Your sales season lead generation checklist: 11 ways to fill your sales pipeline
Ok so sales season is upon us – the time of the year where the planets align with buyer intent and we see a whole lot of money flowing!
And if you’re planning to sell during this season, you want to make sure your sales pipeline is filled (or topped up) with leads as hot as Pedro Pascal.
So how can you make sure you’re not only attracting leads, but also attracting the right leads – aka those dream humans who also buy from you?
Well, that’s exactly why I recorded this episode of the How I Do Content Podcast. I put up a question box on my Instagram stories, and one of the amazing wizards in my community asked about lead generation – and here we are!
And a big reason I wanted to share this is that there are so many different lead generation strategies out there, but for most people, they’re slogging away on Instagram, and their sales pipeline looks dry as fuck.
And because I know you want to make more sales (like every other business owner in the universe), a dry sales pipeline isn’t gonna help.
So here’s your lead generation checklist – 11 ways to generate more leads ahead of sales season.
#1 Create a high-value lead magnet that solves one micro problem
Gone are the days where you stuff a PDF full of information which people sign up for but never open.
Your lead magnet needs to be simple, practical and solve a problem your ideal client has right now.
So to get clear on the topic for your lead magnet – think about:
- The biggest challenges your ideal client has right now – one that they’re actively searching for a solution for)
- What they most want right now – something that is a top priority
- The questions you get asked on repeat – what are they seeking your help about?
- What could you share that will also highlight your zone of genius, your methodology, your proven process
Remember to keep it simple, specific and something genuinely helpful.
#2 Run a masterclass, workshop, challenge or mini-mind
This can be free or paid.
Live or pre-recorded.
A couple of things to remember when choosing:
- More people will sign up if it’s free, but they won’t necessarily show up live (that’s why you need reminders and incentives)
- Less people will sign up if it’s paid, but those people are also warmer leads because they’ve got skin in the game
The purpose of this is to obviously generate leads but also to showcase your knowledge and brilliance around a specific topic and give your people an opportunity to see you in action. This is a great way to build trust and warm leads for your paid offers.
#3 Offer a low-stakes entry point (discovery call or audit)
A free 15–30 minute call or a quick personalised audit is a high-perceived-value lead gen tool that also puts you in a live conversation with a potential client. People say yes to free help, and you get to demonstrate expertise before ever pitching.
I’d recommend picking a specific topic for the calls and the audits that solve a problem your ideal client has. It’s kinda like a mix of the lead magnet and the masterclass or challenge route, but it’s 1:1.
And again it’s a great way for you to get an indication of who your warm leads are, and they can convert at a high rate when you’re talking to the right people.
#4 Ask for referrals from your current network
Some of my BEST leads have come from the people I know.
So you might have biz besties who you can ask if they know anyone looking for someone who does what you do.
Or you can run a “refer a friend” campaign through your email list or community – something simple like “know someone who’d love this? Forward it on.”
It might also be the perfect time to create an affiliate program for your current programs or services where current and past clients share your offers with their community and they receive a payment or a bonus if anyone signs up as a result of that promo.
Again warm referrals from trusted contacts convert well.
#5 Build a waitlist
If you are launching in the next couple of months and don’t already have one – build a waitlist of your warmest leads.
Now I want to preface this by saying – in 2026, no one really signs up for a waitlist to be the first to know when doors open, UNLESS there is a reason like a limited number.
So get clear on the incentive for people to sign up for your waitlist and make that clear to them.
And bonus points if you have an email nurture sequence attached to this waitlist which helps you build anticipation further, so buy the time you’re ready to sell, those on the waitlist are ready to buy!
# 6 Pitch to be a guest on podcasts your ideal client listens to
Find shows your ideal client is already listening to and pitch yourself as a guest.
One episode puts you in front of a warm, engaged audience who already trusts the host – and it lives forever as evergreen content.
And make this a regular thing you do as part of your marketing calendar.
Bonus 10 points to Griffyndor: always have somewhere to direct listeners (lead magnet, freebie, waitlist).
#7 Run a paid ad to your freebie
Once you have your lead magnet up and running, put a small ad spend behind it ($5-$10 a day).
If your lead magnet is good (as in it’s simple, practical and solves a specific problem your ideal client has) you can get a really low cost per lead. You get a much better ROI than cold traffic to an offer page.
This means you’re building your email list (which you own), you’re nurturing them with your email nurture sequence and weekly emails, and as a result they become warm leads who buy from you.
The ultimate example of filling your sales pipeline.
#8 Reach out directly to past enquiries + warm leads
I know, I know, this is the one everyone hates on – but it is effective when it’s done well.
Dig into your CRM or your DMs, emails, and discovery call notes, and find anyone who enquired but didn’t buy. They are a warm lead and worthwhile checking in with. A simple email or DM with “I was thinking about you – are you still working on X?” works effectively.
Bonus 10 points to Griffyndor: Record a 2-minute personalised video (using something like Loom) and send it via email or DM. It’s wildly underused and converts much better than a plain text message – especially for re-engaging people who’ve been in your orbit but haven’t taken a next step.
#9 Build a “content upgrade” into your best-performing content
Open up your Google Analytics and find the blog post, podcast episode, or social post that already gets the most traffic or engagement and add a specific downloadable to it – it could be a bonus mini-training or the full checklist.
It’s a way to use your data to tell you the content that resonates most with your audience and then, most importantly, convert them into leads by adding them to your email list.
It’s another double banger.
#10 Create a content series campaign
Rather than posting randomly, run a dedicated content series on Instagram. Everyone is obsessed with yapping right now, so get yapping.
Do something like a “5 days of [topic]” or a weekly recurring segment – but for the love of dogs BE CREATIVE.
These content series build habit and return viewership, which means people actively come back to watch them.
Be intentional with the topic you choose because ultimately, remember this is about generating leads, so how are you getting people to watch and then take the next step?
#11 Optimise your short-form video for top of funnel
Content will always be a fantastic way to generate leads, however your average AI slop ain’t going to cut it here.
When you’re posting content on algorithmic platforms such as Instagram, TikTok, YouTube Shorts, even Meta Ads, you need to think about how to grab someone’s attention in a short amount of time. Because that’s all you have.
And one of the best ways to do this is crafting really good hooks.
Not basic witch shit that your ideal client is going to scroll straight past, but something that stands out and interrupts their scroll.
The good thing about video is you get multiple hooks:
- The text on screen
- The first line of your caption
- The first words out of your mouth
- And the first visual movement
But remember, if you want them to go from watching your video to becoming fully fledged leads, you need to give them a clear next step into your world.
So there you have it, 11 different lead generation strategies to try ahead of sales season. I’d love to know which you’re going to try for yourself – send me a DM over on Instagram @thesocialbolt.
3 important things to help with your lead generation strategy
- Make sure you have a way to collate and track your leads. A spreadsheet, a CRM, your notes app. Who has downloaded your lead magnet? Who has clicked through to your sales page? Who is constantly engaging with your content? Who has enquired previously? Somewhere where you can see how your sales pipeline is looking. Dry AF or flowing nicely?
- If you are launching or selling in the next couple of months, give yourself enough time for your lead generation. Don’t wait until a week out and then be surprised when no one buys your offer because there’s no one in your sales pipeline ready to buy. You should be intentionally generating leads all year round, but also specifically ahead of your launches. So hopefully today is a gentle little nudge to remind you to focus on your lead gen stat!
- And if you want a seasoned launch wizard to help you position your offer as the obvious choice, spark demand from your dream clients, and sell like magic this sales season – you need The Messaging Fasttrack. Together we’ll get your messaging in shape fast, so you’re not scrambling mid-launch or second-guessing what to say when it’s time to sell. So sign up for The Messaging Fasttrack today and get ready to slay this sales season.
Want More?
Instagram: @thesocialbolt
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