Transcript
Speaker: pull aside take some notes right put the kids away put the distractions away because this one right here lead generation training this is perhaps the most in-depth comprehensive lead training i've never put out online for free besides our training so i want you to pay attention dive in apply it so you can get results from this video if you're new here consider subscribing so today we're going to talk about in this graph i'm going to show you a good nine different lead gen methods and
Speaker: help you really determine which ones are worth focusing on.
Speaker: A part of lead gen is not doing all of this at once, especially as the solo entrepreneur in this industry or the sales rep or the owner of just a small startup solar company.
Speaker: You don't have the resources, the time to conquer all of these lead gen strategies at the same time.
Speaker: Going into all of these markets at once, doing all these strategies is suicide.
Speaker: You're spreading yourself too thin.
Speaker: You're not going to be able to focus and go in on all one.
Speaker: And the funny thing is there are solar companies out there that are using just one of these.
Speaker: Any one of these strategies can make you multi-eight figures in this industry.
Speaker: There's solar companies that only doorknock.
Speaker: They're huge.
Speaker: There's companies that only do Facebook ads, also massive.
Speaker: It doesn't matter which one you choose.
Speaker: You just have to understand the pros and cons of each one, make sure it fits into your sales process, works with you as a solar rep, utilizing your strengths or you as a solar entrepreneur and your team, and then run with it.
Speaker: Go all in to all the way deep.
Speaker: What I want to talk about in this graph is this.
Speaker: On the graph here, we've got number of leads at the top.
Speaker: So right here at the top, Facebook ads is one of the highest number of leads, volume that you're gonna get.
Speaker: At the bottom here on the left is quality.
Speaker: And the topic of this video is how to get super high quality leads by understanding this method.
Speaker: So as we go further here,
Speaker: the quality increases, the quality gets even better and it keeps increasing, but the volume of leads you will get also go down.
Speaker: So if we start at the top, Facebook ads are great.
Speaker: Everybody's talking about Facebook ads.
Speaker: We use them at Lumen, but they are not our primary source of leads.
Speaker: They're not all of our leads.
Speaker: And the reason being is we get a high volume.
Speaker: We get leads for $3, $4 a pop.
Speaker: And we can get hundreds of those things every single day,
Speaker: but we've got to have appointment centers following up.
Speaker: We've got to have automated sequences, right?
Speaker: We've got to be touching out, reaching out to these people to convert them, and it takes a lot of manpower and technology to get that to work, right?
Speaker: Compared to the warm market,
Speaker: This is like your friends, your family members, people that already know and trust you, right?
Speaker: They don't need any convincing.
Speaker: They already trust you, okay?
Speaker: And boom, they're the easiest to sell for a reason.
Speaker: This is why we go for this first when we start new into solar like a lot of you reps have or companies, right?
Speaker: So where I'm going with this is you've got to figure out what level of quality you're willing to tolerate, right?
Speaker: Are you willing to put in the technology and the work to convert those Facebook leads and do sheer volume?
Speaker: Cool.
Speaker: Then maybe just Facebook ads is going to work for you and that's fine.
Speaker: Works for a lot of companies, right?
Speaker: But if you're looking for high quality, if you're looking for leads today that you could go close, Facebook ads is not going to be a good solution, right?
Speaker: I always say if you're not making at least six figures as a rep,
Speaker: If you're not making seven figures as a company, you shouldn't waste your time with Facebook ads yet.
Speaker: There's a lot of skills, a lot of things you have to learn and master there.
Speaker: This is why I have a guy, Joseph, my partner at Lumen, right?
Speaker: He's all in on Facebook ads, constantly optimizing, and he's the reason we could get them for three bucks, right?
Speaker: That is only possible with extreme focus.
Speaker: I focus more on these organic and targeted high-quality stuff that's going to get me leads right now.
Speaker: So door knocking, for example, a little bit higher quality, right?
Speaker: I mean, yeah, a little higher quality, still a pretty good amount of leads.
Speaker: That's why a lot of companies do it.
Speaker: I don't knock it as much as I used to because I know it's powerful.
Speaker: I know you could get some deals in the door today to get that cash flow so you could start working on things like Facebook ads, right?
Speaker: Next one, purchased appointments, right?
Speaker: Little bit higher quality, right?
Speaker: Because you know more about them, but you're going to get less because you got to spend more money on it, right?
Speaker: Events, these are trade shows, booths, movie theater gigs, right?
Speaker: Mall kiosks, right?
Speaker: Events, same thing, higher quality, less leads, right?
Speaker: Networking,
Speaker: also higher quality, right?
Speaker: Online organic, this is LinkedIn prospecting, Facebook prospecting, Instagram, right?
Speaker: Higher quality, less leads, again, because it takes more time to do these.
Speaker: Referrals, super high quality, second highest quality, right?
Speaker: But you're gonna get way less referrals.
Speaker: So what you're gonna notice and why you go through all of these, right?
Speaker: Maybe you got a couple ideas off of it.
Speaker: So I want you to understand what makes a high quality lead.
Speaker: And it's very simple, it is your approach
Speaker: the amount of information relevant information that you show your prospect to show that you have empathy you have understanding towards them in their situation right Facebook Ads for example we only have so much information available to us we could target people who
Speaker: Checked out solar in the past right that live in a certain area.
Speaker: They're in an income bracket But the message we're gonna hit them is gonna be similar.
Speaker: It's mass market.
Speaker: It's not individualized by any means, right?
Speaker: So there's only so much effect we can have with that
Speaker: Now, the opposite approach is the warm market.
Speaker: I know my friend and family and I know everything about them and I've been with them for a long time.
Speaker: I know this is going to make sense for them because of XYZ time and when they said this three years ago and they said they wanted to check out solar or they got that high electric bill 10 years ago, right?
Speaker: I know this and I remember this and my information is laser targeted and informed, right?
Speaker: And they understand and trust me, okay?
Speaker: the more information you get and apply to your strategy the more quality it's going to be right i hope this makes sense so with online organic and why i you generally choose around networking and online organic and pay-per-click right this is like google and youtube ads
Speaker: is because I have a lot of information.
Speaker: If I go to a networking event of real estate professionals, and I often do that, and have my team at Lumen do that as well, I know that these people already deal with homeowners.
Speaker: I already know something about them.
Speaker: Maybe I even get a guest list of people that are going to be at the event, and I do a little research on them on LinkedIn, and I already know a bit about the people I want to talk to.
Speaker: Who are the movers and shakers?
Speaker: Who do I want to speak with?
Speaker: And if I know this information, now my approach to them isn't cold, hey, do you want to check out solar?
Speaker: It's, hey, I loved your work on this blog with this project.
Speaker: I love that you flipped this property back then.
Speaker: I was hoping to learn a little bit more about this, see if maybe we can work together on something.
Speaker: That is a totally different approach.
Speaker: It's because of that information, I have a lot of context and relevancy in their life.
Speaker: Because all people want to know at the end of the day is what's in it for me.
Speaker: Whether it's a Facebook ad, door knocking, all the way to the warm market.
Speaker: They want to know what's in it for me, what do I get out of this.
Speaker: If you can show them directly what they're wanting,
Speaker: before they even want it, just like classic Steve Jobs, right?
Speaker: Show people something and then they know they want it.
Speaker: If you can be that person, they instantly have a level rapport, status, and you're on the same playing field with them and you can influence them at this point, okay?
Speaker: So the more information you have, the higher quality, less information,
Speaker: lower quality, higher number of leads.
Speaker: Decide where you want to be on this graph with your pipeline as a company, right?
Speaker: And move from there.
Speaker: So guys on this video, this quick little thought, right?
Speaker: I want you to comment down below, which of these lead strategies would you like me to cover in a future video?
Speaker: Would you like to learn more about LinkedIn prospecting, referrals,
Speaker: how to work with your warm market, your friends, your family, how to throw on an event, networking, pay-per-click, YouTube and Facebook ads, right?
Speaker: I could have Joseph, my marketing partner, right?
Speaker: Come on and teach us all of this, right?
Speaker: This is where we're getting these crazy lead results for three, $4.
Speaker: What do you guys want to know?
Speaker: Comment down below, give it a thumbs up, and I'll see you in the next one.
Speaker: Wow, what another value-packed episode of The Solarpreneur.
Speaker: Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
Speaker: And we do it all for free.
Speaker: And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes.
Speaker: so that we can help more solopreneurs like you to change the world.
Speaker: And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
Speaker: Remember, you need to leave us a review on iTunes to qualify for the training package.
Speaker: So take care of that now, and we'll see you on the next episode.
