What You Measure Grows!

In his book, 'The Four Disciplines of Execution' - Sean Covey talks about LAG and LEAD measures.

LAG measures are our success goals - such as losing weight or making a certain income target, etc.

They are called LAG measures because they are the result of behaviours that we do regularly.

On the other hand, LEAD measures are the behaviours that daily contribute to success.

However, they are often forgotten.

We usually focus on LAG measures and get frustrated when we cannot seem to achieve our goals.

On the other hand, LEAD measures are what we can control and execute daily.

For this reason, it is important to first identify the LEAD measures that contribute to success.

LEAD measures that build to business income goals include:

• # of pieces of content shared on social platforms,

• # of outreach messages sent via email or LinkedIn

• # of conversations started,

• # of calls booked,

• # of calls completed,

• # of sales made.

Once LEAD measures are identified, you can track and measure your daily progress.

Everything in the LEAD measure list is achievable daily.

Measuring and tracking your achievements means you regain control of hitting your LAG measures, and your success targets.

What are you measuring today?

What You Measure Grows! | Jen Bishop consulting best lead generation agency in London UK a

Want Frictionless Selling?

We get asked all the time if we work on a revenue share, or commission basis.

Or guarantee the number of booked calls every single month.

However such guarantees rely on frictionless selling

And this really depends on the market-message resonance of this particular offer to a cold audience.

Of course it is natural to want a lead generator to “have skin in the game” and to be motivated by and compensated by numbers of booked calls or revenue generated…..

But to set up an commission based agreement the company itself needs to have the following ducks in a row:

• A proven offer that is what the market wants and needs

• A no brainer introductory offer such as a free trial, up front complementary audit, free training or free strategy or blueprint to allow cold leads to engage without high commitment

• A clearly defined ideal client decision maker based on job title or role in a company, industry, geography, company revenue and so forth

• A plug and play sales script for email and LinkedIn

Only then can a company engage lead generators to book calls on a commission basis - because they know the system works and the providers will be rewarded for hard work.

Otherwise the company is asking the lead generator to carry the burden of all their marketing and sales efforts

And if these are underdeveloped the campaigns are set to fail.

Ideal conditions for a successful cold lead generation system for a high ticket service require the following:

• Active successful lead generation strategies in place outside of referred business or word of mouth [Events, networking, association memberships, speakership, book sales etc.]

• Excellent case studies formulated and published that demonstrate this offer creating great results with an ideal client

• A sales letter or sales page that clearly articulates the offer and who it’s for and how the results are achieved

• Active social media that displays thought leadership and audience engagement

• Brand consistency across website, socials, and all copy and messaging

• An email newsletter or blog that prospects can subscribe to and hear more

• A strong sales call process and internal follow up so that booked calls turn into closed deals smoothly

• A large pre built list of warm leads stored in a CRM that simply need to be retargeted for a fresh conversation

If a prospect does not have any of these in place and has either never tried cold outreach

…………there are almost no guarantees that can help them.

Lead generators will burn out and the company will get jaded that marketers are all scammers and frauds.

The reality is you have to SELL in order to sell.

By this I mean, you have to run a lot of messages to a cold market to test what works.

You have to rigorously test the market message resonance to understand how your service can be positioned for optimal value creation.

You have to experiment with a “no brainer” introductory session that catches the attention of a cold audience and allows them to get to know you or your company.

Frictionless selling requires a great deal of market testing and iteration.

As a result we have created the GROWTH BLUEPRINT.

This is a one time 8 week service to complete the following for your business:

• Market research of your ideal client [30+ interviews]

• Market message testing for optimal offer design

• Founder story articulation

• Company brand story and brand message blueprint

• Case study formulation

• Sales letter creation

• Content and thought leadership blueprint

• Sales script blueprint

Once you have these assets in place, you can feasibly build a commission based sales outreach system because you have the infrastructure in place to ensure your lead generators are set up for success.

If you are interested in creating a GROWTH BLUEPRINT for your company, and then strapping on a commission based sales and lead generation system, DM me below for more information.

Want Frictionless Selling? | Jen Bishop consulting best lead generation agency

Set Up Your Own Lead Generation Machine

Entrepreneurs, Agency Owners, CEOs, founders ...

....set up your entire organic B2B lead generation and appointment setting system in-house.

This process works best for you if you are already generating leads through paid ads or organic funnels and have a CRM, email newsletter, a large community of leads, or a network you need to tap into properly.

If you have a proven sales process and a proven offer worth $5k, $10k, $100k, or higher, you need to set more appointments and more time to message and follow up with everyone.

This is an entirely done with you process that includes us setting up the processes [and team if you need] to do the following:

1. Data research - build custom lists and clean your existing lists.

2. LinkedIn organic and DM appointment setting - no automation, no LinkedIn bans

3. Cold email campaigns, including follow-ups, no spam traps, high deliverability, and open rates.

4. Content creation [yes, weekly blogs, newsletters, emails] and content posting across all social channels. We use AI and our team to research, write and edit content. You get full editorial rights on all weekly content.

5. DM appointment setting across any active platform: FB groups, your Skool group, your discord channel, Instagram DMs, Twitter DMs, and any channel you can think of.

6. Hire more VAs any time you want, replace your current VAs - we recruit, hire and onboard the team, including all SOPS and trackers.

Start booking high ticket $10k - $100k clients using the B2B channels of LinkedIn and cold email.

But don’t stop there.....

DM appointment set on every social channel or all your online community platforms to follow up on all your warm leads

Don’t leave any money on the table.

Get the best ROI on all your marketing and advertising campaigns with an organic follow-up system.

It takes eight weeks to set up and create a fully operational system and results are seen in the first week of outreach and follow up.

We recently helped Tim book 20 clients in 6 weeks with his biz op offer and close nearly $2m of business, so we know this works.

DM me for more information if you’d like to know more

Set Up Your Own Lead Generation Machine | Jen Bishop consulting best lead generation agency