Taking Control of Lead Generation

Taking control of lead generation was a huge focus for us last year, and it paid off! In 2024, more than 50% of Ninety Five Media’s leads came from our social media marketing content. That’s right – over half of our new business opportunities originated from the content we created and shared. But I’ll be honest with you: this wasn’t always the case. A few years ago, we were right where many Founders find themselves: relying almost exclusively on word of mouth and referrals to bring in new clients.

Don’t get me wrong, word of mouth and referrals are both great ways to reach new clients – it just can’t be the only way. Over time, I realized I wasn’t comfortable putting the growth of our business into someone else’s hands. Depending on others to think of us at the right time and in the right context felt passive, and it limited how we could shape the narrative around our work and the impact we have! 

So last year, we switched it up. By doing these four things weekly, we were able to reach far more ideal clients, and you can copy these for your brand too! Let’s take a look: 

Create Content for Every Stage of the Customer Journey

Not everyone who stumbles upon your content is ready to buy immediately, and that’s okay. Our strategy involves creating content that speaks to people at every stage of their journey, from the casual follows to the “hot” lead ready to take action. For those just starting to learn about us, we share posts that showcase our expertise and build trust. For people further along, we highlight case studies, testimonials, and success stories that demonstrate the real-world impact of our work. This layered approach keeps us relevant to everyone in our audience and nurtures them over time!

We Start Conversations

The best sales calls often start as meaningful conversations. Instead of waiting for someone to reach out to us, we proactively engage with our audience. After all, something prompted them to follow us, so why not reach out and initiate the conversation?!  This approach isn’t about being “pushy” or “salesy”. It’s about genuinely connecting with others and offering value. Often, these casual conversations evolve into something bigger, and when they do, you’ll be glad you took the first step. 

We Keep Our Pipeline Full

A healthy pipeline is a balanced one. We consistently create and share content that attracts leads at all levels, ensuring that we’re never scrambling to find new business. This means focusing on awareness-level content that introduces us to new audiences, engagement-level content that deepens trust and connection, and conversion-level content that motivates action. By covering all these bases, we’re able to have a steady flow of potential clients moving through our pipeline.

We Don’t Rely Solely on Social Media

While social media is a key part of our strategy, it’s not the only tool we utilize. We supplement our online presence with email marketing, our podcast, networking, collaborations, and even in-person events. Diversifying our lead-generation efforts ensures that we’re never too dependent on any single platform, giving us greater stability and reach in the long run. 

By taking control of your narrative and investing in consistent, strategic content creation, you too can drive leads and growth, and we can help you do that. If generating more leads this year is one of your goals, we’d love to chat further. CLICK HERE to book a call.