Direct lesson from one of my clients who hired a few lead gen agencies:
they’ll run a few flashy tactics for you.
generate some leads.
maybe get some conversations going.
but without a strategy, those efforts don’t last.
and here’s the thing: you already have deals waiting in your CRM.
they just need activation.
Want a challenge?
If you have a properly kept CRM and a book of business…
I bet there are at least 2-5 deals waiting for you from your existing relationships
Up for the challenge?
Here’s your game plan
there are three main categories of people sitting in your CRM right now:
• current and past clients
• prospects you’ve pitched but didn’t win
• leads who’ve shown interest
Step 1: ask your clients for referrals
your best referrals come from people already happy with your work.
If you don’t have a referral program, build one now.
keep it simple: ask directly.
There’s no magic: they’ll say yes, if you ask the right way.
Case study: had my first call with a new client, and I went through this framework with him
immediately after the call he jumped on an onboarding call HIS new client and set the expectation with the new client that he expects referrals if he does a good job…
guess what, his new client was happy to agree to send referrals.
Step 2: revive prospects who didn’t buy
Follow up every quarter.
Clients often return after testing other solutions that didn’t work as well as you could have.
But don’t just say “checking in”—offer something fresh.
• a new packaged solution to their pain point
• a resource that adds value immediately
Step 3: re-engage your warm leads
these are the ones you haven’t made an offer to (yet)
give them a reason to start small with you:
• offer a fixed-scope, low-risk project – solving a burning frustration they are facing RIGHT NOW
• support them in planning their next big move
Creativity on your offer is CRITICAL
Some of my clients are offering workshops, SWOT analysis and planning sessions.
Step 4: Strengthen your referral network
Your partners are gold.
See how you can help each other this quarter.
If you don’t have referral partners yet? GREAT.
Create a referral program and reach out to potential great partners to introduce the program to them
Show them how THEY can win by helping YOU win.
If you are genuinely good at what you do AND people like you (big plus)
they will want to help you.
Start the conversation and make it easy for them to refer.
When done right, this strategy activates 2 to 5 deals…
without talking to new people
without spamming
all the while adding value
and building momentum that will last
Give it a go & let me know how it works for you!