- Email Archive -
3 Reasons You're Not Getting Enough Leads
Does any of this sound familiar?
- You have a website but you can't figure out why you're not getting leads
- You're blogging but you still can't get any leads
- You created an ebook or white paper but nobody is downloading it
- You post on social media but nobody really cares or engages
- You're doing all of things people say you should do (email, blogging, etc.) and still you can't get it to work and generate enough leads
I'm frustrated because I see this every day, 100% of businesses I work with fail to generate enough leads with inbound marketing.
Earlier this month I got 2 similar prospects, completely different industries but their situation was identical: 2 years with HubSpot and they laughed when I asked if they got ROI out of what they've done and spent. I almost dropped my phone when I heard it.
This is not uncommon. I work with clients like this every month, but these 2 came to me around the same time with the same situation but the root of the problem was different.
If you're doing inbound marketing and it's not working, there are only 3 reasons why it's not working for you the way you want it to work. If you're not doing any inbound marketing, that's a different problem all together.
1. You don't know your ideal customers
If your content isn't sticking and generating leads for you, you don't know who your ideal customers are. You simply don't know enough to make informed decisions on what content to create. Here's an analogy you'll understand. If you're trying to catch a shark, you can't use bread on a hook to bait it. You need a juicy, bloody piece of meat. And since you don't know your ideal customers thoroughly enough, you're trying to use random content and hope something will stick and get you leads. HOPE IS NOT A STRATEGY.
2. You don't know your value proposition
You don't. You think you know what it is, but when I ask clients about their value proposition I usually here:
- A tagline or slogan
- A business description
- A mission/vision statement
- A business model overview
- "Value what?"
It's not. Value proposition answers a very specific question in your customer's mind - "If I'm your ideal customer, why should I buy from you and not your competitor?" Your value proposition must deliver your "only factor", the exclusive thing that you and ONLY you can offer them to differentiate your business from the competitor.
3. You don't have a tangible and focused inbound strategy in place
When I say tangible, I really mean you can touch it. If I asked you for your strategy, you should find the file and hit Print so we can hold it. That's a tangible strategy, having it in your head doesn't count. I don't read minds, nobody reads minds.
In many cases people are afraid to have a strategy, because then their efforts are measurable and they're afraid to fail, to not achieve goals set in strategy. So it's easier to say, "Let me just write a blog a week and see what happens," It feels good being busy, doesn't it? WRONG. You're lying to yourself, your employees, co-workers, everyone. Spinning wheels doesn't get you anywhere, it just wastes time and energy.
Inbound marketing strategy provides clarity, and clarity drives action.
In the next several emails, I'll go deeper into each item. So please keep an eye out for them, they're meant to help you troubleshoot your inbound marketing.
I'm also working on a webinar and workbook to help you create a tangible and focused inbound marketing strategy, so you can't say you don't know how to do it. I'm here to help, webinar is coming in June.