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Lead Generation Workflows

1. Philosophy​

We distinguish strictly between Inbound (they find us) and Outbound (we find them). Both feed into the same CRM, but the entry mechanics differ.

2. Inbound Workflow (The "Honey Pot")​

Target: Passive searchers looking for solutions.

  1. Trigger: User searches for a solution or sees social content.
  2. Asset: User lands on a "Squeeze Page" offering a high-value Lead Magnet (created in System 05).
  3. Capture: User submits email via HubSpot Form.
  4. Delivery:
    • System sends "Asset Delivery Email" (Automated).
    • System tags contact: Source: Inbound.
    • System sets Lifecycle Stage: Lead.
  5. Nurture: User enters the "New Subscriber" 5-day email sequence.
  6. Handover: If User clicks "Book a Call" in any email → Lifecycle Stage becomes MQL → Notify Sales.

3. Outbound Workflow (The "Spear")​

Target: Specific decision-makers at Ideal Client Profile (ICP) companies.

  1. Identify: Build a list of 20 prospects/week matching ICP on LinkedIn Sales Navigator.
  2. Connect: Send a neutral connection request (No pitching).
    • Script: "Hi [Name], seeing your work at [Company], thought we should connect. No pitch."
  3. Value Drop (The "Give"):
    • Trigger: They accept the connection.
    • Action: Wait 24 hours. Send a relevant Case Study or Article link. "Thought this might be relevant to what you're doing with [Topic]."
  4. Engagement:
    • Trigger: They reply or view the profile.
    • Action: Engage in conversation. Ask one diagnostic question.
  5. Pivot:
    • Trigger: Problem identified.
    • Action: "We actually solved that for [Client]. Worth a 15-min chat?"
  6. Handover:
    • Yes: Create Deal in HubSpot → Assign to Sales.
    • No: Add to "Long Term Nurture" list in HubSpot.

4. Referral Workflow​

  1. Trigger: Project completion in System 04.
  2. Action: Automated email sent 2 weeks post-project: "Do you know one other person struggling with [Problem]?"
  3. Capture: If referral is made, tag original client as Referrer (Future kickback/gift).

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