148 - How To Get Better Quality Leads That Actually Convert

Got a lead problem?

As in, not enough of them?

Probably the number one complaint I hear from service-based businesses - not enough leads.

However, digging a little deeper, its not so much the leads, it's that they don't convert into clients. They think they just need more leads... but do they?

What if the leads they had were converting better?

So here's what I noticed.

They're brandishing this word 'lead' around very loosely.

Bundling up all sorts of people into the 'lead bucket'.. essentially, anyone who might buy their service or digital program is a lead.

And herein lies the real issue.

Leads are not created equal.

Let's define what a lead is. It's an indication that someone might become a prospect.

A prospect is someone who has a propensity to become a client.

Going a level deeper - stay with me here as these deeper waters are where most people don't go!

There's a difference between actual prospects and possible prospects.

Over here, we have possible prospects... they're people who fit your ideal client profile.

But we haven't yet ascertained whether they have a desire for your service.

And here we have actual prospects.

They're defined by being a fit for your ideal client AND they have shown a desire or interest in your offer.

Not in your content... in your actual offer!

So now, does it make sense about who you're actually reaching out to and why you're struggling to get clients when you're focused on leads?

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