Time & Patience

I often get asked 'How many meetings, introductions, leads, orders, sales value of work, etc' can you forecast achieving in a month or year, etc. The honest answer is results are variable as there are a number of factors that can influence and affect the outcome of a new business campaign - as well as the ability of the person carrying out the work. 

The quickest appointment I've achieved is after only one hour on the 1st day of a new campaign for a creative agency. And the longest took about 18 months of nurturing to reach a high level decision maker within a very large national organisation for a service that typically had a longer sales timeline.

Most people will only want to meet you when they have a need coming up soon. Luck happens occasionally, but most of the time for a quality meeting you have to be patient and get the timing just right.

Factors that influence and affect results can include and in no particular order:

• Account size you are looking for
• Number of competitors and their location
• Your particular proposition or offer
• Type/s of target market
• Level of person that needs contacting
• Frequency of need/s for your target market/s
• ​Your creds/portfolio/examples and quality of work
• Your marketing collateral and creds available to work with e.g. website, case studies, presentations, etc.
• Economic and current business conditions of your target market
• Developing a pipeline from scratch or already in progress 
• Amount of time dedicated to new business & lead generation activities
• Amount of data
• Data list quality, accuracy and level of information supplied (see more about that on my Oct 17 blog)

• Target location/s
• Company size
• Your pricing 

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The above will help you to work out what is a realistic achievable result - assuming you have a skilled and competent person (like me) executing it. 

That's it for now. Have a great summer!
Ilse