Lead generation can be hard. It can feel overwhelming. Even knowing where to start is enough to stop people in their tracks. This doesn’t bring any joy.
Instead, there’s a simple framework.
Think of it this way – if your aim is off with a target, you’ll miss, right? You’ll certainly have a hard time hitting a bullseye.
Instead, I created a framework for lead generation I call AIM.
It looks like this:
Audience – identify your target audience. Who needs your help? What persons, what industry, or what niche? These are the people you want to get to know. What are their lives like? What drives and motivates them? Have you spent time in their shoes? Identifying your audience by title can help, but it’s not everything and can even limit you. Instead, think about those who would most benefit from the problem you solve for your audience.
Intention – what’s your intent with this audience? How will you intentionally take action with them? There is no room for empty interactions these days. What will have impact? What will stand out? What makes you different from your competitors? These intentions will guide your actions in regard to your activities in order to engage them.
Message – what problem do you solve for your audience? Feature and benefits or information about your company is secondary. Prospects want to know what problem you solve for them. Your value proposition should address your audience’ problem, create a safe place in which to explore their needs, and invite them into a solution.
Again, if you’re aim is off, results will be poor.
The above AIM framework can help you simplify lead generation. As a next step, try the following:
- List all the people, industries, and/or niches you could help solve a problem
- Consider the best way to intentionally reach out to them, e.g., webinars, emails, podcasts, networking
- Refine your message using the PSA framework – Problem > Solution > Action
I hope this helps.