It’s More Than Lead Generation

‘If I could just get more leads….” says almost every small business owner ever…

But let’s ask the real question, if you want more leads, what are you doing to get them?

Almost every person we talk to thinks they have a lead flow problem, but in reality, it’s often an action problem… harsh truth, I’m sorry. 

This is often the result of putting energy into things that don’t have a direct translation into leads… if you’re out there working on your website thinking that will get you more leads… it likely won’t - harsh truth number 2. 

So let’s peel back some layers here together, shall we? 

Leads will come, but you have to work for them, ESPECIALLY when you’re starting out. One of the most common trends we see is that people have expectations of lead flow from a 10+ year-old company that has learned all the lessons and paid down the debts - with both time and money - to understand their unique channels, challenges, and avatars. If I’ve learned one thing since starting my business, it’s that lead generation is a constantly evolving process. 

Let me ask which you’d prefer - 5 leads that are GREAT fits or 100 leads that are POOR fits… I hope you said the 5, but in reality, we need both… There’s a lot of information in the 100 that were poor fits, but we’d need to ask the question: “How’d we end up with that many poor fits?”

Followed by: “What can we do to improve the quality?” - just like training a client, we have to consider the variables we can manipulate - and there are many!

The next step is assessing the temperature of your leads - an important concept - not every lead is ready/willing to buy. Some need nurturing, they need connection, they need to learn who you are, and figure out if they can trust you. You likely didn’t or won’t (I hope) ask your significant other to marry you on the first date. Why would you do so with a lead? Build the relationship until they are ready to say yes, and in this case, give them multiple opportunities along the way. 

Lastly, understand your acquisition channels. Knowing how to leverage different aspects of lead flow is key.

Are they organic (followers, word of mouth, workshops, etc.) or inorganic (paid ads - Facebook, Google, mailers)?

Are they online (Facebook, Google) or offline (in-person: workshops, drop-ins, injury screens, networking events)?

All these variables come into play when you’re looking to grow. Now I wish I could give you a standard cookie-cutter answer on how you can grow your business, but if you know anything about our company, that’s just not how we roll. We’d need to understand what you’re doing, why you’re doing it, and most importantly, if it aligns with how you’d want to build YOUR business because, ultimately, you’re the one who will operate it for the foreseeable future. 

Sound like something you’re interested in discussing?