How To Get Your Ideal Customers To Come To You (100% Inbound)
And the funnel that we’ve used to generate 328 leads and 87 sales calls in the first 8 weeks of this year.
First, let’s talk about why they aren’t coming to you right now.
In my experience, it’s due to a combination of the following reasons:
They don’t know who you are
They know who you are but they don’t know how you can help them
They know who you are, and they know how you can help them, but they are unsure whether you can achieve the outcome they want
They know who you are, they know how you can help them, and they trust that you can achieve the outcome they want, but they need a reason to take the first step towards working with you
The answer to all of these questions is…
CONTENT. Use content to help your prospects overcome these hurdles.
1-3 is all about demand-generating content (ie: not directly commercial or selling). You’ll need to create content that positions you as a subject matter expert in your chosen field.
Your customers need to see you as the best or the only option available (note: this only works if you actually are an SME).
Give lots of information away, share stories, and make it clear you understand the customer's challenges/pain, and the outcomes they want.
4 is lead-generating content. You now have an audience of people who know and trust you, and you need something so good that people will exchange their information for access to it. This is the first step on the journey towards working with you.
It could be a mechanism to get the outcome the customer wants, could be a case study of a business like theirs, or some kind of valuable giveaway.
Depending on your market, you may not even need to use content at this stage, your prospects may be happy to have an initial discovery or strategy session with you. Just needs to be positioned as their next step to get the outcome they desire.
Hint: this content is also used to educate them on how you and your company may be able to help them.
The funnel that we have used to generate 328 leads and 87 sales calls since the start of 2024 (8 weeks)
