Normally, many businesses big and small will take as many sales leads they can get their hands on. But instead of looking at how many leads, do you care to check how many hands? When you are so willing to receive as many leads that you can take, have you ever double-checked the fine print of that question?
It is very understandable that you want to open your accounting service to as many business clients as possible but never ignore that last word: possible. If you have so many quality, accounting leads but do not have the possibility of pursuing them all, then you you would have wasted a substantial amount of the money you invested in marketing and lead generation.
At Inc.com, Langley Steinert writes about his own experience about handling more than what you can take. He also recommends a more reasonable alternative:
“Both at my former company TripAdvisor as well as my current company Car Gurus, we have a saying: follow the 80/20 rule, technically known as the Pareto principle. The Pareto principle tells us that 20 percent of the inputs account for 80 percent of the results. You have to cut through the noise, figure out what tasks represent the 20 percent with the greatest leverage and focus on those tasks. Find those projects that make a big impact and ignore EVERYTHING else.”
You can apply the Pareto principle to your own business in several ways:
Related Content: Sales Leads – The Dangers Of Data Overload
Never look for an excuse to do everything when you just simply cannot. Despite how many entrepreneurs and gurus call people to stay optimistic, this is where a bit of healthy realism should play in. Do not take too many leads beyond what you can handle. And if you cannot let go of a particular process (e.g. telemarketing services) then at least outsource to save up on your focus!
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