Last month while coaching a client, the topic he brought to the coaching session was that he was not receiving enough leads.
So in this business coaching session with him, I brought forth a tool called exploring perspectives. Here, we explore the challenge from various perspectives and arrive at a different, resonant perspective that serves the client, and helps them move out of state of stuck-ness, or state of disempowerment. To know more about our coaching for business success program read here – 6 Month Coaching Program.
– During the session
We explored what sources of leads were being used. And discovered that like many of us, he and his team were focusing on generating ‘new’ leads. Often we get so into the flow of new leads that we forget that we have existing clients. Clients who can buy again and also referral partners who have already given us business.
– Insights derived
The session opened up huge insights to my client. Firstly, he realized that he had a lot of very satisfied customers who loved him. Secondly, he was not engaging them enough and was not selling them other products. Thirdly, and most important of all, his team had not updated the past clients on some huge shifts in the business model over the past few years. When business is good, and leads flow easily, we forget to engage past clients.
– The outcome of the session
Based on the insights derived, he made a list of potential clients who:
- repeatedly gave business
- gave business once or twice, and
- never bought, but who they had submitted tenders and offers to.
These buckets helped him develop an engagement plan.
He also made a list of those potential partners and collaborators who:
- were repeatedly giving business,
- gave referrals once or twice, and
- knew him, but he had no “time” to develop a deeper relationship with.
This helped him develop a plan for engaging these referral partners.
As a result, in just one session, he uncovered enough value in his pipeline that could keep the team busy for the rest of the year at 100% capacity.
Are you struggling with getting leads through the door? Converting these into business? You definitely need to search for those hidden gems and diamonds existing already in your fields.
Share your thoughts on this. And also share what came up for you when you did this activity? Has this helped you to strengthen your pipeline? Write to us at firstname.lastname@example.org.