We’re not going to surprise you with this insight: Lead. Generation. That’s how you get web design clients.
But there are good ways and bad ways to conduct lead generation. And here’s where we blow your mind.
There is no one best method for lead generation for web designers.
It may be against all rules of “how to” blogs to not give you a list of lead gen methods to try but I’m going to do you one better. I’m going to show you how to find the best lead generation methods for you and your business.
I’ll be the first to admit it. I’m a nerd for lead generation. I currently have about seventeen lead generation methods going right now.
So here’s my special technique, my secret sauce for finding out where I need to be focusing my lead generation efforts. I track everything in a spreadsheet.
Here are the five most important things I track and why.
YouTube ads. Facebook ads. Cold calls. Follow-up calls with former clients. Website sponsorships or paid listings. Client referrals. Cold emails. Social listening engagement. These are just a handful of my current lead generation efforts. The very first thing I list in my spreadsheet is what I’m doing to generate leads. It’s the first step to finding which method works best for me.
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I love responding to and engaging with people on social media. Networking meetings, not so much. Whether I enjoy an activity is a great predictor of whether I will stick with it for the long term and perform it regularly enough for it to be as effective as it could be. And, let’s be honest. While being an entrepreneur has its share of things I wish I could avoid, I started my own business to do what I love and the same should be true of my lead generation efforts.
When figuring out the best methods for lead generation for your company, it’s important to know how much they cost to execute and how much of your time they take up, because the time you spend prospecting for leads is not time you spend on your core business. If a method is GREAT at sending leads my way, but takes a ton of my time and is crazy expensive, it may not be the best method for me because I would much rather spend my time building websites that wow my clients.
This is starting to get into the meat of what people traditionally consider when they try to find an “effective” lead generation strategy. Alongside these columns, I also have a conversion percentage column so I can easily compare the methods. If one method has brought in 20 leads and 4 of them converted (20% conversion) and one method has brought in 8 leads with 4 converting to clients (50% conversion), it’s clear in the percentage column which one is actually more effective.
Here it is. What you all wanted to know when you clicked on this article. What lead generation method brings in the most revenue. And, once again, I will probably disappoint you by not sharing the specific method because what works for me, may not work for you. But you need to track how much revenue any method you try brings in to know whether it’s worth your time. You also should break that down by conversion as well because more data is always helpful.
Here’s the crux of the matter: what you like doing and are good at, what brings in good, solid leads, and what doesn’t cost a whole lot to implement (as compared to what it brings in) is going to be YOUR best method for lead generation. But if you’re not tracking these things, you’ll never know where to put your efforts.
(Be sure to stick with any effort you want to pursue for a good 6-12 months before making a final decision. That way you have plenty of data to work with.)
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