Episode 156 – The 3 Lead Generation Modes for a Consulting Business Pipeline

In this episode, Melisa Liberman explores the connection between a flourishing consulting business and a well-nurtured pipeline. Recognizing that many independent consultants default to reactive lead generation based on immediate needs, Melisa emphasizes the importance of consistent and purposeful strategies for sustained success.

The episode begins with reflecting on the pitfalls of approaching lead generation without intentionality and the adverse outcomes consultants may experience. Melisa then introduces three recommended lead generation modes: Run/Maintain, Active, and Sprint. Each mode is carefully defined, with insights on when to apply them strategically in your business. Real-life examples illustrate how these modes can be leveraged successfully.

Melisa concludes the episode by providing a practical five-question framework. This framework is a valuable playbook, empowering consultants to define each mode tailored to their businesses. The aim is to encourage intentionality, alleviate stress, and foster confidence in the growth trajectory of their consulting firms.

KEY POINTS IN THIS EPISODE:

• [01:45] Personal update
• [03:50] Episode agenda
• [05:20] Companion resources
  • Chapter 9 of Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
  • Fill Your Pipeline in 26 Minutes a Day using the RAM Method
• [07:07] Default modes
  • [07:30] “on or off”
  • [08:50] not counting it (i.e. networking)
• [11:05] Intentional lead generation modes
  • [13:55] #1: Run/Maintain Mode
  • [18:15] #2: Active Mode
  • [22:33] #3: Sprint Mode
• [27:10] Defining the 3 modes in your business
  • [28:10] 5 Questions to ask yourself
    • What is the outcome I am looking for in each mode?
    • When 
    • What are the specific tools/activities involved in that mode?
    • What is the frequency of those tasks?
    • How will you measure success?

MENTIONED IN THIS EPISODE —

• I invite you to book a Strategy Consultation call with Melisa. On this call, we’ll dive into your business, get clear on your goals and challenges and determine an action plan for you so that you can create the business impact, income, and flexibility that you desire. To book yours, click here. 
• Episode 112 – Land Speaking Opportunities to Grow Your Consulting Business
• Episode 113 – Convert Speaking Opportunities Into Consulting Leads

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

1. Discuss working with me as your coach – Click here to schedule your consultation
2. Buy the book – Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
3. Watch my YouTube Podcast Channel 
4. LinkedIn 
5. Website 

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