Strategy #12 – Step-by-Step Lead Generation method

Strategy #12 – Step-by-Step Lead Generation method


The first component you need for your lead generation funnel is a lead magnet. This is the incentive to get prospective customers to visit your page.

We’ve written a lot about lead magnets in the past, but it bears repeating: A lead magnet is an offer (usually free) that is dedicated to giving your website visitor some relevant value in exchange for their contact information (an email address at the very least).

Some examples of lead magnets are PDFs, eBook samples, articles, webinars, and other limited, exclusive content.

Marketers like Andy Crestodina, Jeff Bullas, and Michael Brenner recommend these types of lead magnets. These are sometimes also called opt-in bribes or content upgrades.

Above all else, keep your lead magnet simple. The more complicated it is, the more you may confuse prospective customers. You can use a one-page, actionable template or book sample. Checklists and templates also work well.

In my experience, I’ve found that the simpler your lead magnet is, the better it converts.


To get your lead magnet to convert, you need a landing page to promote it. That brings us to our second step.

Your opt-in landing page is going to explain the lead magnet, including why prospective clients would want to download it. The copy should be focused on advertising the end benefit the potential client will get if they opt-in to receive it.

Use numbers and stats when you can to add credibility to the offer. Create a list of all the benefits of your lead magnet, including the problems it solves and processes it simplifies.

Make sure your download button is big, colorful, and prominent. Keep it above the fold so prospective clients can’t miss it.


By this point in your lead generation funnel, your prospective client has converted and is not on your email list. Now it’s time to automatically follow-up via an email drip sequence.

You should send at least three email follow-ups. These are meant to engage your new leads.

Use the VACuum formula for these if you’re stuck on what to write.

Your follow-up emails should also bring them back to your website and to your core offer, which we’ll explain momentarily…


After your prospective client opts in to your lead magnet, they’ll be redirected to your service page.

Pro tip: if you don’t already have a landing page dedicated to promoting your service, you need one, stat.

The service page is where the real action happens within your client lead gen funnel.

Adding a little piece of free content before the visitor arrives on the service page—be that a PDF, webinar, article, etc.—is important because you create a positive lens thru which your offer will be seen.

By giving the prospective client something good, you are starting a relationship where you trade value for value. This context leads to a higher overall percentage of people who visit the service page and make a consultation/booking.

Sure, you could always skip the lead magnet and send traffic directly to the services landing page. You would get some percentage of bookings/consultations, but not nearly as much if you offered your free lead magnet first.

Of course, that also depends on where the traffic is coming from, but that’s a longer discussion for another day.

For your first lead generation funnel, I strongly recommend including a lead magnet at the get-go.

On your service page, you need a few key elements besides great copy, like your CTA, your contact/booking form, and even a phone number. (Phone numbers are very useful for building trust.)

Here are some of my best practices for writing effective landing page copy.

First, including a compelling selling proposition. What makes your services different? Why do people need them? Are you focused on servicing one particular niche?

You should also add the top three benefits of your product or service. This acts as a quick overview that attests to the value of your company.

As you present your selling proposition and your top benefits, make sure to write with clarity. Clear and simple is better than long and wordy.

Be sure to include lots of social proof in the form of testimonials and case studies as well.


Before we turn on the fuel to activate this little system that we’ve set up here, we want to put tracking in place. This gives us a read on valuable information, such as:

  • How many people visited the opt-in landing page
  • How many of those people opted in to get the lead magnet
  • How many of those people clicked on the sales page
  • How many of those people who were on the sales page booked a consultation

Tracking is something you can set up in Google Analytics. I’ve written about creating an analytics sales funnel to track leads and revenue before, so check out the tutorial there to get started.


Last but certainly not least is your traffic.

At this point, you have a basic funnel and funnel tracking in place so not it’s time to fuel your sales engine with traffic. To do that you want to start running ads on Facebook and/or Google Adwords.

You want to start with Adwords first. It will cost more per click, but you can start with a budget as little as $20-$50 per day and begin pulling in quality leads. The traffic from Adwords should be pointed directly at your service page.

With traffic from Facebook, there is no search intent, so you’ll need to warm up the lead first before they will be ready to buy. For this reason, you want to use the full-funnel and point traffic from here to your lead magnet landing page.

Now flip the figurative switch and let it run itself!

Your job isn’t over yet, though. It’s important to make tweaks and adjustments as you go along. This lets you discover where the biggest leaks are in your client lead generation funnel. You can then plug these and continue to iterate, optimize, and grow sales.

If you want to skip all the heavy lifting and save time, consider our done-for-you funnel service where we create your client lead gen funnel from A to Z and even manage and optimize your ads.

These are the first 6 steps. The following 6 simple steps you will create for your business a basic, working client lead gen funnel for your business.

These steps also give you a quick glimpse into the work we do for our clients every day as we build out their online lead gen funnel.

To review:

  • Lead magnets are essential for nurturing a relationship with a new lead.
  • Your lead magnets should be simple. Think more along the lines of one-page articles or templates instead of multi-page book samples.
  • Your email and sales copy must be strong and present your unique benefits clearly to get more opt-ins and to attract more qualified client leads.
  • Use Google Analytics and a spreadsheet to set up simple funnel tracking.
  • Once the funnel structure is in place, get traffic flowing fast with Facebook and Google search ads.

In what ways do you think a lead generation funnel will be useful for your company? Which of the six steps do you anticipate will make the biggest impact?

Want to know the other 6 steps? Why not book in a call with us today to find out more:

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Strategy #12 – Step-by-Step Lead Generation method

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