How Many Leads Do You Need for a Sale

Published by Linda Rolf on 9/2/2020

An organization’s ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage.."

--- Jack Welch

There's a funny thing about sharing ideas. Sometimes the opportunity to eat your own dog food magically appears.

In last week's email post, I shared five ideas for creating unexpected services your customers will love. Monday I read a blog post by Shawn Van Dyke and had one of those “hmm...wait a minute” moments.

.  .  .


Shawn is an inspiring example of focused, put-in-the-work, business growth. He has built a successful construction industry consulting company based on his hands-on experience and a genuine commitment to teach others in his industry.

Shawn and I connected through one of those random events we all experience. I’ll make this the short version. In early 2017 I read Mark Schaefer’s book Known. One of the stories Mark told was Shawn’s personal and business perseverance to become known. This was such an inspiration that I visited Shawn’s website and joined his email list. When I received Shawn’s email with his list of favorite books for the year, I knew I had to connect with a fellow book lover.

During a series of casual email exchanges, Shawn mentioned that he was going to be in Orlando for the International Builders’ Show. At the time I was hosting the Collaboration Studio, a monthly CEO group at the Citrus Club. I invited Shawn to share his journey with our group. Much to my surprise – and pleasure --- Shawn accepted the invitation. Listening to Shawn retell his story and watching the group’s engagement was a memorable experience. 

.  .  .

But back to my Monday aha moment.

Shawn’s blog post explained how contractors could easily determine their marketing budget. His simple step-by-step reverse engineering method was a practical and useful approach that any business leader could adopt.

This brings us to last week’s 5 Ways to Create Services Your Customers Will Love post. Idea 4 was to build relationships with like-minded, complementary business professionals. What unexpected ideas could this collective expertise discover?  

Idea 5 was to create simple everyday tools customers would appreciate and use.

Since Quest had developed and published a collection of free business financial calculators on our website, why not add Shawn’s marketing budget calculator to the toolkit? I immediately asked Shawn if he would let us build the online calculator and include a link to his blog post.

His answer is the Convert Leads to Sales calculator I’m sharing with you here.

Yes, I thoroughly enjoyed eating my own dog food.

Collaborative partnerships solve more customer problems

Tags: Business Strategy

Linda Rolf is a lifelong curious learner. She is fueled by discovering the unexpected connections among technology, data, information, people and process. For more than four decades, Linda and Quest Technology Group have been their clients' trusted advisor and strategic partner. They actively contribute to each client's success through mutual collaboration, thoughtful business analysis, enterprise software development, technology integration, database design and management, opportunity discovery, business growth strategy, and marketing initiatives.

They believe that lasting value and trust are created through continuously listening, sharing knowledge freely and delivering more than their clients even know they need. As the CIO of their first startup client said, "The value that Quest brings to Cotton States is far greater than the software they develop."

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