Networking and referrals aren’t bringing in the leads, now what?
Business development for expertise businesses has changed forever.
Where we used to network and meet people locally to drive business, we now know that we need to attract the bulk of our work through on-line lead generation.
If this switch has meant that you’re seeing business development efforts that:
- struggle to get enough the leads,
- the leads that do come in aren’t the high-value, high-impact clients that you want to land,
- when you do connect to an ideal lead you struggle to get their time and attention, or worst yet, they ghost you.
And yet, you know of some firms that are thriving and even growing, despite this hostile sales environment. How do they do it?
The firms that are growing have found a way to use online gathering places to generate the bulk of their leads. They are:
finding more ideal prospects that lead to more profitable projects.
getting on the decision makers calendars more easily.
even having prospect reach out to them!
To grow your firm you need to know how to reach your ideal clients in the places where they are already spending time. By showing up in their worlds you can be top-of-mind, become “known” as an expert in your field, and find and target ideal clients through outreach.
Creative firm owners need to be far more specific about who they are looking for and what value they offer in order to hit the sweet spot of those ideal clients.
Create a focused description of their ideal client, making it easier to find the right prospects.
Determined the killer difference they make for those ideal clients, a bold claim that attracts prospects who want help!
Create razor sharp distinctions that set you apart from your competition, so they weren’t in so many competitive bids!
Develop a clear positioning statement
Create LinkedIn profile that your ideal client will respond to
Find more ideal clients using LinkedIn’s Sales Navigator tools
Engage with Ideal prospects in a way that gets them on the phone.
Develop a sustainable routine to generate new leads every week.