Lead generation
How I work
Generating leads is an important part of new business development,
My approach is focused on quality rather than volume - securing appointments and introductions with the right person, at the right time, within the right companies that have both a need and a budget.
I take a human approach, building relationships through meaningful, well-timed conversations that can develop into genuine opportunities and future business.
Different prospects prefer different communication methods, so I test and adapt across multiple channels to find out what works best. Whether it’s phone, email, LinkedIn, direct mail or another approach, I focus on using the right methods for the prospect rather than relying on a standard, one-channel approach.
Most people are only really ready to talk when they have an imminent need, which is why consistent and well-timed communication is so important. That way, when the right time comes, you’re already top of mind.
Relationship building activities
Engage and nurture conversations with key decision makers and influencers through a mix of calls, emails, LinkedIn, direct mail and networking
Lead pipeline development
Build and maintain a healthy pipeline of well-matched prospects and identify new opportunities
Securing meetings & appointments
Arrange qualified appointments and introductions, whether online, in-person or by phone
CRM & data management
Record all prospect activity and interactions within your CRM or if preferred a spreadsheet
Reporting & insights
Keep you informed with regular updates on activity, progress and opportunities
Which channels work best?
I adapt to a prospect's preferred channel of communication. No method is ruled out and it may be one or a combination of channels that work best.
While digital channels play an important role in outreach, they don't replace the effectiveness and efficiency of a real phone conversation. A short call can provide more insight, human connection and progress than days, weeks or even months of email exchanges. Unless you're able to meet someone in person or via video, there isn't really another substitute for a genuine conversation.
There's no silver bullet when it comes to outreach, so I don't overlook one method in favour of another as relying too heavily on one channel can reduce your chances of engagement. Working out which channels are right for each prospect gives you the best opportunity to engage with them.