What do you have in place to generate leads?

Many of us in service-led industries rely on leads in order to grow our business. It’s an area we talk about with our clients and we get them to really think about having a robust system in place to generate regular leads.

Regular is the keyword here. Firstly we get our clients to analyse the activity they are currently doing and delve into the reasons why. Here are a few examples that may help you…

It’s important to fully understand how you approach networking.

Are you selling yourself or your product?

Are you too sales-focused?

Is it treated more as a social experience?

Are you a natural at it?

Do you enjoy networking?

Honest answers help you to understand whether or not networking is working as well as it should for you, if it’s the best use of your time and money, and if it’s something that can be delegated or not. It may turn out networking isn’t the best way to generate leads for your particular type of business.

Are you advertising?

Is it a one size fits all approach or have you managed to ascertain mediums for specific customer types?

In what ways are you drawing them to your business?
This is an area we really delve into with our clients. For some, they realise they are doing lots for little return because they’re not present in the places their prospective customers are. For others, they’ve got it spot on but follow-up and keeping the relationship warm isn’t a consistent process, so we work on ways to get a system in place, and voila, leads that weren’t warm at the start, end up being clients of theirs down the line!

Are you utilising the technology available to you?
There’s a lot of fancy tech out there and they all promise to make your life simpler and generate lots of leads. This can be true, however, knowing what systems are suitable for your specific business can be daunting and costly mistakes can be made. It may be that you don’t really need the fancy applications or CRM systems and simpler versions would work for you just as well.

We love investigating systems and processes with our clients to help them improve lead generation, it’s something we have to work on for our own business too, how else would we get so many fantastic clients!

Fancy trying out our coaching style? Apply for a complimentary (non-salesly) coaching session here