What is the most cost-effective/efficient way to generate more leads for a consulting practice?
I run a consulting practice in the UK we are successful through networking and recommendations. I now want to go to the next level and generate around 50 quality leads per week. What is the best way to achieve this goal?
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Focus on conversion and follow up for your current leads. Focus on providing value to your clients so much so that when they run across someone that would be a good prospect for you they do all the hard work and do so not for some incentive to refer but because they know they are helping their referral. Create easy ways for them to refer you, suggest posts for them, send them ideas on templates to send to their lists, etc, but always be thinking of why they would refer in the first place. The more unique you can make working with you the higher the chances they will want to tell someone about it.
Things like Text to lists for your wife would be advisable as well, where when she is speaking someone can text Dr Lewis to a short code number and then they can be signed up for a free book or such.
what is your target market for the proposed 50 leads per week ? still in the Uk..?
what are the key case areas for the energy usage, then I am of the hope we could devise a clear plan going forward for the leads ..
however option could be through case base approach per the services area..!!!! we could talk more...
Talk to your current customers for references, have a nice website, research companies on the Internet, while writing or calling them for your services and what value added services you could offer. Ask yourself a question, why should they use your services and you would get your own answer. Work and performance with success is the key in conjunction with the extensive experience and knowledge. Pradeep Berry
Hello Dr. Terrance,
For a consulting practice like yours, key to me is to take likely customer from the state of "I do not know that I do not know" to " I know that I do not know"
This simply means looking at horizontal deployment of solutions already implemented, reaching upstream and downstream stake holders of the existing clients, it also means networking with educational /research institutes for joint projects.
I am sure this will give long term sustained results.
Hope that helps
Founder and Principal Consultant - ACE SCM Solutions
I use PR. I get my clients results published in stories where were are seen as facilitating their goals. Others read the story and want to hire us.
Mosaic Community, A BIG THANK YOU TO YOU ALL for such a tremendous positive response. You have all helped me in various ways occasionally we all get lost in the forrest and cannot "see the wood from the trees"
This morning I wrote testimonials for a number businesses with whom I have reciprocal agreements the will in turn support me. Outlined a package of recent case studies for upload to web site, blogs and social media. Committed to visit and join Chamber of commerce, Upgrade public speaking skills and develop some short 2 minute and 5 minute intros. (fortunately my wife is an accomplished performers /speaker ) This will generate enough income to invest in out-soursing web development and social media. Time Frame Vertical take off by October High Altitude in the Jet stream by Christmas. Once again a big thank you. !
The most cost-effective/efficient way to generate more leads is in first place the written testimonies of your previous clients in several dimensions like question/answer time interval, necessary time to implement your answers/business requirements based on the complexity of your proposed solution project/analysis and the percentage of improvement on the implementation demanded by your answer as well as the research of new leads based on the market analysis, identified needs and on your portfolio of achievements which are able to answer the same identified needs.
It's too early Terence. Also, let's be realistic. It's never been about the quantity of leads but the quality of the leads generated because you may end up chasing your tail. Furthermore, it may not be ideal to be attempting to find new clients when it is always easier to acquire more business from the clients you currently have.
You need to start by completely defining who your target audience is: type of business, who within the business is (are) the influencer(s) and decision-maker(s). What service(s) you want to grow within your consulting business. Where and how do your target audience get their information. Is it through trade publication articles, advertisements, trade associations, etc.?
Once you've a complete understanding of the marketplace, competition and target audience, have you created the content that will help demonstrate your knowledge of that target audience's pain points.
Before you're going to start generating leads you to build awareness for your services.
Terence, great question. One idea to consider is to focus on quality of leads as much as quantity, even if sales is a numbers game.
One idea is to go against what our parents taught us and actually go looking for trouble or more specifically, other people's troubles, or problems.
Find them in the news, from networking, whatever and then reach out to those people or groups whom you believe you might be able to help, might be able to provide value and call them to see if you can talk, that you feel you could assist them and want to learn more details so you can offer them a custom solution, i.e. repair.