Grow Your Lead Flow

Chapters

00:00 Q: Why is understanding the sales funnel critical to lead generation?
00:18 Q: What are examples of top-of-funnel marketing strategies?
00:34 Q: What belongs at the bottom of the funnel?
00:48 Q: How can businesses trim costs and optimize pay-per-click (PPC) spend?
01:27 Q: Why is nurturing leads from the top of the funnel important?
01:44 Q: How does website engagement impact conversions?
02:18 Q: How can businesses continuously improve their lead generation strategies?
02:35 Q: What support and consultation does Josh offer?

Action Items

00:18 Invest in top-of-funnel strategies (programmatic ads, TV, billboards, door hangers).
00:34 Use bottom-of-funnel tools (SEO, PPC/Google Ads) to capture ready-to-convert leads.
00:48 Optimize AdWords campaigns to lower cost-per-click over time.
01:27 Build nurturing processes to move leads from awareness to conversion.
01:44 Continuously track and modify website design and content to improve visitor engagement.
02:18 Regularly test and refine strategies to increase conversion rates.
02:35 Schedule Josh’s free two-hour consultation to assess current and future marketing strategies.

Josh Ramsey

So growing lead flow is a key element in business. One of the things you have to start with is how much are you spending. It’s really hard if you’re not spending much in marketing, but there are key elements. The first thing that I’m going to say overall is understand the funnel.

Right—if we understand the sales funnel, we understand that the top is real open and what’s loading in is the top of funnel. There’s ways to get top of funnel: it’s things like programmatic marketing, it’s television ads, TV ads, it could even be billboards or yard signs, door hangers. This is really top of the funnel.

Now sometimes it comes in the top and it goes real fast. The bottom of the funnel is going to be things like SEO and pay-per-click Google AdWords. That bottom of the funnel are the people that are going to close faster. But what you want to try to do in lead gen is not only work on the bottom of the funnel to leverage yourself—spend small amounts and trim the fat.

For myself, for instance, I advertise on a keyword called “fractional CMO.” When I started doing that about eight or nine months ago on AdWords, I was spending about $25 a click. I’ve now been able to get that down below $6 a click. There are ways to do it in AdWords to generate more but spend less.

The other thing is to identify how you’re going to get them in the top of the funnel and how to nurture those leads so they get further down. These are some of the strategies that we talk about when we get into this, but every business is unique in the sense that your approach—where you’re spending marketing dollars, how you’re spending them, what people think and feel when they come to your website.

One of the things that I’m constantly modifying in my own marketing is I want to modify what people’s feelings are when they come to my site. Where are they clicking, where are they looking, why are they doing it? That’s why even on this landing page that you’re watching this video right now, what I’m focused on is how long can I keep you engaged. Am I sharing correct information, relevant information, is it fulfilling a need that you have so that you are now more educated?

All of these things matter, and then you start to modify and shift to improve on what you’re currently doing and what you should do, and building that status all the way up so that visitors will turn into leads—’cause that’s what we’re going for, right?

Hope to talk to you soon. Happy to chat about this. Remember, I give a two-hour free consultation where I verbally walk you through, learn about what you’ve done, what you’ve been doing, what you’re doing right now, and then try to help you strategize into the future on what you should and could be doing next.

Have a great day. Talk soon.