A Brighter Web | Grow your business with digital marketing

Finding and Tracking New Client Leads

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Finding Clients
  • 1. Referrals
  • How can you encourage and appreciate your referral sources?
  • This could be from other clients or business partners.
  • Refer back: this makes you look better to the potential client, too.
  • Using a gift tool like Thnks to surprise and delight.
  • 2. Networking
    • Business associations
  • Professional groups: eg. AMA, Chamber
  • Conferences: We've got a lot of work from these kinds of groups over the years, but mostly as referrals further out.
  • 3. SEO
    • Let your website work for you
  • More passive than active
  • What if this isn't generating the right clients?
    • Tighten your messaging.
  • Ask more difficult questions on your contact form.
  • 4. Content
    • Blogging, speaking, podcasting
  • Social & email is more promotional
  • All of it into a marketing funnel
  • Educating and thought leadership is one of our core values, and leads are a positive consequence of that content
    • Tracking Clients
    • 1. Forecasting potential revenue
      • How do you weigh the value of a client?
  • Initial spend or monthly x12.
  • In our system, we also weigh the odds of a win and track that metric.
  • 2. Tracking also ties heavily into follow-up into interested leads
    • What is an interested lead?
  • We don’t use cold marketing—only follow up with warm leads.
  • How do you follow up without being obnoxious?
    • Initial follow-up: Just connect on LinkedIn
  • For interested leads: Offer value and have a reason to follow up
  • Tools: 
    • Pipedrive 
  • Notion
  • Hubspot
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    A Brighter Web | Grow your business with digital marketingBy GreenMellen
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