Why is Business Slow?

How to Get More Leads and Build a Pipeline

Feast and Famine

We all love having busy months, where we’re almost run off our feet delivering our amazing service to our fantastic clients. We feel invincible, especially if we have to turn down work because we’re simply too busy.

We provide our service, rake in the testimonials and sit back down at our desk as the dust settles. We log into our computer and… zero enquiries. We refresh the page… zero enquiries. We look at our calendar… zero meetings booked for the next fortnight.

Crap.

I hate to be the one to tell you this but: relying on referrals alone isn’t a business development strategy.

When we get carried away with delivery but neglect everything else, our pipeline dries up. We spend the next few months frantically posting on every social media channel available, emailing random businesses or attending every networking event within 20 miles.

And the cycle repeats.

This is the marketing trap that so many growing businesses fall into – when you’re quiet, marketing is priority number one but as soon as customers come in, it gets neglected completely.

Your followers notice your absence, your CRM gathers dust and you don’t even remember the login for your website. You’ll never know how many prospects checked out your site but weren’t convinced. You’ll never know how many referrals looked at your socials but were put off because your last post was six months ago.

You’ll never know the real cost of not marketing consistently.

I get it – it’s hard to take time away from paying client work. But if you’re serious about growing your business, the feast and famine cycles need to stop. An unpredictable pipeline brings anxiety and inconsistency to your business.

Consistency Beats Intensity, Every Time.

If you’re wondering how to get regular leads for your business, great marketing might be the answer. Not ‘more’ marketing, ‘great’ marketing.

Great marketing means you’re clear about who your target audience is, you know what to say to get them interested in you and you convert the audience into paying customers.

Great marketing helps you build a strategy that gives your business a voice.

Great marketing helps you translate your message into something your prospects can understand.

Great marketing helps you target the right audience in your paid campaigns.

Great marketing understands your clients and consistently puts your message in front of them. This might include case studies, emails or even a dance on Tik Tok (if that’s right for your business). Most importantly, it includes a strategy.

In order for marketing to be truly great, it must never stop.

If you have great marketing, you’ll be in feast, not famine.

Five Signs Your Marketing isn’t Dependable

Does any of this sound familiar?

1.    Marketing only happens when you’ve got free time

2.    No one is accountable for marketing (or marketing strategy)

3.    You’ve got no idea how leads find you

4.    Content gets posted sporadically and without a clear message

5.    Your marketing stops during busy periods

If you’ve recently found yourself wondering why business is slow, there’s a chance that consistency is your enemy – when marketing stopped six months ago, the problems might only show up now. Most businesses don’t run out of work overnight, but they do become less visible, memorable and consistent in the eyes of their ideal customer.

“Stop treating marketing like tomorrow’s problem.”

Download the Marketing Consistency Scorecard

If any of this blog hit close to home, download this free Marketing Consistency Scorecard.

In under 10 minutes, you’ll be able to identify:

• Whether your business is overly (dangerously) reliant on referrals

• The areas for improvement in your marketing activity

• How future-proof your marketing is

• The reason(s) why you’re experiencing feast and famine

Before you ask how to get more leads, it’s worth checking in on your current marketing structure.

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