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Let’s say it out loud – no one enjoys seeking people who don’t want to buy whatever you are offering, which is why no one wants to do lead generation. So 99% of the google searches about Instagram focus on three things: 1. Going viral , 2. Getting more followers, 3. Going viral to get more followers. This idea that more people = more opportunities for someone to buy is why lead generation feels like a numbers game 

What actually is the numbers game

Scarcity – the mindset that keeps you broke + keeps you in the numbers game. At your core, you believe that you could truly run out of people who can buy your products and want to. There are currently over 1.3 Billion people on instagram. It’s not a matter of running out of people, it’s the idea that you are reaching enough people in time. Insert going viral + more followers. You have seen it; I have seen it – someone goes viral and then bomb they are selling their items like the next hottest trend. 

What to actually focus on in your lead generation process

Before you craft the next reel to go viral, you want to focus on the three core pieces of lead generation: 

1. Clear ICA + Identifiers
2. Messaging that when you find the lead the tune in
3. Sales process that builds trust + get more clients saying yes

Clear Ideal Client

Speaking to everyone is speaking to no one. That more is better with the ideal client is actually what keeps more people broke. This is where someone gets stuck in the lead process, instead of finding viable leads. – you are looking at how to fit everyone in the box. 

To me, that is overwhelming. It’s like when you buy a new car, you notice you own a car everywhere. By being aware that it is your car because now you have to look for it in the parking lot, you can see it more. 

This is the same when you are clear and specific in your Idea Client. 

Things to get clear on when it comes to your Ideal Client 

  1. Their pains, fears, challenges, and solutions. Knowing the pains that they are having provides them a unique solution. When you know their problems while speaking to them, you provide a solution that they maybe haven’t thought of. 
  1. Knowing their buying habits because buying habitat can determine the difference between a Walmart ICA + Target ICA. Buying habits helps you meet them when they are starting the process, which helps you.
  2. Using Messaging that makes sense to them, avoiding jargon to appear more like an expert. Rule #1 of marketing — Never assume that your ideal client knows more than you think. It is better to over explain and educate, then to assume that they already know. No one will admit when they don’t know something. 

Which leads us to viral marketing + the biggest consideration of lead generation

Why virality isn’t actually the solution to making more money

While there is a time and place for going viral, where you want to pack your numbers is in your pipeline. In this case, a pipeline is ideal for clients who are close to buying or are close to buying. This idea keeps you in motion + seeing the process you want. Lead generation relies heavily on the flywheel effect. The flywheel once was a wheel that as you turn it, the wheel itself would gain speed and spin faster. When you enter this idea into lead generation, once you get in the habit of seeking others – you will soon stare at a google sheet full of names of QUALIFIED buyers who want to buy your products. 

Basic Considerations of Lead Generations 

  1. Not all leads are viable leads. What they focus on on the online space – big launches, sold out programs, not being able to launch. What they do not talk about – that maybe 100’s if not thousands of people were not considered viable leads for their program. One of the biggest myth I see in lead generation is that EVERYONE needs to be qualified for your services. Not all leads are viable leads because not everyone is a good fit for your programs. In fact, the average conversion is 20-30%
  2. Engagement occurs in the lead generation process. There is a vast confusion over engagement and the touch points. When you are engaging a lead, you are connecting with them. However, engagement alone is not the lead generation process. You cannot just talk to someone over and over and they buy your products.  Your ideal client’s brain has to create awareness around the problem and then seek a solution to it. Just talking to you doesn’t create an idea of a solution.
  3. If you master content, then you will not have to seek leads. Content is a marketing process, so yes, you can be able to find leads with it. However, content marketing alone is not a lead generation process. There is so much principle in being able to show Ideal clients how to solve their problems and your experience. Content marketing is a KEY piece in your marketing and sales process, but it will never be a replacement for a sales + marketing process.
  4. Passive lead generation > Active Lead Generation. That you can set up a Facebook ad and have 100’s of people opting in to your services over night is actually the product of good marketing. There is no version of lead generation that is better than the other. It just comes down to what process works for you and using active lead generation to refine your Ideal client for passive lead generation. 

For lead generation, we can refine your process. You have a system in your brain that is set up to find clear, specific things. Use this to find the right clients + help scale your business. 

The key to finding leads all the time – is to have a system set up like your RAS to always be looking for the right people + building that system to help you. What that looks like in your business, a clear ICA, a message that resonates with them and allows them to see the future, a way to pre-qualify (honestly) who this is for and who it isn’t for.

Lead generation takes two forms: the active form and the passive form.

Passive Lead Generation

Passive lead generation is like passive courses, it really isn’t as passive as you think it is. We see this through setting up Facebook ads that lead to an opt in, Pinterest pins that lead to an opt in – basically it is anything that you are not actually promoting that could capture an email list and help you grow your email list. This is something that eventually, through testing, will have landed the foundational work to allow it to run on its own. That you just collect the leads and then convert them into something else.

Before you Facebook Ad your way to a lead generation process 

Therefore, it feels so exclusive and elite to others. It’s the idea that you can sit back and have endless leads coming to you is the picture you want. 

To create passive lead generation, you must start with active lead generation. It has truly replaced the idea of prospecting in our online space.Prospecting is not the idea that you are seeking people who don’t want help and don’t want your products. We root the idea of prospecting in human nature that is to solve problems. That I can help you, I want to help you and to help you. Sometimes I have to find you first. This idea of active lead generation/ prospecting comes from the idea that you know people want to pay you in a way that is uncompromised no matter how many times you hear the word no, or you feel it is something that maybe someone doesn’t need 

Active Lead Generation

Active lead generation on Instagram and other forms of social media allow you to get you to your ICA sooner. It allows you to say that you see value in their problems and provide a solution to help them. At the core of what you do, this is to love/help and serve others. That comes with this can only be shown by believing in your solution so much that you are seeking others out. While this is the path less taken in the online space, the ideal client finds values in you seeking them out. What this is not – sending 100’s of cold dm’s saying “Hey I can help you!!!!” As humans, that feels like you aren’t actually looking at the idea to help us and more of the idea of how can you help yourself and what does that look like for you 

Why you struggle with active lead generation your business

If you struggle to include active lead generation in your business, the first place to start is always the time you are spending on Instagram. Most of the time, you are looking, scrolling and watching. This idea that you are engaging your ICA is more about the ego boost you get when you see they liked your comment or someone shares your content. The focus is finding people/ serving those people and understanding that if you truly believe in your products that you will take the time to find people to help with it. 

Without having a lead generation strategy that is rooted because you can find anyone anytime, then you are lost on the idea that your product can help someone. The root of your belief of your products is the key to a strong lead generation strategy. It is the idea that you can/ will help more and more people. That you will see someone who is struggling and say “I can help you with that.” and then actually be able to help them with that 

It only takes Five people a day

If you are struggling with lead generation, just start with finding and talking to five people each day. You can keep adding them to your list and watch how fast your list grows by just working with 5 people. It will surprise you how fast your sales grow because of lead generation.

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If I told you that you had five sales calls to do today – yes, face-to-face video calls – for your current offer, how confident are you that you could close every one of them?

You might be surprised to know this makes so many online business owners cringe. There has been a rise in selling in the DMs on Instagram because of this – selling via DMs is convenient, but more than anything else, it eliminates the pressure and the potential rejection that can come with a live sales call.

If this sounds like you, it’s time to readjust your comfort zone because sales calls ARE a part of business and if you can master them, you’ll be even more unstoppable in the online space. 

When it comes to our businesses, sales tells us the health of our business. If you aren’t making money, you simply have an expensive side hobby.

Doesn’t matter if we’re talking about an online coach or a service provider – these are three tips that will help you close more sales calls starting ASAP:

  1. Use a Script for Your Calls

A lot of people love the idea of just “going with the flow” or trusting that they’ll be able to handle whatever comes at them on the spot when they’re leading a sales call. More often than not, it doesn’t lead to closed sales.

This happened a lot at my old job when I worked for a large massage chain. We were told to pitch every day over the phone, and the people who didn’t use a sales script on their calls were never the top closers. Guess who was a top closer?

Me and my co-workers who also used sales scripts. 

So many people bash scripts – “they’re too stiff” or “I don’t like feeling restricted by them” are complaints I hear a lot. But in reality, our brains LOVE habit and consistency. Once you have it memorized and know it like the back of your hand, it comes out like second nature and it won’t seem scripted at all. Take the initiative to learn it inside and out so that you could sell to anyone at any time – even someone approaching you at a coffee shop. 

If you don’t have a sales script yet, I’ve made this 10k Sales Script just for you. Snag this download and go through and customize it so that it tells your potential client who you are, what product or service you offer, and the problem you solve and solution you bring

  1. Revisit your Process and HARD Pitch Your Offer

Now, within your script, you need to have a process that leads your potential client from beginning to end – the beginning being the getting to know them phase, and the end being an actual SALE. 

You have to bring the client all the way through the call from start to finish:

  • Getting to know them and their business
  • They re-admit the struggle they’re having in their own worlds
  • They tell you what solutions they’ve tried that are not working to get them to where they want to go
  • You pitching your offer and closing the sale 

That last point is key. It’s hard to close more sales calls if you’re not PITCHING your offer hard and collecting a payment. There are so many people in the space who say they don’t know how to transition into the collecting payment part. The thing is, if you don’t ask for the sale, the answer is always no…

And remember, people aren’t paying you to be their friend, which is why I don’t like calling them “Discovery Calls.” Yes, you’re learning about who they are, but the getting to know them part is for the purpose of pitching and selling to them. You are the expert they are seeking out. 

  1. Handle the Objection(s)

Objections are fears arising within the potential client on the other end of the call. 

Humans prefer to exist in a safe bubble. When we venture outside to something new, our response is to assume that it’s scary and our brains attempt to keep us in that bubble where safety won’t be disrupted.

Inside of business, you may never get totally comfortable with fear, but you can recognize it as something that simply comes up because you’re taking on something new and different, not as something that’s detrimental to you. This is important to understand when you are on sales calls with clients bringing up their own objections. 

Your application should actually let you know what objections are going to come up before you even hop on the sales call. If they say on the application that they aren’t ready to make the 4-figure investment, I’m not going to get on that call. It’s not my job to tell someone how to spend their money if they aren’t in a place to do so. 

However, if someone says yes and I give different pricing options, I have to be able to handle objections to those various prices. 

It doesn’t have to be a battle to overcome the objections – you can show them what’s possible and empower them to make the best decision possible. That’s why I call it objection “handling” rather than overcoming objections. 

It’s not about forcing the potential client into a decision, but helping them see what their options are and what would benefit them the most. 

I’ll leave you with this one thought – You need to focus on the calls you have and close every single one of those calls, rather than trying to rack up a huge number of leads possible and only closing 10-20% of them. 

How do you feel about sales calls? Or, if you’ve improved at them, what’s been the most helpful tip you’ve learned? 

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I get a lot of questions around how to actually start signing high-ticket clients. There’s a learning and experience curve here, but once you have that under your belt and you’re ready to scale even more, there are a few things to consider that might hold you back:

Your worry around getting ghosted

Your fear around charging your worth

Your lead generation

So, how the heck do you do this high-ticket thing? Let’s talk these points through.

Forget the Ghosts

Instead of focusing on getting ghosted, you need to remove YOU from the sale. Someone else ghosting you does not mean you are less valuable or that your work is worth less. 

Getting ghosted comes from a place where people don’t want to talk about the fear at hand. Women specifically need to process things by talking about them, but as a society, we’ve created a new norm of not talking or processing – aka ghosting. 

This leads me to talking about why it’s helpful to create an application process for your offers. The potential client will know exactly what to expect in terms of the offer and the price before you even have to hop on a sales call with them, decreasing the likelihood of getting ghosted. 

It’s going to happen – it happens to me too – so we need to not make it personal if we want to move forward and actually find the people who DO want and need our offers.

Charging Your Worth: You ARE a High-Ticket Service

Think about your sales strategy inside of your business. Somewhere, there’s a disconnect between finding high ticket leads and getting them to sign.

Be a high ticket service to work with high ticket clients. What does a high ticket service look like? You charge $1000 minimum and have a clear, valuable offer. And you have to be firm with your pricing. 

When you get on sales calls, you cannot go into it expecting to discount or change your prices. You have to deeply believe you are worth getting compensated and worth the money you want to charge so you can hit your income goals. . 

But you HAVE to show up and show them that it’s worth spending that kind of money on you first. They will not feel like it was a bad idea to invest in you – continually showing who you are and what you do and insert your expertise. This is where lead generation comes in.

The Importance of Lead Generation

Just to be clear here, lead generation is the process you’re using to draw interest in your business, who you then nurture with your content until they’re ready to buy. Whatever your lead generation looks like, have a method that works for you and keeps you inside of whatever space your ideal client hangs out in – Instagram, Facebook, etc.

The biggest issue I see is people flat out not tracking their leads inside of these spaces, when this should be your biggest priority. If your someone who forgets to do it, then you need to put a system in place. 

For me, I have a list of 10-50 ideal clients in a spreadsheet and track who follows back, what tactics we’re using to engage, what connections are made, etc. We watch these ideal clients move through the channels so we know where they’re at and when to pitch them. 

For lead gen and signing high-ticket clients, the bottom line is consistency. Showing up in those spaces and engaging with your ideal clients regularly and nurturing them.

Find a place to insert your authority with consistent content that your ideal client can learn from and rely on. And have a system that’s trackable and see what leads come in, what they’d be a good fit for, and lead them there. 

A lot of us struggle with seeing these tiny steps are going to amount into big things. When you’re so far in the weeds with your leads, you don’t realize it, but you’re growing because you’re staying consistent with your efforts in serving the high-ticket clients you’re dreaming of working with!

If you are ready to sign high ticket clients, grab my copy of my sales script. This has generated over $500k in sales in two years. Click here to grab it

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Hey, I'm Meghan


If you’d told me two years ago I’d be focusing on sales and helping other business owners grow their own sales process. I’d have laughed. Loudly. In your face.

I was stuck in a dead-end service job in the massage industry, knowing my true talents were in coaching but having no clue where to start, no industry connections, and $200 in my bank account.

Through investing in psychology-based sales education and creating a repeatable strategy, I was able to build my business and hit multiple 6 figures in revenue in just one year. 


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