Crash Course on Booking Leads (Lead Gen for Dummies)

How We Scored 15 Calls This Week by Digging Into Old Contacts (and how you can too)...

Lead generation sounds like this huge complex task when in reality it's not that difficult if you've already been putting in the work. How? Let me tell you a secret: no doesn't always mean no.

I know we're not supposed to say that but hear me out. We just booked 15 additional calls in just this week alone solely by revisit people who initially told us “no,” “not yet,” or—let’s be honest—ghosted.

It took all of 30 minutes to go through our pipeline and see who we have and haven't spoken to (or converted), send emails, and wait for the response.

And what we found? Most of the ghosts weren't actually ghosts at all, just busy humans! We all say at one point in time that we're going to do something or we're super busy but in reality, we very rarely take action or even remember to do the thing we said we were so busy doing unless prompted. And what we found this week was sometimes people need a little reminder and others need a bit of encouragement but in either case it results the same: a call.

Here’s how we did it, and how you can, too.

Step 1:

Scroll through your CRM or wherever you keep notes on past leads, and pick a handful who showed interest once upon a time or those you built good rapport with.

Step 2:

Don't reach out with, “GIVE ME YOUR MONEY!” "I WANT TO WORK WITH YOU" but instead ask how they’re doing or if they’ve reached the goals they mentioned last time you spoke.

For example, here’s what we sent to one of our cold contacts:

“Hey [Name], hope you’re doing well! I was just thinking about our chat a while back about [their goal/project]. How’s that going? Would love to hear how you've been since [month of last contact]!”

Simple, friendly, and no pressure.

Step 3:

Follow up, prove you’re reliable. People remember the ones who keep showing up, not the ones who disappeared after one “no.” Even if they’re not ready to work with you now, you’ve planted a seed for later and you can water that as much as you're willing.

So, today's challenge?

Find five people you haven’t talked to in 3-6 months.

Send a friendly, no-pressure message.

Follow up regularly (weekly) and if you don’t hear back within a month, wait a few months and try again.

Consistency is key.

The worst thing they can say is “no” (or ignore you), and you’re already surviving that! So give it a shot, your calendar—and maybe bank account—will thank you.