Mastering Lead Generation: Strategies to Keep Your Calendar Full

Struggling to find consistent, high-quality leads for your event business? You’re not alone. Whether you’re just starting out or looking to scale, mastering lead generation is essential for keeping your calendar full and your business thriving.

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0:08 – Kickoff & Housekeeping
0:48 – Matt Joins & Expo Chit-Chat
1:22 – Slides Begin
1:48 – Topic: Mastering Lead Generation
2:03 – Survey Insight: Biggest Challenges
3:02 – Sales Funnel Overview (Awareness → Action)
4:24 – Diagnose Your Funnel Bottlenecks
8:33 – Optimize Your Online Presence
9:18 – Craft Clear, High-Intent CTAs
11:17 – Testimonials & Visual Storytelling
12:26 – SEO Basics & Local Focus
16:59 – Google Business Profile Must-Do
17:54 – Social Posting Strategy
18:39 – Authentic Behind-the-Scenes Content
20:23 – Social Signals Boost SEO
21:35 – Put Booking Links Everywhere
22:53 – Your Website as the Conversion Hub
23:35 – Leverage Check Cherry Features
23:41 – Multi-Step Online Booking = More Leads
24:38 – Simplify Packages & Pricing
24:43 – Helpful Automated Lead Emails
26:32 – Humans Close Deals (Not Drips Alone)
27:22 – Personalize with Review Queue
28:14 – Persuasive, Visual Proposals
29:06 – Don’t Rush to Proposal
30:00 – Payments: Cards, Apple/Google Pay
30:39 – Offer Payment Plans
31:03 – Lead List Hygiene & Workflow
31:56 – Get Direct Answers via SMS
33:21 – Twilio Verification Notes
34:30 – Notes & Next Follow-Up Date
35:06 – Paid Advertising Overview
35:53 – Google Ads: Targeted & Local
36:19 – Match Landing Pages to Ads
37:09 – Retargeting & Boosting
37:33 – Learn Ads or Hire Expertise
38:20 – Build Partnerships & Referrals
38:37 – Venues, Planners, Vendors
39:36 – White-Label to Fill the Calendar
39:55 – Networking & Expo Tactics
40:53 – Booking Engine + Expo Discounts
41:28 – Auto-Apply Coupon Links
41:37 – Overcoming Common Challenges
41:47 – Beat Ghosting with a Walkaway Plan
42:46 – Handle Price Objections with Value
44:04 – Add Bonuses Instead of Discounts
44:22 – Premium Presence Signals Quality
44:50 – Smooth Out Inconsistent Lead Flow
45:47 – Prioritize Lead Quality
46:40 – Reduce Decision Fatigue
46:49 – Create Urgency with Expiring Offers
46:58 – Generate QR Codes in Check Cherry
49:01 – Where Leads Come From (Stats)
50:16 – Tutorials & Lead Workflow Help
51:23 – Best Practices at Expos
53:07 – Book On-Site with Coupons & QR
54:22 – Showcase Real Funnels (Future Idea)
54:36 – Know Customers Before Proposals
55:33 – One-Off Invoices (Current Status)
56:13 – Contact Preference on Forms
57:23 – Contact Preference Behavior
57:39 – Next Follow-Up on Leads: Where It Lives
58:26 – Widgets & Upcoming Enhancements
58:44 – Effective Expo Offers
59:39 – To-Dos & Checklists: Gaps & Needs
08:48 – Dashboard Options for To-Dos
09:40 – Proposal Follow-Up (Planned)
10:12 – Staff Assignments & Reminders
10:41 – Discounts vs Freebies Philosophy
12:28 – Show Value of Free Add-Ons
13:30 – Wrap-Up & Expo Invites
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