When trying to build a business, it is easy to think that more is better when it comes to lead generation. And I would agree with that if all or most leads are qualified.
You run a small business. You wear many hats. If you got 100 leads a day or a week, would you really be able to follow up with them all? Speaking for myself, I would not.
But I’m okay with that. I don’t want to attract just anyone to my business. I want to attract and build relationships with people qualified and interested. How do I do that?
Question Marketing.
Question marketing is about creating a list of questions your buyer personas or target clients are asking (or should ask). And that you have the expertise to solve for them.
How many questions? Well, at a recent conference I heard that I should have 300 questions. Now, I just said you run a small business, so do I. So sitting down and making a list of 300 questions is probably not something you can do today. But you could probably come up with 20 questions.
I suggest you start with there. Then keep a spreadsheet on your dashboard and keep adding questions to the list. Some ideas for building on your list:
- What types of questions do your clients ask?
- What types of questions do your prospects ask?
- What are the industry groups talking about?
- What challenges have you faced and solved?
Use these questions in your Blog, social media, newsletter, and podcasts, whatever way you are contacting your target prospects. And you will draw those prospects to you that are interested in the services you offer which brings them one step closer to being the right lead for your business.
Want to know more about attracting qualified leads, sign up for my newsletter or contact me at 919.418.7125.