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In this video, I’m going to highlight an important tip in the most important part of your business development process. It’s how you’re generating new leads. We see this as a big issue with almost all business developers. They might have their craft perfected about what they talk about to the new clients, or how they orchestrate the process afterwards. And there are always new things they can get better at, for sure. But, most people do not have a great system for how they’re meeting new, perfect, targeted prospects.
Here’s the problem. If you don’t have this figured out, you can have every single other thing perfect, but how do you ask great questions? It’s a great thing to know, but if there’s nobody to ask those great questions to, you’ve got a problem.
The other problem, when we look at the sub-component of lead generation, which we usually see is that people tend to do in this year what they did last year. And you just sort of keep doing the same thing over and over.
The insight I want to give you is pay attention to this and really dig in with your team and figure out what’s working, what’s not, and what do you need to change. If you isolate the beginning of the process and get that right, everything else rolls downhill.
Here’s just a couple examples:
Maybe you’re going to events and you’re leaving with maybe one person that exchanges e-mails with you or phone calls afterwards. But maybe there were a dozen that you wanted, but it didn’t happen. Figure out why.
Maybe you’re getting some referrals from partners, but maybe they’re not the right ones or they’re not the number that you want. Figure out why.
Maybe you’re writing in periodicals or speaking at conferences or doing some kind of broad, scalable event to get in front of people, but it’s crickets. Nobody’s communicating with you afterwards. Figure out why.
If you want great, granular details on how every one of those three methods, and six more that are really the best I’ve ever seen, then just grab a copy of The Snowball System. In chapter six, we cover lead generation in ridiculous detail, covering these nine most powerful lead generation methods that I’ve ever seen. They are authentic, proactive, and valuable for prospects. And we cover every single step you need to do, to do those really well.
Even if you don’t get the book, sit down with your team and isolate lead generation and figure out how you can do it better and with more efficiency. Because if you get more leads in than you can handle, everything else rolls downhill.
As with all of our videos, we hope this one helps you help your clients succeed.