How Can You Get More Leads?

This week’s burning question from our Powerhouse Speakers event asks, “How do I get more leads for my business?” This is a super great question, but when we talk about leads, we also need to talk about converting leads to sales, because leads are not sales. You can have all the leads in the world, but if you don’t convert them into sales, they aren’t going to grow your business. So many people do networking events or get lead lists, and then simply do not follow up with them. Wanna know the main reason for this? Not feeling worthy.

So let me ask you, do you feel worthy? That’s the first thing I want you to get right with yourself – make sure you feel good about receiving. You need to feel good about receiving money for the services you offer. If you don’t feel worthy, you’re not ready to sell, and you need to take care of this first. Worthiness is a topic that we’re not going to go into this week, but it deserves to be mentioned as we talk about attracting leads…and making sales in your business.

Why Do People Make Decisions?

What are the motivating factors in everything we do? There are two main reasons people do the things that they do: pain or desire. Pain presents itself as a problem that needs solving. Your potential clients need to know, “What’s In It For Me?” (WIIFM) People don’t care about WHAT you do, or HOW you do it. They want to know how you can help them. What problem do you solve? What desire do you fulfill? How can you help them to make their lives better? When you can learn how to express this to your leads, you will turn them into clients or customers with much more ease.

People aren’t interested in your business or your program – they want to know how to eliminate a problem or to fulfill a desire that they have. Make sure your message is very clear – tell them exactly what problem you can solve, and how working with you is going to make their life better, easier, healthier, or more joyful. Let them know that you care about their challenges or desires, and that you are equipped to help them to achieve their desired outcome.

Offer A Lead Magnet

A few weeks ago, we talked about taking our programs from FREE to FEE, and how to do that. A free offering to get people to engage with you is called a lead magnet, because it attracts the lead right to you, like a magnet. There are lots of juicy lead magnets that you can offer to bring people to you: a webinar, an ebook or pamphlet, a Top Ten List, a recording of a meditation, or visualization, just to name a few. Do whatever feels right for you and your business. If you sell a physical product, perhaps you could offer a sample or a coupon. You want to give them something for free to get their name in your database, so you have the opportunity to help them become a client.

You might be asking, “OK, Lisa, how long before I get paid?” Here’s where you really need to put in the work: on relationship building. Take your time between your free offering and selling them a paid program or product. When you rush into selling to a potential client without building the relationship, it scares them off. Gain their trust by continuing to build a strong foundation.

Remember how I’ve talked about building on concrete instead of sand? If you have a weak, soft foundation, you’re going to see people fall off as soon as you start charging, because they haven’t built a trusting relationship with you yet. Always keep in mind that even if someone doesn’t end up working with you, the relationship is still important: you will be the one they refer to if they have a friend or family member who might need your help.

Spend time nurturing the connection, building that strong foundation on concrete. Then, when you offer them your paid program or product, they will feel much more comfortable saying, “YES!” because you have earned their confidence. Look at how often I connect with you, and all of the free things I offer on my site for everyone – video content, blogs, programs…I want you to feel 100% comfortable and confident before we ever work together on a deeper level for a paid fee. You are not a customer; you’re a member of my tribe, and that is so important to me. I want to have a strong connection with you, because I truly care about serving you at a high level. And I know you want to serve your clients in the same way, or you wouldn’t be here learning from me. 


  • Understand the Pain Point: what is the problem that you can solve for your potential client? How can you make their life easier or better? People aren’t looking for products or services – they are looking to solve problems and overcome challenges. They want to feel good!
  • Make a Connection: Building strong relationships will ensure that your feet are on concrete, not in sand. You will have more loyal clients/customers, and they will have someone they know they can count on, and that’s a WIN/WIN situation!
  • WIIFM – People need to know “what’s in it for me?” Give them the solutions they are seeking. Make this crystal clear – have a meaningful dialogue – just like I have with you. Don’t just have a one-sided monologue. Talk with them, and more importantly, listen to what they have to say, so you know exactly how you can best serve them.

I am so grateful to have you in my tribe, and I love hearing from you. Our connection and dialogue are what feed my soul, and watching you grow in your prosperity brings me so much joy! So please share your #BOL – Breakthrough Out Loud – with me and with the community. Tell us how you are going to use this information. What ways are you going to create lead magnets? We want to know! I truly do love you and I believe in you. I want you to be prosperous and abundant in everything you do.

17 replies
  1. Gaby kelly
    Gaby kelly says:

    Iam going to do a webinar on the 30th of march for free and then offer a 30 min conversation to see if I can give them specific tips to each of them ! What do you think about this Strategy

  2. Selahmon Jones
    Selahmon Jones says:

    Hello my name is selahmon Jones im an abstract cosmic 3D mixed media artist.
    I just wanted to say this video was very helpful it really made me think! Wow thank you so very much!

  3. Goodness
    Goodness says:

    Thank you Lisa.
    I learnt the importance of showing up on social media with valuable content and offering free program for feedback. Making my followers so comfortable such that even if they don’t buy my paid program they are confident to refer others to me. My question is how long does it take before moving to FEE stage?

  4. Carolyn Wise Smoot
    Carolyn Wise Smoot says:

    I’m an extrovert in public and introverted with family. My idea is ” treat others how I want to be treated .” I like to share things with passion, ( books and people). This is important, because it gives proper instruction.

  5. KAT
    KAT says:

    I have used the “WIIFM” for 30 years in my corporate sales training and experience……..amazing when I speak to professionals how many folks have never heard of it……..but “putting yourself in the equation” the journey……….brilliant!!! I am taking your speaking and writing course and halfway through “No Matter What”. You and your story is giving me confidence to find “my story” so I can help other’s speed up the lifetime it took me to find my truth. You rock Lisa!

  6. Gloria
    Gloria says:

    Thank you for the encouraging words. I just started my insurance career and I’m working on my website. The free and content dialogue is a great way for me to start with on my page.

  7. Para John
    Para John says:

    Thank you.
    I was wondering how to build a relationship with people on social media.
    I am going to use this information by trying to give some value by offering a gift for the imformation.
    Thank you,

  8. Kompalya Thunderbird
    Kompalya Thunderbird says:

    This was exactly what I needed. In the past, I did not offer people what their pain-needs. This helps me identify what I can offer to future clients. In addition, I recognize I can be far more transparent in my videos and messages. Thank you.

  9. Lastina Lindsay
    Lastina Lindsay says:

    Hi! It feels so good to connect with you! I feel like I am going to do free tarot card readings to guide people on an intuitive journey into healing.

  10. Kathleen Shaw
    Kathleen Shaw says:

    That was perfectly said for me to understand about the lead magnet and how not to jump too quick to get them to sell. Danngle the carrot just a bit longer.
    Thank you Lisa!!! I love listening to you. You give me such inspiration!! XO

  11. Kim
    Kim says:

    This helped, perhaps provide a snippet of my book, not the entire book, but a snippet. Would that be okay for a free gift?

    Thank you Lisa, I enjoyed this.

  12. Juliette
    Juliette says:

    I am always inspired by what you said.
    I want to be professional in leadership training. What do you suggest me?


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