Can you smell your next sale?
You want marketing to deliver the leads but are you following the scent? Let's work backwards: Did you receive enquiries last month? You'd be surprised how many business owners don't know that answer. Assuming you had received a few, do you know how these people managed to find you? Again, many businesses do not have a coordinated funnel to proactively fetch opportunities and feed them into the sales process. But how do you turn things around to become proactive, instead of reactive? Predictive, in a sense. Can you get it to a point where you know that if you do A, B, C and D you will get around 4 enquiries and convert at least 1 or 2 into a client? Can you start to budget for income, and not just expenses? Marketing will never be an exact science, but if you do it properly, meaning you do a hand full of things well, and know why you do it and keep track of results, then it should become a tool to influence future income. Can you start to budget for income, a