Growing your business
Make the most of what you’ve already got
In the early days at Accelerated Success we put a lot of time and effort into creating and chasing leads. And I mean a LOT of time and effort. We won business but not always the sort of business we really wanted – we were just glad of any work.
More importantly, we weren’t enjoying winning the business. It was torture! Traipsing round to conferences, seminars, presentations and business breakfasts. Creating and chasing leads. Most of which came to nothing.
A FLASH! of inspiration.
Well, to be honest, it was more a number of ponderously slow realisations. Whatever! We eventually understood that we needed to:
- Create and chase the right leads
- Be clear what to do with these leads to identify genuine prospects
- Be clear how to convert genuine prospects to paying clients
- Oh, and have a plan for how to build long term and productive relationships with client companies, enabling us to win further business year on year
The penny dropped! Your average leadership coach is only looking for, say, 10 to 15 coaching engagements in any one year, working in 1 or 2, maybe 3 companies. We then realised that we probably already had more than enough leads, and with the right kind of leaders, working in the right kind of companies. We just needed to be better at managing the business-to-business (B2B) relationships with existing and past clients.
The same goes for you. You probably already have a small network of existing and past clients. Start your marketing with them. Grow your network through them. All you need is the right know-how, a bit of process and some marketing currency.