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Aired on February 22, 2022
Episode 134
Your Lead Generation Problem is Not a Lack of Leads (Part 2)
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Transform your lead generation results by focusing on understanding your ideal customer, building trust, and fostering effective communication. Tailor your approach to resonate with your leads, use content marketing, social proof, and personalized communication to build credibility. Implement these strategies and watch your leads transform into loyal customers.

Your Lead Generation Problem is Not a Lack of Leads (Part 2)

Welcome back to the second part of our discussion on lead generation!

In the first part, we talked about how your lead generation problem might not actually be a lack of leads, but rather a lack of effective lead nurturing and conversion strategies. Today, we're going to dive deeper into this topic and explore some key aspects of lead nurturing that you can focus on to improve your lead generation results.

Understanding Your Ideal Customer

One of the most key elements of successful lead nurturing is having a deep understanding of who your ideal customer is. This goes beyond basic demographic information and requires you to really get to know your target audience on a personal level. Understanding their pain points, challenges, goals, and aspirations will allow you to tailor your messaging and content to resonate with them on a deeper level.

Empathy and Personalization

Empathy is critical when it comes to connecting with your leads. Show them that you understand their struggles and that you genuinely want to help them find a solution. Personalization is also incredibly important. Generic, one-size-fits-all messages simply won't cut it in today's hyper-personalized marketing landscape. Use data and insights to personalize your interactions with leads and make them feel seen and understood.

Building Trust and Credibility

In the digital age, where skepticism runs high and trust is hard to come by, building trust and credibility with your leads is crucial. People are more likely to do business with companies they trust, so it's essential to focus on nurturing this trust throughout the lead nurturing process.

Content Marketing

Content marketing plays a significant role in building trust and credibility. By creating valuable, educational content that addresses your leads' pain points and provides solutions, you position yourself as a trusted advisor rather than just a salesperson. This can significantly influence the way leads perceive your brand and ultimately lead to higher conversion rates.

Social Proof and Testimonials

Social proof, such as customer testimonials, case studies, and reviews, can also help build trust with your leads. Seeing proof that others have had a positive experience with your product or service can alleviate doubts and create a sense of security for potential customers.

Effective Communication and Relationship Building

Effective communication and relationship building are at the heart of successful lead nurturing. It's essential to maintain consistent and meaningful interactions with your leads to keep them engaged and moving through the sales funnel.

Omnichannel Marketing

Use multiple communication channels to reach your leads and engage with them where they are most comfortable. Whether it's email, social media, or in-person events, meeting your leads on their preferred platforms can help foster stronger connections.

Lead Scoring and Segmentation

Not all leads are created equal, and treating them as such can lead to missed opportunities. Implement lead scoring and segmentation strategies to identify high-potential leads and tailor your communication and messaging accordingly. This personalized approach can significantly boost the effectiveness of your lead nurturing efforts.


To summarize, your lead generation problem is often not a lack of leads but rather a lack of effective lead nurturing strategies. By focusing on understanding your ideal customer, building trust and credibility, and fostering effective communication and relationship building, you can transform your lead generation efforts and drive better results. Remember, successful lead nurturing is about creating meaningful connections and providing value every step of the way.

So, go ahead, implement these strategies, and watch your leads transform into loyal customers.

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Biggest Takeaways:                        

  • We often will say it’s quality over quantity without understanding how to identify the quality leads.
  • Referrals puts your businesses in the hands of the people that you are relying on to provide referrals for you.
  • You do not need many leads to be successful.
  • You need to know what to do with those leads once you have them.
  • Quantity still works, but there is a different strategy that needs to be employed when we are focusing on mass market and increasing the numbers.
  • When you focus on quality, you have to be okay with saying no to certain people.
  • Mastery is what happens when we have quality.
  • We have to master the language with which we communicate with them. That is the conversion process.
  • If you continue to focus on quantity over quality, you will be burnt out and exhausted.
  • Focusing on quality can often lead to an overflow of people coming into the different types of products and services and programs that you want in a variety of ways, sometimes very unexpected.



  • Referrals [04:09]
  • Three things that will keep you stop you  from attracting more quality leads [08:24]
  • A reminder of part one [13:28]
  • What happens when you are specific [16:38]
  • What causes frustration [21:35]
  • There is a strategic way [24:40]
  • Thinking through how you convert leads to say yes [28:59]


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