It’s one of the biggest challenges for agencies of any size, new and old - getting new leads. Your agency can never stop developing its lead pipeline. In this presentation, learn how to drive and communicate to your leads from Bernard and Joshua.

3. BERNARD SAN JUAN III
General Manager
In 20 years, Bernard has
started 4 companies, taken
3 web-based companies to
multi-million dollar status,
launched and managed
over 500 websites, and has
run thousands of
marketing campaigns.
JOSHUA PIELAGO
Product Manager
Joshua is passionate about
digital marketing,
innovation, and product
management. He is
constantly working on
finding the best, most
effective way to connect
businesses to their clients
and vice-versa.

4. Selecting a niche,
targeting the right
vertical, building your
network, and
contacting prospects
The ABCs of Effective
Prospecting
Establishing a
connection with your
website and how to
display proof of your
expertise
How to Have a Killer
Agency Website
Passively and actively
driving leads to your
agency and how we
help you do it better
How to Drive Leads to
Your Agency
Nurturing leads,
creating purposeful
email campaigns and
creating great
marketing material
How to Captivate
Your Audience
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5. Human Connection
Social Proof
Proof of Performance
Visual Proof
Lead Generation Mechanisms
(Website Audit Widget + More….)
THERE’S MORE TO ENHANCE
Trust
Expertise
Authority
•
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6. The first step to converting more
leads is focusing on a niche.
YOUR BRAND
• Choose a niche
• Develop your unique selling proposition
• Build social proof (your persona)
• Research competitors
• Develop Expertise
YOUR AUDIENCE
• Research each prospect
• Their business
• Their industry
• Find their opportunities
• Increase revenue
• Beat competition
• Gain more market share
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7. EXAMPLE:
Real Estate in Dallas
• Industry News
• Google News
• Google Alerts
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• Facebook
Groups
• LinkedIn
Groups
• Forums
• Eventbrite for
Events

8. It’s one of the biggest challenges for agencies of any size, new and old -
getting new leads. Your agency can never stop developing its lead
pipeline.
1. Passively Generating Leads
2. Actively Generating Leads
3. Communicate to Your Leads
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9. YOUR FIRST SALE IS LIKELY TO
BE A “HANDSHAKE” SALE
• Referral
• Meet at industry event
• Existing relationship
• Within your social network
The revenue from your first sale
should be invested in marketing
and generating more leads.
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10. Putting relevant and helpful content on your website, social properties
and anywhere else your target audience can be found to draw them to
your product or service.
A COMPREHENSIVE INBOUND STRATEGY INCLUDES THE
FOLLOWING:
• SEO
• Content Marketing
• PPC
• Social Media (Organic/Paid)
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11. • Your content should be uniquely valuable to your niche for
your site to rank.
• More visibility, more traffic = more leads
• Dive into Search Console and look at the queries that you’re
getting; build content around these queries.
• Update your content regularly.
• How long it will take you to do your own SEO: 16 – 20 hours
• Budget: $300 - $1000
Leads from search have a 14.6% close
rate compared to the 1.7% close rate of
outbound marketing (ex: direct mail).
SOURCE: https://www.searchenginejournal.com/
24-eye-popping-seo-statistics/42665/
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12. • Choose a social media channel where most of your target leads are –
primarily LinkedIn and Facebook
• Social media ads and gated content as lead baits.
• Join groups and share
• Budget – Boost a post for $50
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Use Facebook to create your target audience
based on your niche and collected emails.

13. • Build your content marketing playbook: Hero, Hub, and
Hygiene
• Create specialized content that serves the needs of your leads
• What type of content builds awareness?
• What are the steps you do to stay in their face until they’re
ready to buy?
Use resources like BuzzSumo to help
with content ideation
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14. • You can get started on AdWords for as low as $50
• Highly targeted
• Remarketing – Google Display Network
• Be there when your leads are ready to buy
• Cheaper
• Target a specific area (limit geo-target keywords from the
beginning)
• Budget
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15. How to spend your first marketing dollars?
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16. This is your test drive
Offer something valuable to capture their email address.
EXAMPLES OF LEAD MAGNETS:
• White Paper
• Site Audit
• Free Consultation
• Case Studies
• Cheat Sheets
• Toolkits
• Guides/Tips
• Infographics
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Download the LEAD GENERATION KIT
and use our white label lead magnets!

17. HOW TO DESIGN A LEAD MAGNET
1. Identify the needs of your future leads
• No website
• No social media
• Not on relevant listings
• Not ranking for keywords
2. Provide a solution to the needs
• Web design portfolio
• Social media
• SEO analysis
• Review audit
• Competitor analysis
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Your site audit widget is the ideal lead
magnet – instant value and you get exactly
what you need from them

18. INBOUND MARKETING (PASSIVE)
is important for scaling your
business and finding leads for the
future.
OUTBOUND MARKETING (ACTIVE)
is how you find leads for today.
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19. ACTIVELY GENERATING LEADS REQUIRES YOU TO
INITIATE CONTACT BUT YOU DON’T HAVE TO DO THIS
EMPTY HANDED.
1. Search for a cold lead
2. Qualify the lead
3. Find common ground
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20. HOW DO YOU MANUALLY FIND LEADS IN YOUR NICHE?
1. Perform a Google Search for your niche + your location
• Example: Real Estate Dallas
2. Visit the website of each potential client
• Is it mobile responsive?
• Does it provide value?
3. Check social media for their page
• If it exists, is it claimed?
4. Check relevant listings for a presence
• If it exists, is it claimed?
• Are reviews positive? Negative? Neutral?
5. Check for the contact information of the decision maker
If you joined niche-related groups
on social media and forums, perform
similar evaluations for your fellow
members.
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21. QUALIFY A LEAD BASED ON THEIR WEBSITE AND SEARCH VISIBILITY
• Do they have a website?
• Is it optimized for local search?
• Are they ranking?
• Is their website mobile responsive?
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22. QUALIFY THE LEAD BASED ON THEIR ONLINE
PRESENCE
• Do they have a LinkedIn profile?
• Have they claimed their Facebook page?
• Have they claimed their GMB listing?
• Are they listed on other relevant listings? Yelp, YP, Bing,
Apple
How do they measure against
their competition?
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23. • Research the person/owner/contact
• Determine what you have in common
• Social circles
• Hobbies/interests
• Background
• Read their content so you are familiar with
their brand
Leverage everything and anything
you can find to establish a connection!
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24. COLD EMAILS/NEWSLETTERS
• What types of emails can you send to nurture your leads?
• Educational
• Promotional
• Content Marketing
• Industry News
• Create a schedule for your email sequences
• Send emails with the appropriate time of day and at reasonable
intervals to avoid spamming their inboxes
Now that you speak their language, know
their needs, and having something in
common, it’s hardly a cold email your
sending.
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25. Set up a Calendly link or a scheduling tool
that you can use in your emails.
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27. Find leads easier
Qualify them better
Close them faster
Get Free Access

28. Lead Generation and Qualification
Find hundreds of small businesses in
your niche that need the digital
marketing services now.
Marketing Automation
Target existing opportunities and
automatically nurture your leads into
paying clients.
Exclusive White Label Resources
Use exclusive high-value marketing
resources specifically created to target
small businesses.
Get Free Access

29. Feel free to call us at any time for questions.
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info@seoreseller.com