Sorry But, I Have No Leads To Share

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Say what!? Last time I checked this was a leads group and you and everyone else in this room agreed that we would share leads. Weekly. “I don’t have any leads” just don’t work. We don’t do “empty hands” here 🙂 Sure, there are occasions when everyone will have a day when he or she comes up short, however, this should be the very rare exception to the rule and not the norm. Fact is, there are great leads everywhere and all you need to do is to open your eyes and your ears and carry a voice recorder (your phone probably has one) or a notepad. Being open to gathering great leads for others is merely a state of mind.

In my play book, there are three basic kinds of leads and all of them are valuable:

  • General Business Intelligence – Something new is going on. Companies are relocating. New companies are opening up. Companies are expanding. Dirt is being turned. Even knowing that companies that are closing can be of value to many. The key to these leads is that they are ideally being shared prior to them becoming public knowledge. But, even when public, never ass/u/me that everybody is already aware of it.
  • Directed Lead – “I know that company “X” can benefit from your services”
  • Referral – “Please let me help you with an introduction to company “X” who I know can benefit from your services.”

Of the three, the latter two would seem to be obviously the most valuable. But are they really? A general business intelligence lead can be a tremendous opportunity for multiple members. If a company is opening for business they will need furnishings, phones, office equipment, a sign, the list goes on and on. That being said, the ideal lead of this nature will include:

  • A good description of what is going on
  • A contact name and title
  • Phone numbers and/or email addresses

Armed with this information, we have turned a cold call into a very warm call. Any good salesperson kills for that opportunity!

It is not uncommon for new members to ask me where can they find leads for specific members? While this question is certainly to be applauded, I advise them that specific leads for specific members will come as they get to know the other members and their services better. In the mean time, never “not bring a lead” because you cannot figure out who will benefit from it. Let the members figure that out for themselves. I have been totally shocked on many occasions when a lead is shared and a member exclaims “That is just a great lead for me!”. “What! You would be interested in that?”. The fact is, each member knows his or her business far better than I ever will.

And always remember this … the more leads you give the more you will receive in return. That is a cold hard fact that you are welcome to take to the bank! Furthermore, sharing leads is a valuable method for building relationships with your other members. Meet about the lead. Discuss it. Find common interests and connections. Take your networking efforts to the next level!

Thanks for visiting!


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Author: Craig M. Jamieson

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional including Boise's best B2B leads groups, NetWorks! Boise Valley. We are a Nimble SCRM and a HootSuite Solution Partner and a Value Added Associate for TTI Performance Systems. Craig also conducts training and workshops primarily in social selling.