Most businesses generate almost no leads and rely entirely on referrals. The speaker recommends a simple first goal: one good lead per day. This single metric fixes the top of your funnel and makes everything else easier.
Whenever I speak to a client for the first time and I'm trying to understand what their business looks like, what their sales process looks like, the first question I always ask is, how many leads have you generated today or this week? Now, this often gets a mixture of responses. People are shocked at the idea of even generating more than one lead per day because they've never really done this before. Some people go months without generating any leads in their business. They just solely operate through referrals. This is a key problem to address. Lead generation is the start, the top of the funnel. And if we solve that, it makes everything else easier in the process. The best first goal to go for here is 1 lead per day. If you consistently generate 1 good lead, you're off to the races. You've got a really good foundation to grow and scale from there.
