I still remember my early days of trying to generate leads. Picture this: hours spent scrolling through outdated directories, cold-emailing random contacts, and praying for a response. I’d sit there wondering, “There has to be a better way.” Back then, I was flying blind — no clear strategy, no solid tools, just sheer determination.
Fast-forward to today, after years of trial, error, and finally, success, I’ve built a streamlined process that actually works. And here’s the thing — if I could figure this out, so can you. In this guide, I’m going to break down the exact steps and tools I use to generate leads, turning what used to be a shot in the dark into a predictable, scalable process.
1. Define Your Ideal Customer Profile (ICP) & Total Addressable Market (TAM)
“You can’t catch the right fish if you’re in the wrong pond.”
Tool: LinkedIn Sales Navigator (payed) or Reverse Contact (free)
- Why it works: Both platforms let you filter potential leads by industry, company size, job title, geography, and more.
- How I use it: I build detailed ICP filters — for example, SaaS founders in the U.S. with 10-50 employees.
- Pro Tip: Use Boolean searches to get hyper-specific.
Example: Last year, we needed to target mid-size marketing agencies. Using Reverse Contact advanced filters, I pulled a list of 500 perfectly matched leads in under an hour.
2. Build a Landing Page That Converts
Tool: Webflow
- Why it works: Clean, no-code platforms with fast deployment.
- How I use it: Simple headline, clear value proposition, and a strong CTA. One page, one goal.
- Pro Tip: Use heatmaps (Hotjar) to see where users click and tweak accordingly.
Save Time with Templates:
One of the easiest ways to build a high-converting landing page without starting from scratch is to use pre-designed templates. Webflow offers a marketplace filled with professional templates tailored for lead generation. Simply head over to the Webflow Template Marketplace, choose a template that fits your brand and goal, purchase it, and import it directly into your project.
This approach can save hours of design time and ensures your page follows best practices in layout and UX. Once imported, you can customize colors, text, and images to align with your brand.
3. Qualify Your Leads with Forms & Surveys
Tool: Typeform
- Why it works: Interactive forms engage users more than static ones.
- How I use it: Simple, multi-step forms that collect key data without overwhelming users.
- Pro Tip: Embed qualification logic (e.g., if they select “100+ employees,” send them to a custom thank-you page).
Basic B2B Lead Generation Form Template:
- Full Name (Short Text)
- Company Name (Short Text)
- Job Title (Short Text)
- Company Size (Multiple Choice)
- 1-10 employees
- 11-50 employees
- 51-200 employees
- 201-500 employees
- 500+ employees
- Industry (Dropdown)
- Email Address (Email Field)
- Phone Number (Optional) (Phone Number Field)
- What challenges are you currently facing? (Long Text)
- Are you interested in a free consultation? (Yes/No)
Example: We segmented leads into “SMBs” and “Enterprises” based on one question — leading to personalized follow-ups that doubled our response rate.
4. Book Meetings Without Back-and-Forth Emails
Tool: Calendly
- Why it works: Simplifies scheduling and reduces no-shows.
- How I use it: I connect it to my calendar and embed it directly into the landing page.
- Pro Tip: Include 15- and 30-minute options to cater to busy leads.
Example: After adding a Calendly link to my outreach emails, booking rates increased by 40%.
5. Find Contact Information at Scale
Tool: Reverse Contact
- Why it works: Instantly finds verified emails, LinkedIn profiles, and phone numbers.
- How I use it: I upload my lead list and enrich it with the missing contact data.
- Pro Tip: Always verify emails before sending cold outreach (use NeverBounce).
Example: Using Reverse Conatct, you can enriched a list of 1,000 leads and found 92% verified emails in under 20 minutes.
6. Outreach – Email & LinkedIn Automation
Tool: Instantly.ai (Email) & Heyreach (LinkedIn)
- Why it works: Automates outreach while keeping it personalized.
- How I use it: I set up multi-step sequences — first email, LinkedIn connection, follow-up email.
- Pro Tip: Use “soft” CTAs in initial emails, like “Does this sound relevant?”
Crafting Your First Outreach Message:
Your outreach message should vary depending on your target client and goal:
- For Small Clients (Less than $20K ACV, Large TAM):
- Goal: Drive traffic to your website where they can try the product directly.
- Example Email:
- Hi [First Name],I noticed that [Company Name] could benefit from [specific solution]. We’ve made it simple for companies like yours to [key result — save time, boost sales, etc.]. No need for a call — you can try it out right now here: [Website Link]. Let me know if you have any questions!
- For High-Value Clients (More than $20K ACV or Complex Products):
- Goal: Book a meeting or demo.
- Example Email:
- Hi [First Name], I work with [similar companies] who struggled with [specific pain point] before finding a better solution. If you’re dealing with something similar, I’d love to show you how we solved it. Would you be open to a 20-minute chat next week?
Using LinkedIn as a Follow-Up Channel:
LinkedIn works great as a secondary touchpoint. After sending an email:
- Send a connection request (mention the email briefly).
- Follow up with a message if they accept:
"Hi [First Name], just following up on my email about [specific solution]. Thought LinkedIn might be easier to connect. Let me know if you’re interested!"
This multi-channel approach increases your visibility and keeps you top of mind.
Example: One campaign booked 35 meetings from just 200 cold emails using this soft-approach strategy.
Example: One campaign booked 35 meetings from just 200 cold emails using this soft-approach strategy.
7. Track Calls & Analyze Conversations
Tool: TL;DV
- Why it works: Auto-records and transcribes video calls.
- How I use it: Every sales call is recorded and analyzed for keywords and objections.
- Pro Tip: Create snippet reels of positive client feedback for your sales deck.
Save Time on Follow-Up Meetings:
One trick I use to speed up follow-up emails is simple: after the call, I copy the entire transcript and paste it into ChatGPT. Then, I use a custom prompt to quickly draft a professional follow-up email, including the next steps and a tailored proposal.
Example ChatGPT Prompt:
*"You are an expert sales assistant. Based on the following transcript, draft a concise and engaging follow-up email. Include the main points discussed, next steps, and a custom proposal based on the client's needs. Keep it clear and to the point.
Transcript: [Paste transcript here]"*
This approach saves me tons of time and ensures I never miss important details.
Example: We noticed a common objection (“too expensive”) in 40% of calls — we addressed it head-on in future pitches and saw a 15% increase in conversions.
8. Manage Leads & Deals with a CRM
Tool: HubSpot
- Why it works: Centralizes contacts, deals, and communications.
- How I use it: Every lead flows into the CRM, where we track stages from “Contacted” to “Closed Won.”
- Pro Tip: Set up automated workflows for follow-ups and lead nurturing.
Example: Automating our “no-reply” follow-ups in HubSpot increased our reply rates by 25%.
Final Thoughts – Your Turn to Build the Machine
I wish I had this guide when I first started. It would have saved me hundreds of hours and probably a few sleepless nights. But now, you have the roadmap — every tool, every step.
Lead generation isn’t magic. It’s about consistency, understanding your audience, and using the right tools. So, dive in, experiment, and don’t be afraid to tweak these steps to fit your style.
And hey, if you hit a roadblock, you know where to find me.
Now, go turn those cold leads into loyal clients.
