A guide to finding the right leads instead of chasing everyone. Focus on quality over quantity, understand what your ideal customer actually wants, and build strategies to attract them instead of wasting time on bad fits.
You ideal lead. There is a consistent funnel of ideal leads that are defined, nurtured and managed. What is an ideal lead? Guess what? Everyone is not your customer. Are you chasing all leads or are you chasing the ideal lead for your company? Think about quality over quantity. Understand who your ideal leads are and develop a strategy to attract them. This will improve the efficiency and productivity of your sales team. Lori in my company always says, you know, are you marketing with a magnet or a sledgehammer? Really simple, you know, to really think about. Are you really marketing to attract the leads you want? Are you consistently pushing and using your sledgehammer to attract leads? Think about it. An ideal lead sees value by using your product or services. They're aligned with who you are as an organization. Ideal leads are an issue again of quality over quantity. For some organizations, this may require a whole new perspective on leads. If the effectiveness of your lead generation process is based on the number of leads your team generates, then it is likely that there is a lot bigger wasted chasing leads that are not ideal. Get more from less. Look for the right person with the right offer at the right time. Understanding who your ideal lead is and building a strategy to attract them will help improve the efficiency and productivity of your sales team. You can feed them fewer high quality leads and they'll do what they're best at, converting leads to sales. When you think about your ideal lead, think. Think about who they are as a person, their demographics, their job level. But think about a day in their lives. Really think about the person behind the lead. What are their pain points? What are their motivations, goals? What's keeping them up at night? Where do they look for when they're looking for information? This next activity is based on identifying your top three leads, one of them being a customer and going through the process and really discovering who they are as a person and what motivates them to make decisions.
