There are problems with traditional lead generation. Let’s look at a few of the common ones:
• Over reliance on word of mouth and referrals
Many businesses get their business through referrals and it’s a great marketing method when you do. The referrals are good prospects, looking for exactly what you do. There’s just one problem – referrals don’t happen every day and it’s hard to predict when the next one will come through the door.
• Feast and famine roller coaster
You know the one – when you’re quiet, you do some marketing and the business comes in the door. You then get busy, don’t have time to do any marketing, so no business. So because you’re quiet, you have to do marketing again. Pretty soon, you’re on that roller coaster which is so hard to get off – unless you know how.
• Clients are better prepped than they once were
Thanks to the internet, clients know what solutions they’re looking for before they even start talking to you. They know what’s what, who the major players are and are educated as to what they want. That makes them harder to please and harder to convince – not great for lead generation.
• Longer sales cycles determined on what you did 90 days before
How much marketing have you done in the last 90 days? If your answer is ‘not much’ then your roller coaster may be just about to hit. Potential clients can be choosier now and may well pit you against the competition, as they’re more savvy and know what they’re looking for. You need to be on your game to get new clients, which means doing your marketing consistently.
Doesn’t bode well for getting appointments does it?
If you’re interested, let’s set up some time to talk. Simply call us on 01386 298 042 or click here to book a convenient time in our diary: