[MENTAL HACK] What is a lead?

You might be wondering, well that’s a lame question!

I know what a lead is! Why are you asking me this question?

Here is why: How YOU define YOUR leads could make a HUGE difference in your business.

This is a strategy I’ve learned a long time ago and it changed the way I design my marketing campaigns and I’m sure it will change yours too…

When I run an ad, I try to lure people in by starting a conversation via my ad creative.

That conversation’s goal is to get them to buy from me and establish long term relationship with them.

Same process humans do to create a relationship and form friendships

Also here is my philosophy with leads.

A lead is someone who gave you his contact info and has a STORY behind why he gave you that info and EXPECT something from you.

Keywords here are story and expectations

If your lead doesn’t have these two properties, then it is not a lead but just a contact info.

And that’s how I define what a lead to me is and how I differentiate between a contact and a lead…

Now based on this philosophy I create these “conversation points” that pushes them forward in the relationship.

I do it via behavioral retargeting but it has to be a conversion not a generic buy now call…

This conversation that I trigger via my ad creative attract people that relate to it

And they all have a story on why they relate to it


That to me, is a lead.

Now they have a story, I’ve figured it out by attracting them via a conversation ad creative specifically designed to attract them.

Now it’s time to introduce them to further conversational points to strengthen that relationship.

Now I pitch them a relevant product.

Okay here is the thing at this stage, most people will say – OVER-DELIVERY IS THE WAY TO GO!!!

Now I get it, you wanna go an extra mile in helping your prospect with your product.


Lemme explain why…

Most people are doing over delivery wrong. And all they mean by over delivery is giving them more “stuff.”

That’s BS

Ya see, you promised people results and a solution.

Your job is to get them THOSE RESULTS.

If they don’t get those results, then you gotta refine how you’re delivering that solution.

You see, it is all about the results and that’s all your prospects care about.

I mean that’s what you and I care about too – The results!

Now back to the point:

How you define something is important because if you notice I just showed you my entire process by giving you my definition of leads.

Stay Frosty

P.S. – If you like this content, then you should check out my business vLogs! I’m sure you’ll love them. Click here to check it out

Wayne Harrel is the founder of Zielix® Incubator, Hudson Lockwood Capital Partners and I Fired Wall Street trader's community. Wayne like video games, technology and is a productivity freak.

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