We’ve all heard the old adage that to do business with someone you need to know, like and trust them. But I realised recently how true this actually is. We were recently looking for a new accountant and found that there was actually an accountancy company in the business park near us. We met with … Read more
On a Friday, we send you a weekly report that shows you where we are with your campaign. There are four tabs: Tab 1: Shows you all the appointments we’ve achieved for you so far and upcoming dates. Tab 2: Shows you your hot prospects, (prospects who we feel may turn into appointments), your watches … Read more
In the world of qualified lead generation, success and challenges often go hand in hand. Having operated in this space for decades, we’ve recently had a game-changing moment—one that reinforced the importance of quality over quantity. In this blog post, I’ll share the story of how one of our biggest clients left us (yes, really!) … Read more
LinkedIn is such a powerful tool. Not only is it very searchable and you can gather lists of ideal prospects but there is a lot of power when people connect back too. For instance, the first thing when people connect back, is that you have instant access to their contact details. People often put their … Read more
Do you onboard your new clients? Onboarding is something we’ve been working on and evolving over the years and we have a system now of about 20 things that happen behind the scenes to make a new client feel welcome and that they’ve made the right decision. Here’s just a few of the things we … Read more
One unexpected side effect of us doing your lead generation for you and getting you qualified appointments every month is that we also build your pipeline for you as well. By that, we mean that we start talking with prospects that are not quite ready to book a meeting yet but may well be in … Read more
Omg, omg, it’s been a couple of weeks since we started working with you. We’ve had our kick off meeting, started connecting with people on LinkedIn, followed up with them and made some calls. And now someone has said Yes!!! They’d like to speak with you!!! We’ve BANT qualified them – they have the authority, … Read more
The first stage of our process when a new client comes on board is a kick-off meeting. I think most lead gen companies do this – we often hear from our clients that they’ve spent a long time educating their lead gen company on their products and services only to have the campaign fail only … Read more
Now for the exciting part. We’ve built the database using LinkedIn, we’ve started warming them up with some messages, now we’ve going to give them a call and find out more about them. Because we’ve reached out to people on LinkedIn, we’ve immediately got a way in when we call them. Even if they can’t … Read more
Lead Gen has a bad reputation! There. I’ve said it. I’ve addressed the elephant in the room. And there’s really no way of getting away with this because pretty much every single new client we speak to says the same thing – they’ve been down the lead generation road before – and the results were … Read more
