With the new buyer it is important to note that your marketing efforts don’t end once a new lead comes into your system – what we call Top of the Funnel (TOFU) marketing.  Many companies do a good job at generating leads, but the problem is that most new leads are not ready to buy yet.  And if a sales rep does engage and the lead isn’t ready to talk with them, it reinforces the notion that marketing sourced leads are not great. As a result leads get lost, ignored, or snatched up by your competitors.
An investor lead is a type of a sales lead. An investor lead is the identity of a person or entity potentially interested in participating in an investment, and represents the first stage of an investment sales process. Investor leads are considered to have some disposable income that they can use to participate in appropriate investment opportunities in exchange for return on investment in the form of interest, dividend, profit sharing or asset appreciation. Investor lead lists are normally generated through investment surveys, investor newsletter subscriptions or through companies raising capital and selling the database of people who expressed an interest in their opportunity. Investor Lead lists are commonly used by small businesses looking to fund their venture or simply needing expansion capital that was not readily available by banks and traditional lending sources.

This point-based approach to recognizing and analyzing a company's hottest leads will save your business time and money when reaching your target market and capitalizing on sales opportunities. With your hottest leads identified, your business can communicate with these leads confidently knowing that they are already aware of and interested in your business.

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Go the extra mile and become a product expert in your respective field. Develop into an advisor that customers can trust rather than just an ordinary salesperson. Customers have a vast amount of knowledge at their fingertips, they do most of their research before ever talking to a sales representative. A way to bridge this gap is by speaking at trade shows or conferences as a way to become a trusted source of information.

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Most successful salespeople already practice some version of solution selling. They know sales is about consulting around the prospect's problems, not closing the deal. It's about letting the prospect define the pace of the process and offering education and advice as a way to build confidence and trust. This makes it easy and safe for a client to buy. Here are a few ways you can make it scalable and efficient on your own.

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Your website is where the magic happens. This is the place where your audience needs to convert. Whether it is encouraging prospective buyers to sign up for your newsletter or fill out a form for a demo, the key is to optimize your website for converting browsers into actual leads.  Pay attention to forms, Calls-to-Action (CTA), layout, design, and content.

The first step of lead generation is identifying your target audience. You can't successfully reach and sell to your ideal customer if you don't know exactly who that is, so it's important to research your audience and come up with a clear picture of who they are, where they live, what they like to do, how much money they make, what their lifestyle and personality is like, etc.


It's tough to figure out if your lead generation strategy is working if you aren't looking at industry data. That's why we partnered with Qualtrics to survey more than 900 marketers from all different industries in North America and Europe to create a demand generation report with data on website visitors, leads, opportunities, customers, and revenue.

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Lead generation often uses digital channels, and has been undergoing substantial changes in recent years from the rise of new online and social techniques. In particular, the abundance of information readily available online has led to the rise of the “self-directed buyer” and the emergence of new techniques to develop and qualify potential leads before passing them to sales.

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By producing authoritative content, you build credibility within the marketplace. In time, customers view you and your company as knowledgeable and helpful. You create and offer content for a distinct audience, your targeted one that is driven by choice and perhaps interactivity. Consumers embark on a journey when attempting to find solutions to their problems. They generally seek information for each part of that journey. In the beginning, they are familiar with their problem and solutions that have potential. Mid way they begin comparing some possible solutions. In the end of this journey, they give their due diligence to make a final decision. It isn’t uncommon for consumers to conduct twelve searches before being on your specific brand’s site. Generally, eighty-one percent will research online before making that purchase or that appointment. In multiple forms, your quality content makes all the difference. 

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This point-based approach to recognizing and analyzing a company's hottest leads will save your business time and money when reaching your target market and capitalizing on sales opportunities. With your hottest leads identified, your business can communicate with these leads confidently knowing that they are already aware of and interested in your business.


Not all of your site visitors are ready to talk to your sales team or see a demo of your product. Someone at the beginning of the buyer's journey might be interested in an informational piece like an ebook or a guide, whereas someone who's more familiar with your company and near the bottom of the journey might be more interested in a free trial or demo.

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Look at your leads and create definitions for a lead ready to be passed on to sales as opposed to a lead that still needs to be nurtured by the marketing team. Some common ways to define a sales ready lead is if there is a healthy profile created about them from different data points, their lead score is high, certain behavioral attributes show there is high interest, they appear to have a budget, the authority and need of your services and lastly, their timeline implies that the entire buying process must be expedited.

Host events of your own. You can host your own events too, of course. They could include launch parties, anniversary parties, info sessions, or holiday parties. If you’re unsure about how to host an event, or if you have a smaller events budget, you can always co-sponsor an event. Just be sure to be realistic about your goals, to find a partner that syncs well with your brand, and to add value of your own.[10] Your company could be the food sponsor or the “brought to you by…” company, for example.

Become active on listservs and message boards. Listservs are applications that manage email discussion groups,[3] and message boards are online discussion areas where people discuss specific subjects and troubleshoot. Find some lists and boards that are relevant to your business. Keep track of who is active there and learn more about them and their businesses. Ask questions, and if you know the answers to someone else’s question, answer it.

When you sign up for a 10-day free trial of FitnessTexter, we send you a flyer to post on your business’s Facebook wall that has your logo on it, as well as your FitnessTexter texting code and promotional information. To get the word out about your FitnessTexter promotion and start generating leads, simply post the flyer to your Facebook. Instantly, you can leverage your Facebook followers and start producing tangible business results from them. If they aren’t already members, they might send a quick text and get your promo deal. If they ARE members, have them share the flyer on their own Facebook walls so that their friends sign up as well. It’s that easy! Most of our clients also request that we photoshop their current Facebook cover photo to include their texting promotion. It only takes us a few minutes to do the photoshopping and it can pay big dividends when you start generating a lot more leads each month. If you’d rather do your own design work, check out Fotor’s Cover Photo tool. Facebook provides a great way to generate more gym leads. Make it a point to post your FitnessTexter banner every once in a while (and change your background picture), and you should start to see some nice lead generation.
If you’re the owner of a gym, you know that generating new gym membership leads is one of the most important aspects of your business. New leads turn into new clients and new clients turn into increased gym revenue. Recurring monthly revenue is the life-blood of any fitness business, and the more leads you generate, the better. However, there is no secret gym lead generator out there. It takes work, patience, failure and practice. However, if you put in the work, you’ll be getting more leads in no time.

Service qualified leads are contacts or customers who've indicated to your service team that they're interested in becoming a paying customer. An example of an service qualified lead is a customer who tells their customer service representative that they'd like to upgrade their product subscription; at this time, the customer service representative would up-level this customer to the appropriate sales team or representative.

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If you’re wondering where to get good leads for a gym, look no further than…everywhere! With car wrap marketing, you’ll be able to generate leads anywhere you’re at, be it parked at the grocery store or at the football stadium in your town. Add your texting code to your car/truck wrap and you’ll give prospective leads an easy way to get a promotion from your fitness business. It doesn’t take more than a couple weeks and a couple thousand dollars to get your vehicle wrapped. It’s a great investment, believe us! Not to mention, having a vehicle wrap is a great way to get corporate leads for your gym. If your business has the money to wrap a marketing vehicle, it means it takes itself seriously. You’re not some little mom-n-pop gym. That said, if a big name company if your city is looking for a corporate gym program, you’ll rise to the top of the list.

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Lead generation is a win-win for both the buyer and seller. Buyers can request information from several businesses that offer the product or service that they are looking for, then the seller is given the opportunity to make its pitch to people who have given their permission. These are some of the hottest leads. Conversion rates on leads received in this way generally have a much higher success rate than cold contacts.

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Leads may come from various sources or activities, for example, digitally via the Internet, through personal referrals, through telephone calls either by the company or telemarketers, through advertisements, and events. A 2015 study found that 89% of respondents cited email as the most-used channel for generating leads, followed by content marketing, search engine, and finally events.[2] A study from 2014 found that direct traffic, search engines, and web referrals were the three most popular online channels for lead generation, accounting for 93% of leads.[3]

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Once you know who you are targeting and have determined how best to reach them, you need to have a plan for collecting contact information. The first part of the process involves funneling all prospects to a standard form or landing page that encourages them to share their contact information, generally in return for a free gift, a coupon, a sample or some other value-added incentive.


We discuss the use of gym sign spinners in another blog post, but it’s a great way to generate leads. If there’s one thing that’s great about sign spinners, it’s that they get a LOT of eye traffic. Just think about the last time you saw a sign spinner. You probably remember EXACTLY where you were at when you said to the kids in the car, “Kids, look at him spinning that sign over by the stoplight.” You also probably remember the business he/she was promoting. Put your gym logo on the sign and get that spinner out there! Better yet, put your FitnessTexter texting code on your sign. That way, if people are stuck at a light, they can text your code for your free week pass and you’ll get an email lead notification. If you’re not a fan of using a sign spinner, sit down with your marketing team and try to think of creative ways to get the word out about your business. You could be the best gym in your entire city, but if no one knows about you, it doesn’t do anyone any good. Time to brainstorm!


Use different modes of social media. You might start with a general site like Facebook, a business networking site such as LinkedIn, or a microblogging and all-purpose site like Twitter. However, consider expanding to picture-based sites like Pinterest or Instagram. Also look for any types of social networking platforms specific to your industry, like Glozal for real estate, Lawyrs for law, or Architizer for architects and designers.[2]

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You know what they say: you can catch a lot of flies with honey, but you can catch more honeys being fly. Try that cliche in a bar and it might end with a drink thrown in your face, but adapting that mindset in your inbound marketing strategy could not only improve lead generation rates, but also increase the number of qualified leads your business attracts.

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Become a government contractor. If your company provides the types of goods and services that the government typically buys, try becoming an official government contractor and bidding on contracts. Government applications are especially relevant if your company provides a niche service or offers unique expertise. You will have to fill out a number of forms, but once you’re official, this could open up a huge new avenue of leads. Some companies’ entire business is conducted with governments.
Content is a great way to guide users to a landing page. Typically, you create content to provide visitors with useful, free information. You can include CTAs anywhere in your content — inline, bottom-of-post, in the hero, or even on the side panel. The more delighted a visitor is with your content, the more likely they are to click your call-to-action and move onto your landing page.
The self-directed buyer’s shields are up, and they are ignoring your messages. Developing a relationship to cut through the noise is critical.  Not all leads that go to sales are ready to buy, so you have to make sure that you have in place a solid lead nurturing strategy to continue to build awareness and affinity for your brand while your prospect is self-educating. Through paying attention to your MOFU efforts through tactics such as lead nurturing, you can continue to have a relevant conversation with prospects long after your lead generation efforts.

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You know what they say: you can catch a lot of flies with honey, but you can catch more honeys being fly. Try that cliche in a bar and it might end with a drink thrown in your face, but adapting that mindset in your inbound marketing strategy could not only improve lead generation rates, but also increase the number of qualified leads your business attracts.

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Happy customers are often happy to give referrals. Let your customers do the talking for you by asking for referrals and empowering them to gather their own leads. Nothing boosts your company’s credibility more than a happy customer telling their friends and family about you. Referrals are the best lead generation strategy out there. When closing a sale, be sure to ask your buyer if they know anyone who might appreciate your product or service. This takes very little time and may be a way to quickly generate leads.

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Because prospective buyers won’t always end up at your website as they start their purchase journey, it’s important that you establish a presence where they may show up. A great way to deliver high-value content to the correct prospects is through content syndication – a content sharing strategy that can be used to promote your whitepapers, articles, news releases, etc. on other websites for greater reach and engagement. Through content syndication, your content appears on third-party sites and newsletters. And because most content syndicators deliver leads directly to your inbox, it’s a great way to keep leads coming in the door.
The basics we've gone over in this blog post are just the beginning. Keep creating great offers, CTAs, landing pages, and forms — and promote them in multi-channel environments. Be in close touch with your sales team to make sure you're handing off high-quality leads on a regular basis. Last but not least, never stop testing. The more you tweak and test every step of your inbound lead generation process, the more you'll improve lead quality and increase revenue.
Leads may come from various sources or activities, for example, digitally via the Internet, through personal referrals, through telephone calls either by the company or telemarketers, through advertisements, and events. A 2015 study found that 89% of respondents cited email as the most-used channel for generating leads, followed by content marketing, search engine, and finally events.[2] A study from 2014 found that direct traffic, search engines, and web referrals were the three most popular online channels for lead generation, accounting for 93% of leads.[3]
Distribute your release directly to reporters. After sending out your release over the wires, you may have gotten some attention from the press already, and may now be comfortable reaching out to the press directly. Search for reporters and editors that have written stories you like about similar articles. Reach out with an email, and follow up a day or two later with an email or phone call.

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Send releases out over the wires. PR Newswire and Business Wire are well known press release distribution services. Some services charge a fee, and others are free. Look for general distribution platforms like PRWeb and Newsvine, and also industry-specific distributors or “Microlists” that deal with niches such as tech, healthcare, lifestyle, and finance.

Because search engines equate high-quality content with a high-quality website, creating content with value is very important. Conduct a content audit to see how many of your assets fall into the thought leadership vs. promotional category. That means making sure that your thought leadership content has substance to it. Lots of companies are jumping on the content bandwagon, so do it right: focus on quality over quantity, and on providing useful – not promotional – information.

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