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digetry Blog - Customer Focused Marketing

The 6 Million Dollar Lead Generation Blueprint

Posted by Greg Schraff

Two years ago, I introduced The Lead Generation Blueprint. There were 15 steps, organized into three overarching or guiding principles: your Target Market, your Offer, and your Services. It was the first of its kind to organize all of the marketing elements required for lead generation into an outline for your own efforts.

But a blueprint is just that, an outline to follow. It does not contain the step-by-step instructions on how to build something. So out of necessity – because I found no such “how to” instructions for generating leads – I created my own: The Lead Generation System™.

In the process of creating The Lead Gen System™, I refined and optimized the original Lead Generation Blueprint. What results is what I’m calling The Lead Generation Blueprint Version 2.0.

I’ve streamlined the original Blueprint from 15 to 9 steps by eliminating a couple pieces that weren't core to lead generation. And I combined a couple elements into a single step. I also re-worked the three overarching principles into the 9 steps themselves. The result is a much tighter and clearer Blueprint. Just like Steve Austin . . . better than it was before. Better, stronger, faster! But you can judge for yourself. 

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Topics: Lead Management

The Lead Generation System - 9 Keys to Lead Gen Reality

Posted by Greg Schraff

The strategies and techniques to generate leads continues to evolve and change, but the same problem remains:

Disjointed marketing tools, channels, and tactics means it’s tough to consistently and predictably get leads because the experience for your prospects often feels disconnected.

And, nothing exists that connects all of these uncoordinated, and confusing, resources into a unified whole. Until now.

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Topics: Lead Management

Website Lead Conversion Best Practices: 27 Things to Optimize

Posted by Greg Schraff



The 27 things you need to optimize in your online marketing in order to achieve consistent and predicable lead conversion

As the saying goes, when it comes to creating a successful business everything starts with a sale.

Generate sales and things have a tendency to fall into place. Struggle to get sales, and your business flounders.

But, in order to get sales you first need to generate interest. That is, you need to generate leads – and the best, most effective way is to get these leads online.

Lead generation is especially important if you sell professional services   

Because the price point is higher with services, the sales cycle is naturally longer, and a lull in your lead flow results in a sales drought – often the dagger for young, cash strapped businesses trying to get off the ground.

Without a steady stream of qualified leads business growth will be unpredictable, at best.

Achieving lead flow is not easy, especially if you are building your prospect list from scratch, but it can be done. Like every other aspect of business, if you want success you need a plan, and you need to execute this plan on a regular and consistent basis.

This blog post is that plan – it is the ultimate guide to lead conversion: a 27-point, best practice outline to generating and converting new leads online.

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Topics: Digital Strategy & Marketing, Lead Management

Qualified Leads & Business Success (How I Learned the Hard Way)

Posted by Greg Schraff

Despite what someone else may tell you or what you believe, business success begins with your first sale. Yes, you can develop your product or service, build your website, surround yourself with business essentials – phone, business cards, workspace, etc. – but all of this is naught if you don’t have customers who are paying for all this overhead. 

In order to make a sale, you need prospects – and before too long, many prospects – preferably prospects qualified to the point where they have an identified need for your service.

When you are starting from scratch, generating interest, attracting and converting leads, is a challenge.

“Let’s face it, starting a business is difficult, extremely difficult,
especially if you are bootstrapping and doing it alone.” (Tweet This!)

I learned this the hard way.

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Topics: Lead Management

The 6 Essential Lead Conversion Metrics You Must Track

Posted by Greg Schraff

If you’ve been following this blog post for the past 3 months or so, you’ve arrived at the last entry of the lead conversion Blueprint (and if you are just joining this thread, you can catch up here). 

By now, you should be ready to launch your pilot campaign

But remember, marketing is testing, and if you aren’t tracking and measuring the performance of your campaigns there isn’t much point in launching it at all.

So, without further ado, here are 6 essential marketing performance indicators that every business needs to track and measure for B2B sales leads.

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Topics: Digital Strategy & Marketing, Lead Management

The Process for Creating a Successful Lead Generation Campaign

Posted by Greg Schraff


You’ve done all the research and work required to understand your Target Market, craft your Offer, and align your Services to reach and resonate with the best sales prospects and customers for your business.

Now it’s time to put it all into action! 

It’s time to create a campaign that draws upon all the steps in the Lead Generation Blueprint and start generating new sales leads online!

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Topics: Digital Strategy & Marketing, SEO, Lead Management

How To Identify the Premier Marketing Channel For Your Business

Posted by Greg Schraff

Of all the possible digital channels and options at your disposal to market to your target audience, how do you know which ones to use?

The answer is obvious: it’s the marketing channel that best reaches and resonates with your customer!

Satire aside, the answer is NOT that obvious. 

Do you even know which marketing tactic is most effective? Most small business owners do not.

You can go on gut, feel, intuition, or whatever you want to call your customer ‘insight’. Of course, the most reliable indicator of success (or failure) is your marketing data.

But what if you don’t have that type of data? Or what if you are just starting off and it doesn’t yet exist, then what do you do?

You can use a tool called the Heat Map.

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Topics: Digital Strategy & Marketing, Lead Management

The Secret to Attracting the Best Prospects Online

Posted by Greg Schraff

Your company probably offers many different services.

In order to attract and generate the best, qualified leads for your business, however, it’s important that you emphasize and promote the right services

Concentrate on the services that are most valuable to your target audience, and which directly support your Offer

Then, align your services with your customer’s online behavior and the marketing channels they use to get their information.

There are five best practices to ensure that you are promoting the services that will attract your best prospects and customers.

In this blog post we are going to cover the first one of these: Services Alignment.

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Topics: Digital Strategy & Marketing, Lead Management

How To Successfully Map Your Marketing to the Customer Journey

Posted by Greg Schraff

What if you knew the questions your customers and prospects were asking at each stage of the sales process? (Tweet This!)

If this were possible, you could reach out to them at any point in time and address their needs.

This surely would create satisfied prospects, and would most certainly move them along the customer journey, one step closer to buying your product or service.

Well, this is no hypothetical scenario. This is something you can actually execute yourself.

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Topics: Customer Decision Journey, Digital Strategy & Marketing, Lead Management

The Lead Conversion Equation Explained

Posted by Greg Schraff

The Customer Buying Cycle: Know Where Your Prospects Are & How to Reach Them

Because customers proactively seek product and service information on their own, their exposure to your business is often outside of your control, and their decision process is anything but linear.

Despite these challenges, it is possible to map the path your prospects take when deciding to buy your service.

The customer buying cycle, or customer journey, enables you to understand the steps your customers take as they consider, evaluate, buy and interact with your service.

And knowing where your prospects are in their decision process is critical to generating qualified leads.

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Topics: Customer Decision Journey, Digital Strategy & Marketing, Lead Management

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This is digetry's blog where you will find all sorts of valuable marketing ideas and practical information about how you can generate more leads online.

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