Managing lead generation for your renewal clients

Renewal clients are existing customers who have already bought products or services from you that have a renewal date or contract end point. As well as ensuring that the renewal is secured, managing your contact with these clients involves identifying opportunities to add additional services to your current customers. As Lewis Howes points out, “It’s […]

Why applying empathy is key to your sales conversion?

‘You can‘t understand someone until you have walked a mile in their shoes.’ The person who first uttered this American saying is lost to history. The fact that it’s so well known is a good indication of the importance of empathy in living a meaningful life. It is also an important lesson to remember when approaching the […]

How can you tell what sort of lead generation will work for your business?

The first question is, what actually is lead generation?  It is simply the process of identifying and cultivating potential customers for a business’s products or services. The end goal of lead generation is to convert these potential customers, or leads, into paying customers. Lead generation can involve a variety of strategies including many aspects of […]

Playing The Long Game

Successful lead generation and nurturing takes time. We looked in a recent blog at the planning which is needed to build a sustainable strategy for growth. That growth is not something that can be achieved overnight, so it’s important to set realistic expectations and be patient. There are many different tactics you can use to […]

Don’t believe the hype. There is no fairy dust

Like most people I’ve been getting a lot of emails promising to work miracles in all areas of business. One recent one told me how the sender had “helped John go from £100k/mo to £200k/mo in 3 months and Joe close $485k in new deals while working part time”. The truth, of course, is that […]

Should you prioritise existing clients over new business?

There are many statistics and quotes around how much harder it is to generate new business than it is to retain existing clients and build additional work with them. Bill Quiseng encourages us to “work as hard to keep a customer as you do to find a new one.” Starting from scratch will always be […]