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5 Steps To Find Leads For Your Business

5 Steps To Find Leads For Your Business

Every book on sales management will teach you what is called the ‘sales funnel’. This is basically the list of stages a prospect is made to go through before they trust your business and show interest in your product or service. A typical sales funnel would broadly involve Lead generation → Introducing your business to the prospect → Make your prospect interested in your product → Convert the prospect into a customer. Of course, this is pretty simplified, but you should get the drift.

The problem a number of marketing managers grapple with is not the sales cycle – which is handled by the sales team – but in getting started on lead generation. How does one go about finding new leads for your business? Here is a step-by-step process to finding leads for your business.

Step 1 : Decide What Pain Your Business Solves

A lot of sales managers make the mistake of confusing pain point with product utility. If your business sells office furniture, the pain point you are trying to solve is not providing a good sitting equipment for office goers. Instead, you need to go deeper into the reasons why your past customers have purchased from you instead of the other shop at the other end of the street.

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Do you offer customized cushioning for customers in the central business district? Are your prices lower? Do you offer free maintenance? You might in fact be offering all these points above – but what was the point that sealed the deal for your past customers? Identify these points – these are the real pain-points that your previous customers were facing. It is this that you must solve.

Step 2 : Figure Out Where Prospects Who Face The Pain Seek Solution

So an IT company in the CBD is looking to purchase new desks for their workers. Who in the company is given the responsibility for making the purchase? What is the first thing they do to get started? Do they search on Google? Is there a trade magazine they look to for contacts? Do they outsource the job to a third party agency? The answer to these questions will tell you who to target – the purchasing manager, their boss, or the agency. If it is an agency, go through the above steps again to identify who in the agency you should be reaching out to.

Step 3 : Prepare A List Of Marketing Channels

Just because the target prospect uses a trade magazine to find furniture suppliers does not mean that it is the only channel to reach out to them. Popular marketing channels are often expensive to get through as well. So, if a particular trade magazine is the most popular advertising platform among furniture suppliers in your area, that is also the most expensive. It is, then, a good idea to prepare a list of other marketing channels. To do this, study the target prospect and map out their behavior.

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A purchasing manager at an IT firm is also likely to be talking to computer suppliers in your neighborhood. Would a cross-promotion deal with the popular computer suppliers work? Such purchasing managers are also likely to attend local industry meetups, so would attending such meetups yourself help? Understanding the behavioral patterns of your prospect is likely to give you a number of marketing channels to target.

Step 4 : Calculate Cost Benefit Analysis

Now that you have a list of marketing channels, you will need to know the return on investment in each of them. Do not forget to put a cost to the time spent as well. For instance, attending an industry meetup would cost you two hours – that’s two hours that could have been spent on any other marketing activity. Also, remember to take into account the recurrent income, if any.

In the case of a partnership with a local computer supplier, you may often be required to share a percent of your income with the supplier as commission. That’s potentially lost income, but you can well make up for this through repeat business that such a supplier would provide. Keeping all these different factors in mind, determine the cost of customer acquisition from these different marketing channels.

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Step 5 : Prioritize The Channels

Now that you have the marketing channels sorted by customer acquisition cost, do not get started immediately. Like your Economics professor always said, money in hand today is more valuable than money you may get tomorrow. Some channels are capable of bringing immediate business – a Google Adwords campaign for instance. Others, while seemingly profitable, may not yield immediate returns.

Industry meetups are a good example for such a marketing channel. So how do you tackle this? Pick the top 20% of your marketing channels sorted in increasing order of acquisition cost. Once you have them, sort them in descending order of immediacy of prospect acquisition.

There you have it – a list of strategies to acquire prospects along with the order in which you should deploy these strategies.

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Featured photo credit: http://www.corecapitalgroupdc.com/convert-online-real-estate-leads/ via corecapitalgroupdc.com

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Anand Srinivasan

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Published on January 7, 2021

How To Train Yourself When You Lack Attention To Details

How To Train Yourself When You Lack Attention To Details

Some people see the trees for the forest, and some see only the forest, meaning they lack strong attention to detail. But even if you’re one of the people who take a macro rather than a micro view, true professionalism requires balancing both.

If focusing on the fine points is not your forte, you will benefit from training yourself to pay attention to details. You will profit by saving yourself time, effort, money, and credibility.

Why Training Yourself in Attention to Details Pays Off

You add value to your organization when you make the effort to ensure that you performed your work thoroughly and effectively. This is why job postings often list “attention to details” among the required skills.

When you present your supervisor or client with well-completed, high-quality work the first time, it maximizes your value and minimizes wasted time. Detail-oriented people are also more adept at catching mistakes that could lead to costly blunders.

Moreover, attention to detail is an indicator of possessing other in-demand employee qualities, such as organization, thoroughness, and focus. In some professions, such as accounting, engineering, medical research, and more, you can only excel if you have trained yourself to pay attention to details.

In other professions, possessing strong attention to detail is the very quality that will get you promoted to a position where you will be asked to consider the big picture.

Finally, if you are the “go-to” details person, everyone else on the team can relax a bit. They know the project is in good hands and will likely throw you more projects as a reward. This will ultimately lead to your advancement.

3 Important Aspects of Becoming More Detail-Oriented

Here are the 3 important things you need to learn if you want to remedy your lack of attention to detail:

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  1. Respect deadlines
  2. Understand the work-flow plan
  3. Build in time to mess up

1. Respect Deadlines

Deadlines lend all projects a finish line. One smart idea is to take the given deadline and work backward from it, calculating when your piece of the project is due. Then, if you stick to the proscribed schedule for completing the mini-projects that you have, you will never miss a deadline.

One important note on this: It is smarter to stick to the deadline and turn in work that merits a “B+” than to blow the deadline with “A” work. Chances are, through revision and suggested changes from others on the team, you can bring up your B+ work to an A later. But if you disregard deadlines, you will lose the respect of your boss and fellow teammates.

2. Understand the Work-Flow Plan

Your team is developing work in conjunction with other teams who have projects and deadlines of their own. When you grasp the whole work-flow plan, you may be able to either add insight to the greater project or to your own smaller piece of it that others at the firm will consider valuable.

3. Build in Time to Mess Up

You can expect that “what can go wrong will go wrong.” Don’t overpromise on deadlines. Something likely will mess up, but when it does if you built in the time to fix it, those around you won’t freak out.

Chances are, you already give your attention to several details. Take heart. You can do this! You can overcome your lack of attention to detail and become more detail-oriented.

For starters, consider this: Most people take the time and put in extra effort into the activities or undertakings that matter to them most. Training yourself to become more detail-oriented can mean adopting a similar pattern of behavior.

Apply the same attention you give to your appearance. Are you a meticulous dresser? Do you pay attention to how you pair patterns and colors, and how you accessorize a particular outfit?

This is the same system to use when you lack attention to detail with your work. Give every item careful consideration so that each one contributes to the perfectly pieced-together whole.

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Assemble the ingredients the way you do when you cook. Cooking and baking from scratch require close attention to details as you measure and add each ingredient in sequence, and you time everything so that the meal comes together at the same time.

Similarly, your work product requires you to gauge whether all the ingredients have been added and that your final product is delivered on time.

Organize your business network like you do your social contacts. If you follow a broad base of friends and acquaintances on social media, you can apply similar skills to stay up-to-date on details associated with business acquaintances.

When you meet somebody who could be influential to your career or a resource for improving your skills, follow that person on social media. Respond to their posts to keep the lines of communication flowing.

12 Tips to Help You if You Lack Attention to Detail

Teaching yourself to take note of important details involves sharpening your perceptions and thinking ahead. The following tips will help you adopt these practices. Master these habits when training yourself to become detail-oriented.

1. Learn to Listen Well

You will pick up relevant information and needed nuance when you apply the skills of active listening. In conversations, train yourself to make eye contact, give your undivided attention to the speaker, and ask pertinent follow-up questions.

Training yourself to pay better attention to details in conversations includes learning to fully concentrate on what others have to say. If you find it hard, there’s no harm in taking notes on what they say.

2. Pay Attention to Social Cues

Make a point of noticing body language and facial expressions that provide insights into how others perceive a situation. Social cues offer details that give you an understanding of how words and actions impact others. The infamous character Michael Scott of the television show “The Office” epitomizes the consequences of not paying attention to others’ body language.[1]

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3. Follow Rules

Rules and protocols usually come about from lessons learned and are put in place to avoid further mishaps—whether from a safety or efficiency standpoint. If you’re given step-by-step procedures to follow, check them off as you go. Also, return to the rules at the project’s end just to make sure you adhered to them all.

4. Take Notes

Note-taking is a way to boost your retention and gives you something to refer back to when you need to keep track of pertinent details. You will also heighten your focus as you listen for relevant information. Review your notes shortly after the meeting or conversation and highlight the content that you intend to apply.

5. Prioritize What Needs Your Attention Now

When you have a full slate of work that demands your attention, take a few moments to sort assignments from most to least urgent. Keep a calendar, spreadsheet, or project planning software up-to-date with schedules and deadlines to help you stay organized.

As you tackle each urgent assignment, give it your full attention so no details are missed. Give yourself ample time—especially if you tend to be someone who waits until the last minute—as rushing can make you overlook important details.

6. Have a Detail-Oriented Assistant Check Your Work

If you lack attention to detail, then it makes sense to seek help from someone detail-oriented. If you have this option, take advantage of it. Two sets of eyes are better than one. Just be sure to credit your assistant for their help once the project is completed.

7. Learn the Rules of Writing Well

English is a difficult language, and grammar, punctuation, and spelling can all sabotage you unless you pay attention to detail. When in doubt, look it up. Free to use website services such as Grammarly can help.

8. Proofread Before You Hit Send

Nothing is perfect in its first draft. If you lack attention to detail, then put in the extra effort before submitting things. Before you send off any written work, check carefully not only for misspellings and incomplete sentences but also for improper tone, inappropriate colloquialisms, and inconsistent formatting. When your written communications are error-free, they will have their intended impact.

9. Minimize Distractions

It is impossible to stay focused when colleagues carry on conversations nearby or your mobile notifications ding you throughout the day. Do your best to limit distractions.

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If you are working where there is a lot of noise or side activity, try wearing noise-canceling headphones or seeking out a quiet corner. Disable your notifications when you need to focus, and resolve to only check them after you have completed your assignment.

10. Take Breaks

It may sound counter-intuitive to stop and take a walk, but it’s necessary. Walk away from the screen. Moving from one task to the next across the span of your workday is a recipe for brain fatigue. Give your brain a recess time when you come to a natural stopping place or after you complete one project and before you start the next. These short pauses are necessary for sorting through all the details needed for coming up with successful solutions.

11. Make Time for Reflection

At the end of a workday, take a few minutes to go over the day’s events in your mind. What was said or relayed in conversations? What is the status of the projects you worked on? What else occurred that you should pay attention to? Could there have been any details you might have missed that you should address tomorrow?

12. Keep a Detailed To-Do List

This simple organizational tool is your best ally for getting your work done on time and for paying attention to the details. If you are pressed for time (and who isn’t?), write your list to coordinate with dayparts.

Allot a certain number of hours to complete each task, do it, and then check it off. Nothing feels more rewarding than completing all the tasks on your list. But if you can’t finish them, then carry them over to the following day.

Final Thoughts

Details may seem small, but they can become a lot larger when they are overlooked. If you know you lack attention to detail, commit to training yourself to embrace the many facets that can help you consistently excel in the tasks you set out to accomplish.

When you begin to catch your mistakes in advance or apply the tidbits of information you gathered from paying close attention, you will know that you have trained yourself in the fundamentals of becoming detail-oriented. After that, you should start hearing the phrase “Great job!” more often.

More Tips on Boosting Your Attention to Detail

Featured photo credit: Cristina Gottardi via unsplash.com

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