10. Banish the phrase “cold calling” from your vocabulary. You’re hunting, you’re investigating, you’re connecting, and you’re helping buyers address critical issues. Adopt this mindset, be persistent, and with time, they will look forward to your calls – REALLY!

9. Open with a story. Take case studies, craft 30-45 second stories to open up conversations, and have a hip-pocket list of questions ready to ask after each story.

8. Understand, at a big-picture level, how your buyers make money and align your questions with your BUYER’s revenue generation model (NOT your solution model).

7. Feed your network first — then they’ll feed you. Be a go-giver.

6. Pick up the phone — enough with the email blasts — and make sure you’re reaching out to targeted prospects regularly with a call. (PS: Document all conversations and leverage that info to go deeper next time. “You mentioned challenges with blah-blah-blah last August. How’s that going?)

5. Map out your lead generation game plan (on paper or digitally). Measure efforts AND outcomes each week and fine-tune, as needed.

4. Have a reason to call and change it up. (Never say “Just checking in.” Spend just five minutes on their website before you call. Your opener’s likely right there!)

3. Schedule time EVERY WEEK to learn something new (even just 15 minutes scoping out industry blogs) and leverage that insight in your lead generation conversations.

2. Set a goal each week to have at least ONE NEW CONVERSATION with a NEW buyer — and hold yourself accountable to this goal.

1. Yoda said it best: “Do or do not. There is no try!”

 

Filed under: Business Development Strategies Tagged: businessdevelopment, lead generation