How Did We Get 6500 Leads on a Startup Budget?

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Since January, we’ve gotten about 6500 leads from free sources. This doesn’t include inbound phone calls, paid campaigns, PPC, tradeshows, or even new accounts.

These are just leads generated from free sources.

So how did we do it? How did we get 6500 leads for free in just over 4 months? I’ll give you the formula:

1) Webinars

We host 1-2 marketing webinars each week. These started very small. We initially started with our own executives presenting content. That grew into inviting guest presenters. And has now grown into some very well-known guest presenters. These are true joint webinars. They drive a lot of leads.

They also take a ton of work. Just coordinating 2 webinars a week, creating registration pages, email campaigns, and managing the lead volume from those webinars is a nearly full-time job.

We record each webinar and make the recording available within our webinar library. We also transcribe each webinar (7000-9000 words each). This content is being crawled by Google and is helping us in the constant and never ending SEO battle.

Cost: A GoToWebinar account.

2) Free Trials

A lot of people sign up for a free trial of LogMyCalls each month. This is strictly through long-term SEO efforts and constant tweaking of our landing pages. Our conversion rate is high.

We get A LOT of traction from our free trials

Cost: Nothing

3) Content

Our blog generates nearly 40% of our total website traffic. A lot of people read our blog. AND a lot of people download White Papers about call tracking after they read our blog. It generates alot of leads for us.

But it is also very, very hard work.

We write 3 times a day on our blog. We’ve done that for 20 weeks now. That’s almost 6 months. Content marketing takes time and it takes consistent effort.

Cost: Nothing

That’s it. Webinars, free trials, and content represent nearly 6500 leads in just a few months.

Good luck.

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