How to Add 100 Warm Leads to Your Sales Pipeline
Have you ever said this to yourself:
“I want more clients, but I don’t know where they’re hiding. I know I’m supposed to reach out to people, but I don’t know where they are or what to say. I don’t want to be a creep or bother them with a salesy cold message”.
I hear you! It's the whole reason I launched the Sales Swagger program - to help business owners (like you!) get over the fear of cold outreach so you can add more leads to your pipeline. It took me years to figure this out...not only the mechanics of what to do, but how to make it easy and joyful.
It comes down to these simple steps:
Dial in on exactly who your soulmate client is, so you can spot them in a crowd
Craft warm, personal outreach messages that entice them to respond
Go touch the humans! (Keep reading - I’ll tell you where to look!)
You ready to do this shit? Read on…I’ll tell you exactly how.
First, Dial Into the Persona of Your Soulmate Client
Here’s an example from my own business:
My soulmate Sales Swagger client is a badass business owner - and a major action-taker. They are SO ready to go from charging $1000 to $10,000. They want to graduate from 1:1 coaching or done-for-you services and create scalable products. Reaching six figures and beyond is not an option for them...it’s a matter of getting there faster. They are 100% ready to do what it takes to reach their income goals, and are ready to invest in becoming better at sales.
Okay, perfect. Now I know exactly how to spot them in a crowd. Their content and current offers will show me that they have a badass personality and potential to grow.
So, take a moment and list out the demographic and psychographic qualities of your dream clients, so you know exactly who you’re looking for.
Next Up: Craft Outreach Messages that Resonate with the Soulmates
I take a few minutes and craft some loose outreach scripts. I say “loose” because you still need to make your messages warm and personal.
For example, my outreach messages may look like this:
“Hey Jane! I’m checking out your page, and damn girl. You are killing it! Your clients obviously love you. Have you ever considered doing a group program or a course to reach more people?”
“Hey Melissa! I came across your page, and am obsessed with your vibe. I especially love that post of you on the beach. My mind is bubbling with business ideas for you...one of which is an ultra-high-ticket package that I’ve seen work for some of my clients. Are you open to hearing about it?”
Next...get some collateral ready. Gather up your freebies, articles, testimonials, media appearances, and most valuable posts. As you start chatting with people, you’ll want these handy to sprinkle into the conversation.
Alright...your shit is tight. Now it’s time to go find the humans.
Yep, it’s time to reach out and touch some people.
Before we go any further, I need you to hear the most important part:
Direct outreach is NOT creepy, bothersome, or a chore. If you see it that way, that’s how it will land with people. Ick.
Instead, view it as a treasure hunt. This is why I call it “Fairy Dusting”...to make it light, fun, and feel like I’m sprinkling gifts on people.
Fairy Dusting is both the easiest AND most effective way to earn revenue in your business.
So where are these humans hiding? In plain sight, my friend. You are literally swimming in leads! Here’s where to start and what to say:
Personally message your followers: I guarantee that you have followers that you haven’t personally chatted with. Hit them with a message like this: “Hey Jill! I’m super grateful you’re following me, and I’m so curious what brought you here. My goal is to create content that’s super valuable to you...so tell me a bit more about yourself! I see you have a design business...that’s amazing! What’s your big juicy goal for the business this year?”
Schedule a Visibility Moment - a webinar, a roundtable, a panel - and personally invite your ideal clients. This is super straightforward: “Hey Tracy! I see you have a consulting business and I’m loving your content. I’m hosting a training next week on how to sell ultra-high-ticket consulting packages that you may find useful...and I’m personally inviting you because you seem like a badass. Are you interested in hearing more about it?”
Make a list of 25 straight-up dream clients and simply send them something. “Hey Sarah! I’m not gonna lie...I have a bit of a business crush on your company. I think your product is one of the most unique of its kind, and I love following you on LinkedIn. Since we seem to share a passion for marketing, I wanted to share a free marketing guide that’s working really well for my clients right now. You’re welcome to share it with your team as well! Are you interested in me sending that over?”
Create a gift for your referral partners. Don’t just reach out to your friends and ask “who do you know....” Give them something they can work with, like this: “Hey Brad! You are one of the most well-connected badasses I know. I wanted to share a gift that may help you nurture your network...I’m hosting a Sales Swagger workshop next week and I’d love to give your people a 25% discount. This workshop is an awesome compliment to the work you do with your clients! Which of your people might be most excited to get this gift from you?”
Create a poll and personally reply to anyone who completes it. This can be a poll on LinkedIn, Instagram, or even a full-on survey link. Ask about their struggles in the area you teach about, and after they reply you can follow up with some laser advice...and an invitation to chat with you.
Cold connect on LinkedIn with a warm message: It’s okay to reach out to someone you don’t know, but make it known why you’re reaching out: “Hey Claire! I see you’re a leader in the Digital Marketing space...and I’ve recently become obsessed with the topic after helping several clients grow their own marketing firms. I’d love to connect and learn more about you!” Please don’t sell or offer anything in this first outreach...save that for after they accept!
See? There’s no shortage of ways to connect with people without being a creeper. But I want you to notice a few important things about my outreach messages:
They are super warm and personal. I actually take a moment to look at their page and make sure I get the feels. I find a detail that speaks to me and mention it in the message. I use high-vibe, complementary language that excites them to check me out.
I get consent. I ask permission before sending any links. There is nothing worse than being boner-poked (as I call it) with somebody’s link when I didn’t ask for it.
I usually end my messages with an open-ended question, which is more likely to receive a reply.
Lastly...I’ll remind you again that this is a treasure hunt. You won’t find gold under every rock. That’s okay. Even if you do everything right, you will be ignored some of the time. A small handful of assholes will clap back with something shitty. This doesn’t mean you’re doing a bad job. It means that you are willing to do what it takes to find your soulmate clients.
If you do each of the methods above, you can easily generate 100+ quality leads within a couple of weeks. Or...if one of these methods speaks to you, go balls to the wall with it! The most important thing you can do is bring your highest, most vibrant energy to the sales game and you’ll be alright. Let's talk! Click below to book a connection call with me and you'll walk away with swaggy sales tips you can apply immediately!