It's Not the Action, It's the Process

Self-generation of leads is extremely important at anytime in business. However, they have never been more vital to the success of a business as they are now.

When consumer confidence dips, when consumer spending falls off, and when traffic generated from conventional sources just isn't there, it's time to take matters into our own hands.

This is where self-generation of leads occurs. It is personal. It is active. It is proactive.

Leads generated through conventional means are passive. We never talk to people until they decide to become a lead. We have no ability to influence their thought process directly because we don't even know who they are.

Now, I have read and heard recently that salespeople need to pass out business cards like there's no tomorrow - only partially true.

If I want to pass out (throw away) 5,000 business cards in the next hour, I can do it - but what is the point? Pass out business cards, yes! Only, make sure that it is done on a one-to-one, point-of-contact basis. Just getting rid of a bunch of cards to say that you've done it accomplishes nothing (except a reorder for cards from your printer).

Let's take our case to the people - the ones who can use our product or service. The success is in the process, not the activity.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.