Getting it Right - The Big Trick to Lead Generation

Scale is certainly relative. In my business I currently have 2 steady customers. My goal for the next 6 months is to double that to 4. It doesn't sound like much, but what I do is specific to a certain industry, and I shoot for having only about 16 hours of billable work per week. (I work from home, while taking care of my kids, so this is the level of work that I want right now, and scale up as they grow).

I hate to use the term "working smarter and not harder" simply because some want to interpret it as meaning "easy." In many instances, working smarter is harder--it just happens to be much more productive.

The prospect doesn't have to be willing to work with you, nor you with the prospect. But why would you or the prospect want to interact in a purchase/sale with someone you or they refuse to work with? Your job should be enjoyable. You should be having fun. One of the great benefits of learning to significantly increase your production is that it gives you the freedom to walk away from a prospect that you just can't work with.

Many salespeople feel they have no choice but to work with anyone who has a pulse because they desperately need the sale. So they take abuse, they have prospects and clients they absolutely hate to call, and they dread their work. It doesn't have to be that way.

When I take on a new coaching client, we go through an hour evaluation--I evaluate them and they evaluate me. We do this not only to make sure that I can truly be of service, but so that we can each determine if the other is someone we can work with. I don't want to be stuck in a month, or quarter, or, God forbid, a year long coaching contract with someone I can't work with. Same thing when I accept a consulting contract. I have to know that I can actually meet their needs and that this company's personnel are people I can really work closely with. Life is too short--for both them and myself.

Originally Posted by pmccord I hate to use the term "working smarter and not harder" simply because some want to interpret it as meaning "easy." In many instances, working smarter is harder--it just happens to be much more productive.

I'll remember that next time.

Originally Posted by pmccord The prospect doesn't have to be willing to work with you, nor you with the prospect. But why would you or the prospect want to interact in a purchase/sale with someone you or they refuse to work with? Your job should be enjoyable. You should be having fun. One of the great benefits of learning to significantly increase your production is that it gives you the freedom to walk away from a prospect that you just can't work with. Many salespeople feel they have no choice but to work with anyone who has a pulse because they desperately need the sale. So they take abuse, they have prospects and clients they absolutely hate to call, and they dread their work. It doesn't have to be that way.

This is music to my ears.

Originally Posted by pmccord I have to know that I can actually meet their needs and that this company's personnel are people I can really work closely with. Life is too short--for both them and myself.

This is what you meant by "you have to be able to work with them"?

Originally Posted by Thomas This is what you meant by "you have to be able to work with them"?

Yes. I have to be able to effectively deal with them and they with me. If they have unrealistic expectations and I can't get them to a rational position, or if our personalities clash, or they refuse to take the coaching seriously, or some other aspect that just won't make the relationship work, it just isn't worth it to me or to them.

That's not to say that I don't have challenging coaching and consulting clients--I do. But they are people that I can work with and we can come to mutual agreements and resolve issues. Life isn't all roses, of course, but I won't go into a relationship if I can spot big trouble at the outset. Doesn't do me or the other party any good--particularly since my selling relationships tend to be long-term.

Originally Posted by pmccord Yes. I have to be able to effectively deal with them and they with me. If they have unrealistic expectations and I can't get them to a rational position, or if our personalities clash, or they refuse to take the coaching seriously, or some other aspect that just won't make the relationship work, it just isn't worth it to me or to them. That's not to say that I don't have challenging coaching and consulting clients--I do. But they are people that I can work with and we can come to mutual agreements and resolve issues. Life isn't all roses, of course, but I won't go into a relationship if I can spot big trouble at the outset. Doesn't do me or the other party any good--particularly since my selling relationships tend to be long-term.

This is a pearl of wisdom to me. Thank you.