Because every business owner is unique, so should be their approach to generating outside leads.
How and where to best allocate time for generating outside leads is a broad topic. Every business owner has their own unique schedules, selling strengths and networks. Because every business owner is unique, so should be their approach to generating outside leads.
Perhaps you love telesales or reaching out to existing clients by phone. That makes you a bit of a freak–not really; but even if that were true, I’d say wave that flag high and hard. 🙂
Believe it or not, connecting with someone by phone for business can actually be a pleasant experience for both parties. It can in fact be the next best think to meeting in person, which is why I was always been a fan of calling people to refer one of my group partners. Certainly it affords you to get a more honest gauge of a person’s willingness to be part of a referral introduction.
Making a referral in person can be the ultimate opportunity to deepen your relationship with a little face time.
Making a referral in person can be the ultimate opportunity to deepen your relationship with a little face time. It can also be a great opportunity to get the best gauge of a persons willingness to part of a referral introduction. It’s a good excuse to do a little business development of your own, and an even better excuse to help your client or prospect.
An online campaign can be a super efficient and fast way to qualify and execute outside leads.
Online is one of my favorite approaches to developing outside leads, as it requires arguably less time of all the different methods. There are many ways to approach outside lead generation online, such as by personal emails, automated email campaigns, social networks, service listings, and probably something else I’ve not listed here. An online campaign can be a super efficient and fast way to qualify and execute outside leads.
Part of consistently producing outside leads involves intention…
Part of consistently producing outside leads involves intention, and nothing says intention like scheduling time for something as specific as generating outside leads. How much time depends on you and your network. If you find giving outside leads effortless, you may not need to schedule time; but if you’re like most, you’ll probably benefit from carving out 30 minutes to an hour per week to do things like think about who you can connect. That time can be used to make connections where opportunity already exists. The point is, as the saying among business professionals goes, if it’s not on the calendar, it’s not going to get done.
I’m a fan of batching activities, so if you have an opportunity to line up appointments, calls and any other outside lead generating activity within a condensed time span, do it! Batching will optimize your time.
Your existing network of clients and prospects may be ripe for giving outside lead introductions.
Finally there’s your unique network of people, clients and prospects. Your existing network of clients and prospects may be ripe for giving outside lead introductions. If not, my guess is that you may need to take a second look. It requires that you do a little research in the form of conversation and asking questions like, “What can I do to help you or your business this month.”
Need to grow your network? Of course you do. I recommend you devote some of your outside-lead-generating activity to new business development. Make some new friends–I dare you. If you don’t generate an outside lead for one of your partners, you have the perfect backup plan–generating a lead for yourself.