Accountability is the key to successful lead generation, says Gerri Leder, president of LederMark Communications LLC in Baltimore. Yet many advisors admit that they have difficulty keeping their plans on track.
To be successful at generating leads, you need to find a way to measure your progress, and be honest about the results — good or bad.
Follow this advice to keep your lead-generation strategy on target:
> Take small steps
Short-term goals can help you keep your lead-generation plan on track.
While it’s a good idea to have annual goals for your business-building strategy, Leder says, to be successful those goals must be broken down into bite-sized pieces.
Create goals on a daily, weekly and monthly basis.
Once you have set a goal for the day or for the week, monitor your progress.
For example, if you set a goal of calling 20 prospects each week, Leder says, mark your progress with something tangible, such as moving a paper clip across your desk each time you pick up the phone.
Once you have reached your goal (and all 20 paper clips have crossed your desk), reward yourself with a small treat, such as a pastry, a latte or an extra 15-minute break.
> Know your limits
Understand what motivates you and be honest about it.
Some people are motivated internally, and will always stay focused on their goals, Leder says. Others need outside help.
Consider hiring a coach to help you stay focused and motivated. Or work with a team member to track your lead-generation progress.
> Get back to basics
Even the best-laid plans can go awry. If your lead-generation plan gets sidetracked, Leder says, to go back to your original plan and figure out what went wrong.
Ask yourself: was the plan too ambitious? Did I try to do too much myself? Should I ask a team member for help?