A lead magnet is a free and valuable offer you make in exchange for someone providing you with contact details, such as an email address and name (you can ask for other information too!). Marketing is all about numbers, so the more qualified contacts you have on your mailing address the better. With that in mind, we have put together this lead magnet checklist to get you started.
Typically, a lead magnet will be on your website, and a visitor will need to complete a form in order to download the information. Now, you can’t just add any old sign-up form to your website and expect the leads to come rolling in. Follow the seven steps outlined below to make your lead magnet attract the business you want:
1. Offer Something of Value
A lead magnet is not a newsletter sign-up form. You want to create an attractive offer related to your business. For example, if you are a health coach you may want to provide a free e-book filled with healthy recipes. Or, if you’re a financial planner, you may want to provide a guide to saving for college, etc. Other lead magnet ideas include:
- A quiz
- Discounts
- Free trials
- A video series
You can easily create a form and deliver your lead magnet by using Infusionsoft’s campaign builder. In just a few minutes, you can create a stylish form that when completed by your visitors, they will automatically receive your content.
2. Say Thank You
After your new lead completes the web form you should direct them to a customized thank you page. Use this page to:
- Thank them for subscribing
- Let them know that they should check their email for their free gift
- Share more about yourself by adding a video or another piece of content that teaches them more about you.
Consider adding social media icons and ask them to follow you there too. If you use Infusionsoft, you can create a custom thank you page inside of Infusionsoft or direct the person to any page on your website. Then, you can track the links they click on your thank you page to test different thank you pages to see what gets the best results.
3. Set a Schedule
Now that you’ve added a new lead to your list, you want to keep the lines of communication open. You should create a series of emails that educates your new lead. You want to tell them about you and your brand, give them something else of value, and showcase your expertise. Be sure to let your lead know how often they’ll hear from you too. It’s easy to set up these nurturing emails by using Infusionsoft. You’ll be able to create branded emails that are mobile-friendly and deliver them at any frequency you select.
4. Call to Action
In every email you send, be sure to include some type of call to action. When you get leads to take action, you are conditioning them to say “Yes” in the future.
A call to action (CTA) can be anything from asking them to follow you on Facebook, a “Read More” link that directs to a blog post, or just asking them a Yes or No question. Every call to action is your opportunity to learn more about your leads so you can continually improve your marketing to them. Infusionsoft then tracks all the actions a lead takes on your emails so you’ll be able to easily see what your new lead is responding to.
5. Segment Your List
Use the information you learn from the actions your leads take in your emails and segment your list. In Infusionsoft you can apply a tag to every type of action a lead takes. For example, if a lead clicks on a link, you can apply a tag like: Clicked Follow Facebook link, or if they downloaded your lead magnet you can apply a tag like: Downloaded Lead Magnet. That way, you’ll know who is interested in connecting on Facebook, who was really enticed to download your lead magnet and can then send targeted messages to them.
Alternatively you can use Infusionsoft to run a report of everyone who completed your lead magnet form but did not download the lead magnet. Then you can follow-up with them to remind them to download your free offer, or make changes to your offer to make it more enticing.
6. Make an Offer
After you’ve nurtured your new subscriber and learned more about them, it’s time to make an offer. Use the data you collected to offer a low-cost product, also known as a tripwire. The goal is to get someone to make an initial purchase and then offer an upsell to them for your signature product. If you’re using Infusionsoft, you can create an order form and a link to that form right in your email. You can create an upsell that people see after they buy the first product, and collect payment all in just a few steps.
7. Test, Test, Test
It’s VERY important to have a system in place where you test every step of the process and do so continually. I recently signed up for a lead magnet from a very famous internet marketer and noticed that there were a ton of broken links and web pages that had missing key elements – how embarrassing. I wrote to them to let them know and they were so appreciative as they hadn’t tested that particularly sequence in 2 years – wow! Don’t let that happen to you!
Before implementation you should test every single piece of your lead magnet. Make sure:
- The web form works.
- Your Infusionsoft tags are applied.
- You are directed to the thank you page.
- You receive all of the emails.
- Your call to action links work.
- To place some test orders.
Make a note on your calendar to test this at least once a quarter. You’ll want to monitor and test the emails and offers themselves, too. If you notice that you aren’t getting as many leads as you once did, you may want to create a new lead magnet. Or, if you’re finding out that no one is clicking on the links in your emails, it may be time to refresh your copy.
If this lead magnet checklist has helped you, and you’re ready to set up your lead magnet in Infusionsoft, or any other system, the Smart to Finish Team can help. We can set everything up, provide advice on your content, share best practices, and more. Contact us today for the guidance you need to grow your list and increase your revenue.
Recent Comments