You call that a lead? This is a lead!
Most of us want to grow our firms and if not we want to attract higher margin clients that value our work and ideally are enjoyable to work with.
We like to meet with prospects and discuss how we can help them solve the issues that keep them awake at night. We’re experts in our field and feel comfortable discussing the topic with anyone.
However, few of us have the time or frankly the motivation to go to another networking event or worse, call our existing networks and clients asking for referrals.
Many Partners I speak with have indicated the quality and quantity of referrals have reduced. They have also mentioned their frustration at getting their message out in a noisy digital environment. And hence, many are sitting on their hands.
I’m fortunate enough to have coffee* with 3 or more potential new clients most weeks. Typically these meetings are with people who are in my target audience, have read 5-10 blog articles written by the experts in my firm, know what we do and have a strong desire for our services and no they haven’t been referred by someone else.
That’s what I call a quality lead. How does that compare with the new business activities you’re undertaking?
Don’t worry; most of your competitors are in the same boat, for now.
Do all of these coffees* convert into sales immediately? No, some do, some might in 3-6-12 months and yes some never will.
But I know that every time I discuss marketing and digital lead generation with a Partner or Marketer from a professional services firm I’m offering a better way of growing their business, one coffee* at a time.
I’m off to have another coffee* if you’d like one shoot me an email.
*By coffee I mean quality, typically 60+ minute meetings discussing the real challenges and opportunities firms are experiencing in positioning and marketing. It’s never a simple chat or talk fest!