of your business you would like to cover, you might want to look beyond the horizon.
You now have a recipe of generating consistent lead flow fast. You could replicate this in another Geo-location.
One option is to buy another business from a competitor who may be looking to retire. There are a lot of businesses in your same niche that are generally willing to sell their business at low prices.
Once you have done that, simply change the name to your brand and start collecting clients for your new office.
You could also just rent temporary office space in the new location. Hire a manager part-time and start sending them clients.
This way you can minimize the risk and only open a permanent office once you have made enough money to do so.
Can you imagine growing your business with offices all over the country? I know I might be getting ahead of myself, yet I’ve seen this happen and it excites me.
Of course, you could just be content with having a steady stream of business coming into you.
There is nothing wrong with that.
I know this seems like a lot, but don’t worry, we’re here for you! Don’t miss the opportunity to dramatically increase your business. If you’d like SuccessTeam Marketing to implement this system for your business, then click here to schedule a 1-1 appointment with us.