Lead generation is the holy grail, especially if you have a good conversion rate due to a well-defined value proposition.

I’ve been taking a look at some of the leads we generated that are coming to fruition just now.

See if they spark any ideas that you can input into your lead generation activity.

1. HO HO HO

Every year mid-December KWCHQ becomes Santa’s Grotto; shiny red bags, personalised hand-written Christmas cards, printed labels and wee boxes of chocolates on every horizontal surface.

It takes a while to personally write cards and coordinate the whole shebang but a stone cold contact, working on a global pitching opportunity, turned to us in his time of need.

He remembered our personal touch at Christmas and we are delighted to be working with him again.

2. CONTINENTAL BREAKFAST

Early one morning our MD and CEO were pitching to a business on another continent; something that would not have happened before last March.

Someone who had worked with us over a decade ago put our name in the frame for a competitive pitch.

In this new virtual world we can work anywhere, and the best way to securing another job remains exceeding your client’s expectations the first time… even if it was a decade ago.

3. PROCEED UNTIL APPREHENDED

At the beginning of the year a Director of a regular client accepted an invite to one of our Virtually Yours conferences, which triggered a number of follow ups encouraging him to book.

He never did: we sent him quite a few LinkedIn messages for more than one conference without a single response.

Recently he got in touch about an opportunity to develop a BD programme for his entire staff: no response does not mean leave me alone.

Even when you are busy with client work it is important to make time for projects that create touch points with clients and contacts.

Our virtual training offering means that we can now work all over the world and offer greater flexibility to our clients.

The programme in lead one above has kicked off, and it has delegates from all over Europe and the East Coast of USA joining so we deliver it from mid-afternoon into the evening. We turned that around in just two weeks, which would have been impossible if it was to be delivered in a classroom.

The other two are looking very promising, so fingers crossed they’ll both close over the summer.

If not, there are plenty more leads to deal with... because we never forget to feed the funnel!

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