Find - Attracting & Identifying New Leads
You might be the best salesperson in the country, but you can’t win business without finding it first.
The “Find” stage is about generating a consistent flow of high-quality leads, in a way that’s strategic, measurable and repeatable.
This stage is where you start to build your sales pipeline with intent - not just adding more names, but adding better quality ones.
Common Mistakes When It Comes To Attracting New Business
How Do I Attract Leads?
Your best leads aren’t just sitting there waiting to be found - often they’re already searching for solutions just like yours, they just don’t know you exist.
This is where a search engine optimisation approach comes into play. Search Engine Optimisation (SEO) isn’t just about rankings - it’s about relevance. By creating helpful, information, keyword focused content, that matches your prospects intent, you will attract qualified leads to you, rather than having to chase them.
Step-By-Step Guide To Robust Lead Generation
- Identify your best lead sources - think about where your customers are (from the Plan stage), are they on LinkedIn, are they referrals, inbound traffic, trade shows or past contacts.
- Move out of your shoebox - gather all your suspects: past enquiries, contacts, business cards, subscribers etc and get them into a CRM system so you can get organised.
- Warm them up - start reaching out to your suspects with educational value-driven content. Build a familiar relationship - don’t just create noise.
- Qualify using the BANT-F Method - a structured method for determining whether a lead is worth your time. It helps you sort the “curious” from the “committed” by focusing on five key qualification criteria - Budget - Authority - Need - Timeline - Fit.
- Score your suspects using the traffic light system - label your leads green, orange or red - and only move green leads into your pipeline.
- Finally, remember “prospecting is about helping people find you just as much as you finding them.” Which means search engine optimisation (SEO) content, lead magnets, social proof, and smart segmentation are your new friends.
SEO Lead Generation Strategy In Action:
- Create Content That Solves Problems
- During the planning phase you spent time identifying who your customer is, and as part of this, what their problems and needs are. By writing blog posts, frequently asked questions (FAQs) and landing pages around these, Google (et al) will rank your website higher for the search queries, and your prospects will find you when they’re searching.
- Use High-Intent Keywords
- We’re looking for those prospects who are searching with intent to purchase, as such we need to focus on terms and keywords that show high-intent, e.g. “buy” rather than more informational keywords like “how do I” or “how to”.
- Optimise Lead Magnets for Search
- Once you’ve attracted prospects to your website, we want to capture their information for follow-up. Make sure you have downloadable guides, templates and checklists, behind a simple data capture form.
- Repurpose for Reach
- From one great SEO blog post you can create many social media posts, email tips, LinkedIn articles or videos - ensuring your content is visible and valuable.
How Good Are Your Leads? (Traffic Light Check)
| Green (80%+) | You have 100+ well qualified leads and strong sources |
| Orange (60-79%) | You’ve got some traction, but lead quality or quantity needs work |
| Red (Below 59%) | You’re short on leads or using inefficient outreach methods. Time to reset and refocus. |
Free Resource : Lead Generation Checklist
Download our Lead Generation Checklist and use it to:
- Identify high-performing lead sources
- Craft a prospecting message that gets attention
- Organise and score leads effectively
- Build a list of 100 qualified opportunities