Creating a Multi-Step Approach to Attract Best Leads

Posted by LinkedSelling in B2B Lead Generation & Sales Development

Generating leads has always been vital to the existence of any business and dates back centuries. 

Luckily, in today’s world we don’t have to travel on foot or covered wagon to attract our best leads. 

In fact, technology has made it so much easier yet so many businesses still struggle in their approach.

Why Finding Your Best Leads Can be Difficult?

There’s no one size fits all or cookie-cutter approach, but as busy executives and leaders that is often what we seek. 

A set it and forget it approach that allows us to send an email or post on social media and hope for the best. 

The old adage that states “if you build it, they will come” no longer applies. You now have to build it, cultivate it, nurture it and maintain it. 


Because of the amount of competing noise out there vying for your lead’s attention. 

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A stellar email campaign that may have worked 20 years ago won’t necessarily work today because there are thousands of other email campaigns targeting the same email addresses. 

Advances in smartphone technology and social media platforms only adds to the complexity of the clutter.  

Information is everywhere and available at the touch of a finger and we have quickly become a society that demands immediate gratification. 

If your approach is not engaging and can’t cut through all of the clutter in a matter of seconds, then you’ll never gain the attention of any leads.

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How to Find Your Best Leads?

Again, there is no one size fits all approach, but thanks to technology we now have many tools at our disposal. 

The key is to blend all of the tools available to create a multi-channel approach. 

If you miss leads through one channel, a multi-channel approach will allow you to capture attention a different way or at a different time of day. 

Sometimes it takes several attempts through a variety of channels to make an impact and attract your best leads. 

There are, of course, the tried-and-true methods that have worked for years when they were all we had – i.e., networking events, phone calls, email campaigns, face-to-face meetings, door knocking, direct mail, etc. 

And, many of these methods still work today but when combined with modern tools they can be used to enhance a multi-channel approach even further. 

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Now, we have a myriad of social media platforms at our disposal that allow us to blend traditional with modern.

Facebook, Twitter, Instagram and LinkedIn are the main platforms used by businesses to reach leads. But, platforms like Tik Tok, Snapchat and YouTube can also be part of the mix as well. 

“The average Internet user has 8.5 social media accounts” so competition for attention is fierce. 

Our more modern channels also help us cover more ground quickly and we can reach more people than ever before. 

Social media also allows us to reach leads at any time of the day and stay connected 24/7.  

Plus, we now have WebEx, Zoom, and Google Meet to connect with more leads from across the globe without having to make travel arrangements. 

How to Use the Tools?

Social Media has been around 20+ years. 

But, it’s still new to many business owners who have not quite figured out how to use it effectively, so it’s often underutilized. 

The beauty of social media is that it can be a cost-effective way to reach a large number of people. Most platforms are free to open and create an account. 

Enhanced levels can be added for an additional fee and most offer paid ad options. Posts and messaging can also be shared across multiple platforms easily increasing your reach even further. 

Identify Multi-Channel Goals and Objectives

There’s a realm of possibilities and tools and it’s easy to get lost which is why it’s important to have a plan. 

Following a Marketing Triad approach helps to answer three basic questions and helps to provide clarity on the who, the what and the how. Most businesses can easily answer the who and the what and know who their target is and what they’re offering, but it’s the how to best reach them that can present the biggest roadblock and where LinkedSelling can help. 

It’s also important to link a time frame or deadline to each goal so it doesn’t slip away. Check back often and review goals to make sure they are being achieved and the plan is working.

Developing Your Multi-Channel Approach

A multi-channel approach allows for the most potential and maximum reach, but it needs to be monitored, tested and watched closely. And, nothing happens overnight so patience is key.

Having thousands of likes or views is one thing. But if they’re not engaging with you, then it means nothing in the long run. Once you have a warm lead, there is still work to be done and this is where a multi-channel approach can help. A warm lead requires follow-up, an email, a phone call, or a meeting invite. They also require an enticement to stay engaged – a free article, a newsletter subscription, a free download.  Something … anything to keep them engaged and active.

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When to Get Help With Your Multi-Channel Approach?

As a busy owner or executive, you may not have time to create, track and monitor a multi-step approach so that is where LinkedSelling can help. At LinkedSelling, we tailor our multi-channel sales development system to the needs of your business. 

We help you move forward with confidence and speed and help you save time and money in the process. We’ve worked with hundreds of companies to execute and manage successful multi-channel campaigns and can help you get started today. Explore your options and schedule your LinkedSelling Consult today!

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