Getting More Leads

March 17, 2008

Leads… without a steady supply of QUALIFIED leads, growing your copywriting business is going to be very tough.

My hunch is that’s why so many freelance copywriters have trouble growing their business up to six-figures and beyond.

It’s because they’re dealing with one, or two, or maybe three leads a week.

With a lead volume that low, the focus shifts from sifting and sorting, to SELLING. The focus is on SELLING your services to the leads that come through your front door.

But here’s the problem with selling…

Your Prospects Don’t Want to Be Sold

If your business success depends on SELLING the leads you generate, your success will be limited. And the going will be more difficult than it should.

But sit back a moment and imagine your lead flow growing to 10, 20, 30 or more leads PER WEEK.

NOW who’s in control?

When your lead volume grows so that there’s more interest in your services than you could possibly fill… YOU are in the driver’s seat.

And that’s EXACTLY where you want to be.

So HOW Do You Generate a
Steady Supply of Leads for
YOUR Copywriting Business?

There’s not just one answer. There are many answers.

Now a lot of new freelance copywriters head straight for AdWords to generate leads.

After all, there aren’t many other ways that you can have traffic flowing to your new site in about 10 minutes.

Many copywriters spend hundreds of dollars a month on AdWords, competing with every other freelance copywriter on the planet who’s trying to wrangle in some business.

Here’s the problem with AdWords…

You can’t get inside the head of your prospect enough to ask him exactly what he thinks the term “copywriter” means.

And it doesn’t really matter anyway, because if you’ve written a compelling ad… BANG… you get charged for the click.

So maybe you could bid on keywords like “freelance copywriter.”

That’s more specific. But even then, do you know how many people are out there looking for a “freelance copywriter” who will rewrite their brochure for $50 an hour?

There are a lot of businesses like that. And those folks are NOT the profitable clients you’re looking for.

It takes a lot of hours at $50 to reach six-figures. (2000 hours actually.)

So what’s a better way?

The better way to generate MORE qualified leads is to broaden your horizons. Consider the fact that many of the clients out there who would pay thousands of dollars for your services have no idea what a copywriter does.

But here’s what they do know:

They KNOW They Want More Sales

So instead of your lead generation ads selling copywriting… why not talk about something that a broader subset of the market actually cares about?

Like getting more sales.

All of a sudden, your possible ways to generate leads just doubled, tripled and quadrupled.

The reason is that instead of generating leads by targeting businesses looking for copywriters, your criteria has changed.

Now you can generate leads by targeting businesses who want to increase their sales.

Your challenge is just to position your services so that your prospect realizes how you can deliver that result–an increase in sales.

Instead of generating leads from businesses looking for a copywriter, you now have only three qualifications:

1. They have money to invest in the growth of their business.

2. They’re willing to invest that money for the potential of a much larger return.

3. They believe that YOUR services can help them grow their business.

Now how many businesses out there do you think satisfy those three qualifications?

The answer is THOUSANDS of them. Next time, we’ll talk about how to turn them into YOUR leads.


Posted by Jason | Filed Under Blog 

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