Unlock No-Cost Leads: 3 Proven Steps To Get Web Design Clients For Free

Summary

The video script outlines a three-step strategy for generating leads organically, without the need for paid advertising. It emphasizes the importance of offering tangible results, not just services, and using proactive outreach to engage potential clients with a free initial service to build rapport and trust. The script also highlights the significance of efficient onboarding and leveraging AI tools to improve client outcomes while increasing profit margins, positioning the approach as a win-win for both clients and service providers.

Takeaways

• 🚀 **Lead Generation**: The speaker emphasizes generating leads organically without paid ads, achieving significantly higher conversion rates than cold outreach campaigns.
• 🔑 **Three-Step Process**: The script outlines a three-step process for successful lead generation and conversion, highlighting the importance of each step in the sequence.
• 💡 **Offering Value**: Instead of pointing out problems, the speaker suggests offering something of value upfront to establish goodwill and reciprocity, which can lead to better client relationships.
• 🎯 **Outcome-Driven Results**: The focus should be on offering results, not just services. Clients want outcomes like increased traffic, leads, clients, and revenue.
• 📈 **Measurable Outcomes**: The solution offered should have clear, measurable outcomes that address business problems, such as growth, savings, and relief, which are tangible and understandable to clients.
• 🤝 **Proactive Outreach**: Engage in proactive outreach to generate leads, rather than relying solely on referrals or organic discovery, to maintain a consistent flow of potential clients.
• 🎁 **Free Initial Offer**: Offering the first step of the solution for free can initiate a conversation and build rapport with potential clients, which is crucial for converting cold leads.
• 📞 **Conversion to Calls**: The script mentions the impressive conversion rates from outreach to calls, indicating the effectiveness of the proactive strategy in engaging potential clients.
• 🔄 **Efficient Onboarding**: Onboarding clients should be a seamless process that naturally flows from the initial free offer to the full solution, making it easy for clients to say 'yes' to the complete package.
• 💼 **Systematization and Efficiency**: As the process is repeated, systems and processes become more efficient, leading to better results with less effort, and higher profit margins.
• 🌟 **Data-Driven Approach**: The speaker hints at a data-driven approach to onboarding clients, suggesting that this method can set service providers apart from the competition.

Q & A

What is the main topic of the video script?

The main topic of the video script is about generating leads for free without buying ads, and the process of converting outreach into calls with higher conversion rates.

Why is the conversion rate from outreach to calls mentioned in the script significantly higher than a typical cold outreach campaign?

The conversion rate is higher because the script discusses a method that focuses on offering something of value upfront, which can trigger a feeling of reciprocity and build rapport, leading to better conversion rates.

What are the three steps outlined in the script for generating leads?

The three steps are: 1) Creating an offer that focuses on a desired outcome for the client, 2) Proactively reaching out to potential clients with a valuable first step of the solution for free, and 3) Onboarding the client into the full solution after establishing trust and rapport.

Why is it important not to jump straight to the second step of the process mentioned in the script?

Jumping straight to the second step without having a clear offer can result in ineffective outreach because the outreach will lack a compelling reason for the potential client to engage.

What is the common pitfall discussed in the script regarding offering an SEO audit or site review for free?

The pitfall is that offering an SEO audit or site review for free can make the recipient feel bad, as it points out problems without offering an immediate solution, which can be off-putting and not generate leads effectively.

What is the concept of 'solution first agency' mentioned in the script?

The 'solution first agency' concept involves creating a solution that directly addresses the client's desired outcome, and then offering that solution to the client as a订阅service, which is likely to be ongoing.

What are the three components of a good solution as per the script?

The three components are: a clear outcome that the client wants, the solution must address a business problem and be measurable, and it should result in growth, savings, or relief for the client.

Why is it necessary to offer the first step of the solution for free during proactive outreach?

Offering the first step for free helps initiate a conversation, establishes trust, and creates a feeling of reciprocity, which can lead to a smoother transition into the paid services.

How does the proactive outreach strategy differ from relying on referrals or organic discovery of a business?

The proactive outreach strategy involves actively seeking out potential clients and offering them value upfront, rather than passively waiting for referrals or organic traffic, providing a more consistent lead generation method.

What is the significance of the data-driven approach to onboarding clients mentioned in the script?

The data-driven approach to onboarding clients helps to standardize the process, making it more efficient and effective, and allows for continuous improvement based on client feedback and results.

What is the ultimate goal of the process described in the script?

The ultimate goal is to create a system where the service provider can deliver high-quality results with increasing efficiency, leading to higher profit margins and long-term, high-ticket clients.

Outlines

00:00

🚀 Effective Lead Generation Without Ads

This paragraph introduces a method for generating leads organically, which is significantly more effective than cold outreach campaigns. The speaker emphasizes the importance of a three-step process for lead generation, starting with creating an offer that focuses on delivering results rather than just services. The common pitfalls of offering free audits or reviews that may make recipients feel inadequate are highlighted, suggesting an alternative approach that fosters positive feelings and reciprocity. The speaker shares personal success with this method, achieving a 25% conversion rate from outreach to calls, and promises to delve into the steps and debunk ineffective strategies.

05:02

🛠 Crafting a Compelling Offer for Lead Conversion

The speaker discusses the importance of creating an offer that centers on outcomes desired by clients, such as increased traffic, leads, clients, and revenue. The offer should address a clear business problem and be measurable, allowing clients to visualize the benefits. The paragraph outlines three components of a successful offer: growth, savings, and relief, which correspond to increased revenue, decreased expenses, and personal satisfaction, respectively. The speaker stresses the need for a clear and measurable outcome to effectively market services and generate leads.

10:04

🤝 Proactive Outreach for Lead Generation

The paragraph delves into the second step of the lead generation process: proactive outreach. The speaker advises offering the initial step of the solution for free to initiate a conversation and build rapport with potential clients. This approach is contrasted with traditional methods that may not convert well, such as site audits. The goal is to provide a discrete, valuable service that naturally leads to discussing the full offer. The speaker illustrates this with examples like optimizing a Google business profile and emphasizes the smooth transition from the free offer to the paid services.

15:04

📈 Onboarding Clients for Long-Term Success

The final paragraph focuses on the third step: onboarding clients efficiently. The speaker explains the importance of building trust and a relationship with cold leads, as opposed to relying on referrals. The process involves qualifying clients to ensure they are a good fit for the existing solution, rather than creating custom solutions. This approach saves time on writing proposals and allows for a streamlined onboarding process. The speaker also touches on the benefits of becoming more efficient and effective over time, leading to higher profit margins and better outcomes for clients.

🌟 Scaling Efficiency and Profit through Data-Driven Onboarding

In this concluding paragraph, the speaker highlights the benefits of using a data-driven approach to onboarding clients, which can set one apart from competitors. The emphasis is on continuous improvement and efficiency, enabled by AI tools and streamlined processes. The speaker points out that as the system becomes more efficient, the quality of service improves, and so does the ability to charge more for the services. The paragraph ends with an invitation to learn more about the process through provided resources, promising a script for the entire client onboarding process.

Keywords

💡Leads

Leads in the context of the video script refer to potential customers or clients who express interest in a product or service. The script discusses generating leads organically without the need for paid advertising. It emphasizes the importance of leads in business growth and the high conversion rates achieved through a specific outreach strategy.

💡Outreach

Outreach in this script is the proactive act of engaging with potential clients to generate interest and convert them into paying customers. The speaker highlights the effectiveness of a well-planned outreach campaign in achieving a significantly higher conversion rate compared to a typical cold outreach campaign.

💡Conversion Rate

The conversion rate mentioned in the script is the percentage of leads that successfully turn into actual clients or customers. The speaker indicates a conversion rate of 10 to 30 percent from outreach efforts, which is notably higher than the industry standard for cold outreach.

💡Reciprocity

Reciprocity in the video script is the psychological phenomenon where someone feels the need to return a favor or gesture. The speaker suggests offering something of value for free to establish a positive relationship and create a sense of obligation in the client, which can lead to a higher likelihood of conversion.

💡Solution-First Agency

A solution-first agency, as described in the script, is an approach where the focus is on offering a comprehensive solution that addresses the client's desired outcome, rather than selling individual services. The speaker uses this term to illustrate a strategy where the entire package of services is sold based on the result it will achieve for the client.

💡Result-Driven

Result-driven in the video script implies an approach where the focus is on achieving specific outcomes or results for the client, such as increased traffic, leads, or revenue. The speaker emphasizes that clients are more interested in the results they will receive rather than the services provided.

💡Business Outcome

A business outcome in the script refers to the measurable and tangible results that a client expects from a service or solution, such as growth, savings, or relief from problems. The speaker stresses the importance of ensuring that any solution provided is directly linked to a clear and measurable business outcome.

💡Proactive Outreach

Proactive Outreach is the strategy of taking initiative to reach out to potential clients rather than waiting for them to find you. The speaker discusses how offering a small, valuable service for free can be a starting point for conversation and lead to a paid engagement.

💡Onboarding

Onboarding in the video script refers to the process of integrating new clients into the services offered by the agency. The speaker talks about the importance of transitioning a client from a free service or consultation to a paid service and the efficiency gained from having a standardized solution.

💡Efficiency

Efficiency in the context of the script is the ability to deliver services with minimal effort and maximum results. The speaker discusses how refining systems and processes, and incorporating AI tools, can lead to increased efficiency, better client outcomes, and higher profit margins.

💡Data-Driven Approach

A data-driven approach, as mentioned in the script, is a method of making decisions based on data and analysis rather than intuition or guesswork. The speaker suggests that using a data-driven approach in client onboarding can set the agency apart and lead to better results and client satisfaction.

Highlights

Discussion on generating leads organically without purchasing ads, achieving 10-30% conversion rates from outreach to calls.

Common pitfalls in lead generation and the ineffectiveness of traditional cold outreach campaigns.

The importance of offering something of value that feels good to both the giver and receiver to establish trust and reciprocity.

Three steps to successful lead generation: creating an offer, proactive outreach, and client onboarding.

The necessity of focusing on outcomes rather than services when creating an offer to clients.

How bundling services into a solution can lead to long-term, high-ticket clients and recurring revenue.

The components of a successful solution: clear outcome, addressing a business problem, and being measurable.

Why traditional site audits or SEO reviews can make potential clients feel bad and are not effective lead magnets.

The strategy of offering the initial step of a solution for free to start a conversation and build rapport.

The significance of proactive outreach for generating leads without relying on referrals or organic discovery.

How to use the first step of the solution as a lead magnet to naturally transition into the full offer.

The process of onboarding clients effectively, especially when starting from cold leads without borrowed trust.

The advantage of having a predefined solution that streamlines the client onboarding process.

How efficiency in delivering outcomes can lead to higher profit margins and better client results over time.

The benefits of using AI tools to increase efficiency and improve client outcomes.

The overall win-win scenario where clients get great results and businesses see high profit margins.

Invitation to learn more about the process and tools used in the Blue Theory community.

Transcripts

let's talk about how we're getting leads

for free so you don't have to buy ads

you don't have to pay for the leads it

just takes a little bit of time to do

some Outreach and we're seeing like 10

to 30 percent conversion rates from

Outreach to calls so like generally

speaking like a cold Outreach campaign

is like a one percent conversion rate

and this is at least 10 times better

than that so I want to go through all

three steps of how this whole thing

works I think you'll find it a little

bit eye-opening because most people

forget the first step and jump straight

to the Second Step so we'll go through

all three steps you can see how this

works but I also want to touch on some

things that don't work just because I

talk to a lot of web designers like you

know in blue like if you go to lead.blue

you'll see our blue theory Community

well a lot of a lot of conversation

happens in there and I want to bring up

some things that are just common

pitfalls with regard to lead generation

because by far the most common question

that I get is hey Lee how do I get more

clients I need more clients right now

how do I get the leads how to get the

clients and so let's go through exactly

how to do it but some of the things that

don't work it doesn't work very well and

so what I'm talking about right now is

getting the lead and like how do you

start that conversation and a lot of

people think well what if I offered an

SEO audit or a site review or site audit

or what if I even did the site review

for free and then emailed a video of me

kind of going through somebody's site

and telling them what the opportunities

are they had to make it better the

problem with all of those things is it

makes the recipient like the person that

you're reaching out to it generally

makes people feel bad like basically

what you're saying is here's a big list

of all the problems that you've got you

probably don't even understand what they

are and in order to fix any of them you

got to pay me a lot of money you see

what I mean so it's like it doesn't

really generate leads very well anymore

and so what I like to do instead is flip

that whole thing on its head and offer

something that actually feels good it

feels good to offer it feels good to

receive it's it's giving it it triggers

this feeling of reciprocity in the

client that you're working with it's

like it's so much better and so I want

to talk through the three steps that we

go through to make that work and I think

that's a really big reason for why we're

getting 10 to 30 conversion rates before

we jump into it look at this clip from

one of our coaching calls and you can

see what I'm talking about I've reached

out to eight people since Monday and

I've already got two bites so like eight

people two calls it said that's a 25

conversion rate that's crazy it's

awesome it's all I need just like keep

going just having people respond like

right away okay so how does that

actually work so there's three steps in

the process the first step is you gotta

have an offer and when I talk about

offer I don't mean the service that you

offer like I know a lot of times people

say well I'm offering web design service

I'm offering SEO so I'm not talking

about that kind of offer I'm talking

about I'm offering a result not a

service but a result and I do that for

two reasons the first reason is that's

really what clients want like they want

more traffic more leads more clients

more Revenue like they want some kind of

an outcome driven result and for me what

what I know about that is if I want to

do the best stuff that I've got and

actually create these results the

client's gonna have to buy more than one

thing like they can't just buy the

website and expect to get great results

they're also going to need something

that drives traffic and they need to

convert traffic into leads they need to

nurture the leads into clients so like

I've got a whole bundle of things that I

need to do in order to get the client

the result that they need so what I want

to do is instead of focusing all these

on all these line item Services I want

to focus on the outcome that the client

wants and if we agree that that is what

they want then I can say hey if this is

what you want then buy this package and

so now I'm selling all of my best stuff

in one Fell Swoop and the client only

has to say yes to one thing do you want

this outcome if so get this and it's

like all of my best stuff so I don't

have to line item my way hey do you want

this okay cool do you want this okay

well do you want this and just kind of

like go off and get like a million yeses

in order just to do all the stuff that I

know that I know that I need to do like

I said do you want this outcome yes get

this solution this is what I refer to as

a solution first agency you come up with

a solution first and then that creates

the outcome the client wants and then

you say would you like to subscribe to

this solution and I say subscribe

because it's probably an out outcome

that's an ongoing outcome it's not just

like you get one client you're done it's

like your client probably wants an

ongoing stream of new clients right and

so that means they keep working with you

basically forever and so that means you

have a long-term recurring Revenue High

ticket client and they only had to say

yes to one thing and then that allowed

you to give them the entire bundle of

services and your solution so with all

of that being said that's what I mean by

a solution or by an offer but there are

three components to the solution that I

feel like are really really important

the first one is the solution needs to

have a very clear outcome and the

outcome is probably going to fall into

one of three areas in fact it's probably

a combination of these three areas the

first is some kind of increased Revenue

it's going to be more traffic more leads

more clients but ultimately it means

increased Revenue right so like that's

going to be growth the second component

is decreased expense so can I can I

create a faster sales cycle can I make

it more efficient to onboard clients can

I reduce the amount of support that's

going into somebody's business like if

they're getting a lot of calls maybe I

could put an online knowledge base out

there and then their customers could

sort of self-help their way through at

least entry level level one kind of

support questions and now they don't

have to take as many calls and that kind

of reduce costs and then the third

component is is what I refer to as like

personal satisfaction or or peace or

just like the relief that comes from not

having these problems that we just

solved you know like you sleep better at

night you're able to hang out with your

family more you can just you know just

get it off your chest right it's like

there's value in that like the value of

that is not zero right it's there's

value in that now it's harder to measure

because it's it's more personal but it's

not zero and those are the three areas

that I like to pull from when I'm trying

to calculate what is the outcome that

I'm giving to the client it's like

growth savings and relief right so those

three things are kind of like the main

thing that I'm looking for okay so thing

number one is the solution has to have a

clear outcome like that thing number two

is those outcomes that we're talking

about they need to be business problems

it can't just be let me get your site to

load faster or let me get your site to

look better on a mobile device like

those are stepping stone goals like it

needs to load fast and it needs to look

good on a mobile device but that's not

enough like those things need to

translate into some sort of a business

result otherwise the solution's not big

enough have to be a high ticket solution

you got to solve a big problem if you

want to put a big price on it and so

like it's got to be some kind of a

business outcome and then the third

thing is it's got to be measurable like

it can't just be the relief thing it's

also got to be either increased growth

or decreased costs it's got to be some

kind of a measurable thing because if

it's not measurable the client won't be

able to visualize what it is you know if

it's like one of the biggest problems

with web design that we've got to

overcome is web design is technical it's

abstract it's complicated and people

that aren't like you and me probably

don't really even understand what we're

talking about it's like oh it's just

over everybody's head and so like it's

one of the challenges that we have in

terms of marketing our own businesses is

to figure out how do we get a clear

offer that people can actually

understand and if it's measurable that

really really helps people say oh like

if I could see my bank account bopping

up to this number or if I could see my

calendar getting filled up to this

degree I mean those are things that are

measurable and visible and you can see

if you're doing it or not

so those are the three things clear

outcome a business problem and something

that's measurable so I kind of bundle

all of that into the solution and that's

step one and you got to do step one

because if you jump straight to step two

which is the Outreach the Outreach is

going to fall flat because a lot of

times you just say well I'm going to

fall back and just do a site review or

site audit SEO audit or something like

that and that that's that's kind of one

of those feel bad lead magnets they just

don't convert very well so step two is

doing proactive Outreach and so what I'm

talking about with proactive Outreach

like what can you do on your own to

create leads for yourself so so that you

don't just rely on referrals or

somebody's like organic organic

discovery of your website just blogging

and searching and stuff like that

because like what happens if that's not

happening like what happens if you're

not getting any referrals right now

nobody's finding your site right now

what are you gonna just twiddle your

thumbs and wait you know it's like it's

great when you do get referrals or when

somebody does discover you organically

but that's the icing on the cake it's

not the cake itself right so like

you need in order for me to feel

comfortable with the consistency of my

business so that it's not spiky it's not

feast or famine it's like I need to know

how to do something to generate my own

leads and if I get referrals or someone

does discover me organically that's just

a blessing on the side you know that's

just like an extra bonus right but the

main thing the main engine is I want to

know how to proactively get my leads so

that if I'm noticing that there's

nothing on my calendar I can do

something about it rather than just

waiting for someone else to do something

for me so proactive Outreach so what

I'll do is I'll go back to step one and

I'll look at the solution that we've got

and then I'll pluck off the very first

step of the solution and it could be

anything but it has to it has a couple

of features that you're looking for it

needs to be discrete meaning that you

don't have a lot of scope creep it needs

to have a start and stop point and you

don't want it to be a huge thing like

building a whole website for somebody

because like you don't want to do that

for free but so I'm looking for like the

very tiniest First Step that I could do

and then I like to offer that first step

for free to just to get the conversation

going and by giving something to

somebody rather than asking them for

something or telling them something bad

about something that they've got if I

give something to somebody it just I

feel good about that and and the client

feels good about that too and then there

there's this feeling of reciprocity that

gets established and you start building

Rapport and this is great because it's

like you're working with cold traffic

and that's a big part of all this to

kind of get that relationship get that

trust going so I'll pluck off the first

thing it is something small it could be

like hey let me help you set up your

your Yelp profile or let me optimize

your LinkedIn page or maybe I could help

you optimize your Google business

profile there's something small like

that but it's discreet and like any of

those three things would be a great

thing to offer to do to help somebody

out

and it's like they'll be better off if

you do that

even if they don't hire you for anything

else if you optimize their LinkedIn

profile so they get more visibility on

LinkedIn and that's a that's a platform

where like maybe you're working with an

accountant or something like that or

bookkeeper it's like that will get them

more business by itself right and that's

a great thing to offer and so like they

have this Outreach strategy that you can

use to start bringing in some clients

that's awesome so so that's the

proactive Outreach and another thing

that's really interesting about that is

it's the very first tippity first step

of the offer that you've got and so it

just naturally flows into saying hey

well here's the rest of the offer and

it's kind of kind of like a nice smooth

segue into your paid Services right so

you're not just going around setting

free things up just for fun it's like it

is fun but it also can be a nice segue

into the rest of your offer and they say

hey this person did a good job we've

been talking on Zoom or whatever I like

you and you you're trustworthy and

you're giving me this thing it's like

yeah it makes sense to go to go ahead

and take the next step and that's why

we're saying these 10 to 30 percent

um conversion rates from from Outreach

to calls is unbelievable but then

there's the third step and the third

step is onboarding the client and it's

and it's it segues right into the Second

Step because like when you're on that

call kind of helping somebody with

something you need to then move them

into a paid service and so one of the

things that's really interesting is I'll

talk to a lot of people who feel like

they're very good at closing like at

sales and stuff they'll say something

like hey if I can just get somebody in a

meeting there's like a 99 chance they're

going to work with me and then I say

well how do you get people in meetings

he's like yeah most mostly these coming

through Word of Mouth referrals and the

problem with that is when you get a

referral from someone you're borrowing

the trust and Authority from the person

who created the referral right so like

if a friend of mine refers you to me and

then we start meeting and I like you

that's really all I'm looking for is

like do we work together well I mean are

we are you nice do I feel like I'd get

good customer support that kind of a

thing but like I probably am already

prepared to hire you unless you

disqualify yourself in some way right

because like this mutual friend that we

have has probably told me something hey

I gotta work with you because you know

this person over here has worked with

you a bunch of times and you do great

work and I saw some of the work you did

it's like I'm already sold and as long

as you don't do something disqualifying

then I'm gonna work with you but when

you're using this Outreach strategy that

we just talked about we don't have that

borrowed trust and Authority from this

mutual friend that we've got we're

working with cold leads and so what that

means is you have to start the

relationship from scratch and so like

you have to build the trust and build

the relationship from nothing and that's

a very different thing and it requires a

like a a pattern like it's a different

way of thinking about onboarding the

client not only from the relationship

standpoint but also from the mindset

like where's your heart in this whole

thing because usually if you're getting

a referral from somewhere what's

probably going to happen is you'll talk

to the person to try to figure out what

they want like if you're getting a

referral from a mutual friend the mutual

friend probably is not positioning the

referral in the optimal way they're

probably saying like for me when I used

to get referrals I was known as the web

design guy or the website guy and so

then I would have to then talk to people

and figure out what kind of website did

they want is it e-commerce is it local

business is it like whatever you know is

it a website at all maybe it's like an

email marketing thing or I remember one

time I was supposed to migrate somebody

from Infusionsoft to Salesforce which

had nothing to do with web design at all

it's like you got to talk to them and

figure out what they want and so you end

up delivering these like custom

Solutions but with this new approach

like with the proactive Outreach

strategy where you get to kind of reach

out to cold traffic it's a completely

different thing because you're not

trying to you're not interviewing the

client to figure out what they want so

you can develop a custom solution it's

completely different now what you're

doing is you're qualifying the client to

see if they're a good fit for the

solution you already have remember back

in step one we already made the solution

and then right now when we're onboarding

the client if it does turn out that they

are a good fit then you don't have to

write a proposal you've already got the

proposal you're already got the whole

thing you can just say do you want to

get started and boom off you go you set

up the pricing and make it easy to start

so you don't have to write custom

proposals anymore which saves an ungodly

amount of time right it's a ton of time

so it's really efficient a ton of time

saved and here's the best part of all so

when you start getting clients coming in

like we just talked about where you're

proactively outreaching to the clients

you want to work with onboarding them

into the solution that you already have

the more clients you get the better you

become at delivering the outcome that we

were just talking about back in step one

and so that means the longer you do this

the better the results the better the

results the more you can charge but it

gets even better than that because as

you keep doing this over and over you'll

get your systems and processes really

efficient and so you'll be able to like

get faster and faster and faster now

with all the AI tools that are out there

bring some of that into the mix and get

even more efficient and so you're

getting better and better and better

results with less and less and less

effort and you're pulling your margins

open right you're creating these big

margins for your work and that is where

all the profit comes from and so it's

great for like everyone is winning when

this happens because your clients are

getting really really good results

you're able to get those results with

less and less and less effort so your

profit margin are great so your clients

are getting great results you're getting

your high ticket long-term High profit

work and everybody is winning

it's so awesome so like and it all boils

down to those three steps that we just

talked about and this is what we do in

blue theory so if you want help with any

of this I'll help you build your offer

help you get the Outreach system going

help you dial in how to do this close

you get a whole script for that whole

thing check it out over at lee.blue or

check out this next video and I'm going

to show you a part of the way that we

onboard clients is through a data driven

approach and I think if you check this

thing out over here check out this video

and I'll show you how the data driven

approach to onboarding clients works

and that'll set you apart from everybody

so check that out