Trusted Partners

Where are my leads coming from?

Lead generation!  It’s a topic that causes lots of business owners to have sleepless nights. The question of “where are my leads coming from to generate my sales?” is one I hear time and time again, particularly when they want to grow their business.  So, where do the leads come from?

To answer that question, we need to look back before we can look forward.  We need to review where the current leads come from before we can talk about how to generate new ones.  This activity is key and will give you the information you need for a targeted approach and maximum return on investment.  Let’s look at the action points we need to take: –

  • Download a list of the clients you have invoiced in the past 12 months.
  • Against each client record how their business found it’s way to you.  Was it from a referral, if so who?  Did it come from an advert, if so, which publication and when?  Was it from a networking meeting? If so which one?  Etc.
  • For each source, work out the total monetary value that each activity has brought.  You can clearly see what has been the most successful and what has not given a return on investment. 

You now have an overview of what works and what doesn’t work for your business. 

To grow your business, you need to do more of the activities that work, and less (or even ditch) the activities that don’t.

I know that this seems an incredibly simplistic approach, and it is, but it’s also incredibly powerful.  This not only helps you to grow your sales it will help grow your profits as you can stop spending money on activities that don’t work.

Julie Futcher, The Sales Ace –

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