Some more Naval one-liners applied to lead generation:
“No one can compete with you on being you. Most of life is a search for who and what needs you the most.”
Specialize. Work towards excluding those who don’t fit what your firm is uniquely capable of. Find the white space no one has occupied and run to it.
“Success is the enemy of learning. It can deprive you of the time and the incentive to start over. Beginner’s mind also needs beginner’s time.”
Push yourself away from comfort. If one channel is your cash cow, pursue a secondary channel with intense urgency. Test new approaches that you totally suck at and force yourself to learn fast.
“The heart decides, the head rationalizes.”
Spend the time to discover the “problem behind the problem.” This is always emotion over logic. Paint the picture of that future state your prospects want but have trouble articulating. Then rationalize your way back to an ROI.
“The compound interest from many quick small iterations is greater than the compound interest from a few slow big iterations. Compound interest operates in most intellectual and social domains.”
Your job isn’t just filling your pipeline and serving your clients. It’s also improving the process of filling your pipeline and serving your clients. Build daily continuous improvement into your marketing and service delivery.
“Become the best in the world at what you do. Keep redefining what you do until this is true.”
Study your market. Talk to your clients. Connect some dots and publish what you find. Refine your positioning using what you discover.