
My Experience with Lead Generation
I used to run a lead generation automation program through LinkedIn. If you’ve ever received one of those generic messages that say something like,
"Hey [Your Name], I came across your profile and realized we have a lot in common. Let’s connect!"
—yeah, that was me. And for that, I apologize.
In my opinion, selling LinkedIn automation was a mistake, but it serves as a valuable example. Typically, the clients would try the program for 3 months and then bail. The program didn’t fail because the messaging was inauthentic, or the software was overly complicated. It failed because users couldn’t keep up with the automation.
It’s easy to engage with a list of 10 well-researched prospects—following up, building rapport, and personalizing the conversation. But a list of 100? That’s a different story. No matter how targeted your demographics are, each prospect requires time and focus. Without that, the likelihood of success drops significantly.
Quality Over Quantity in Lead Generation
You're probably thinking, "I'd rather have a list of 100 potential buyers than just 10." But the real question is—how well do you actually know those 100 prospects?
Sure, buying a list of 100 people who have purchased a similar product or service sounds ideal. But if you’re reading this blog, you already know that’s not how things work.
If your challenge is finding more customers or prospects, I encourage you to reflect on the process that brought you your very first customer. That experience was likely one of the most genuine and direct interactions you’ve had. The moment you introduce software, email automation, or any digital communication into that process, you need to take the time to understand and refine it.
Authentic connections drive real growth.
It’s not just about making sales—it’s about understanding how you made that sale and how you can replicate the process. Your first customer should feel just as valued and comfortable as your hundredth. That level of authentic communication is what truly defines lead generation.
Understanding Lead Generation
Lead generation is the process of attracting and capturing potential clients or customers. It’s one of the first steps in the sales process. So, how do you do it? My advice: don’t reinvent the wheel. Look at what’s already working for businesses like yours and adapt those strategies. Lead generation doesn’t have to involve expensive software. It can be as simple as using a phone book to cold-call potential clients or leveraging free platforms like social media.
Types of Lead Generation
Inbound Lead Generation
Inbound marketing is a passive approach where you attract prospects by
offering valuable content or resources. The goal is to draw them in naturally.
Examples of inbound strategies include:
- Blogging and creating helpful guides or videos.
- Optimizing your website for search engines (SEO).
- Running social media campaigns or paid ads that direct prospects to a landing page.
Outbound Lead Generation
Outbound lead generation is a proactive approach where you reach out
directly to potential customers. This method often yields quicker results.
Examples of outbound strategies include:
- Cold calling or cold emailing.
- Direct messaging through LinkedIn or other platforms.
- Running highly targeted advertising campaigns.
Referral Lead Generation
Referral lead generation leverages your existing network of satisfied clients
or industry partners. A personal recommendation often carries more weight
than any ad campaign.
Examples of referral strategies include:
- Implementing a referral rewards program for your current customers.
- Asking satisfied clients to share testimonials or recommend your business.
- Partnering with other businesses to cross-refer clients.
Choosing the Right Strategy
The best lead generation strategy depends on your business model,
resources, and target audience. Here’s a quick guide:
- If you have time but a limited budget: Focus on inbound strategies like blogging, SEO, and organic social media.
- If you need quick results and have a budget: Invest in outbound strategies like paid ads or cold outreach campaigns.
- If you’re established with a loyal customer base: Double down on referrals. Happy customers are your best salespeople.
Lead generation isn’t just about filling your sales pipeline with names—it’s about quality over quantity. A successful lead generation strategy should prioritize building relationships, trust, and a system for nurturing leads into customers.
As veterans, we understand the value of discipline and process. Approach lead generation with the same attention to detail and execution. Every step matters, and when done carefully, the results can be game-changing.
Build systems that truly work for your business.
Best,
Adrian Moreno
VEA Marketing Director, Crowd-Promo.com Owner
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