The No-Nonsense Approach to Lead Generation:

Spotting the Buyers That Matter

Let’s cut to the chase, business owners. I’m here to give it to you straight about lead generation. You’re probably pouring money down the drain chasing new leads, and I’m here to tell you: it’s not all about the newbies.

Here’s the hard truth: your unconverted leads are your goldmine. Stop chasing every new lead and start focusing on those who already showed interest. You might be thinking, “But Stephen, new leads are crucial for growth!” Sure, they are. But growth isn’t just about new blood; it’s about nurturing the potential right under your nose. Brand new leads are expensive and if you nurture all of them you bring down the cost of acquisition.

Who are the buyers?

Now, let’s dive into some numbers. Out of 100 leads, half are never going to buy anything from you. 2-3% are ready to buy now and another 17-20% who will be ready soon. And don’t ignore the long-term players, 37% who might take up to two years to decide.

What to do: Keep targeting that immediate 3%, but don’t you dare overlook the rest. You need a nurturing system. This isn’t about a quick sell; it’s about a steady, relentless approach. Emails, texts, calls, retargeting – keep your brand in their face until they’re ready to bite.

Keeping leads warm

At Building Great Businesses, we call this “The Oven.” It’s not fancy, but it’s effective. Keep those leads warm, let them simmer, and when they’re ready, they’ll come to you. Why? Because you’ve been there all along, reminding them why they can’t do without your product or service.

So, forget about the relentless new lead chase. Focus on the ones you’ve got and watch your business grow exponentially. It’s not just about getting leads; it’s about making them count. That’s how you win at marketing. Good luck, and remember: it’s about playing smart, not just playing hard, it’s too expensive..