Well we did it, didn’t we? It’s officially British summertime, the clocks have changed, the days are longer and the sun is shining. We made it through the seemingly endless days and weeks of a particularly long grey winter. Sadly, it’s a winter we’ll be talking about for generations to come. For now though, the sun’s coming out and we’ve some seriously exciting times to look forward to.
It’s not just the sunshine in the sky we’re anticipating either. As businesses start to regroup, and green shoots once again appear, so too will the economy begin to shine bright rays of hope on our new tomorrows. The companies that stopped buying from us will soon get ready to start spending on the goods and services they need to function normally again. At Blue Donkey, we’ve got a sneaky suspicion that those who are quick off the mark, with all things lead generation, will not only benefit from the best sales leads, and the fastest bounce back, they’ll also steal precious market share from sluggish competitors.
Normal was a long time ago now. We should never take clients for granted, but if you ever did rely on the loyalty of your regulars, now’s the time to think carefully about that strategy. It’s all up for grabs now. Over the past year, buyers have changed their habits. In some cases, their business will have bent so far outside its original shape that how and why they do things will change. We need to be better and bolder than ever before, about deserving the confidence buyers place in our business and people. In fact, we need to be prepared to do the whole pitch over again if we’re to make sure they place their trust in the new us and the new normal. In effect, we have to treat old clients like new sales leads and endeavour to educate and impress them all over again. Only by asking questions afresh, and redoubling efforts can we return to the confidence we once had, in their propensity to trust, spend, or commit to us.
Go hard or go home
If over the last year your work has suffered from a lack of structure, consistency, or momentum, particularly as far as generating sales leads is concerned, then you’re definitely not alone. Catching people by phone is so much harder when they’re not office based. Additionally, the general lack of certainty out there has meant many investment decisions were placed on hold or cancelled altogether. However, with the fantastic progress of the national vaccine rollout, not to mention the sunny weather, the mood is changing at a superfast pace. It’s time to dust off the headset, paint on your best smile, and start dialling. Profile and clean data as you go, checking decision maker’s names, titles and emails. Use every single dial as an opportunity to add some new item of fresh data to your records. Be systematically driven, manage metrics and build a pipeline. The more calls and contacts you manage now, the more your sales leads will flourish into something vibrant, and exciting, next week, next month, and next year.
Celebrate the good things
Work is much more fun than fun when you’ve not been allowed out for a whole year. To get the most from the steady return to normal life, you should invest some time in revisiting the things about your business that make you stand out from the noisy crowd. Know what defines you from the competition. Understand the competitive forces in your market, and make sure you and your sales team are adept at presenting a beautifully compelling argument in favour of your business. This will help you achieve greatness on two levels, firstly enthusiasm is an infectious contagion that will make everyone you speak to feel better about the business you work for. Secondly, having deeply felt passion for our work leads to high levels of satisfaction and meaning to our work. Yes, the number of sales leads you and your team generate will benefit, but more than that, the sunshine factor will flow through your business and enable growth to flourish.