Phil Risher says most businesses waste money on more leads when they haven't fixed their basics. Check your last 20 leads: how many did you actually contact, how many made it into your CRM (usually just 60-70%), and where did they come from. If you can't answer those three questions, buying more leads won't help.
This one's going to sting a little bit, man, but before you come and ask for more leads, go into your CRM and figure out what happened to the last 20. How many times did you reach out to them? Did all the leads that came into your business actually make it into your CRM? What we found is that about 60%, 70% of the leads make it in. The other 20%, 30% magically vanish, especially around $2 to $3 million. Then do you know the lead source of all these leads? Did they come from Meta? Did they come from Yelp? Did they come from Google? Did they come from referrals? Those 3 things, if you can answer those 3 things, then you're ready for more leads. If you can't answer those 3 things, more leads is not going to help you grow your business. Before you ask for more leads, look at what your lead nurture process looks like and what your intake process looks like. If you fix that, then you can dump more leads into a process that actually works.
