{"id":113,"date":"2007-03-28T20:53:36","date_gmt":"2007-03-29T00:53:36","guid":{"rendered":"http:\/\/blogs.law.harvard.edu\/amy\/2007\/03\/28\/want-business-survey-says-pick-up-the-pho"},"modified":"2012-05-07T15:19:05","modified_gmt":"2012-05-07T19:19:05","slug":"want-business-survey-says-pick-up-the-phone","status":"publish","type":"post","link":"https:\/\/archive.blogs.harvard.edu\/amy\/2007\/03\/28\/want-business-survey-says-pick-up-the-phone\/","title":{"rendered":"Want Business? Survey Says: Pick Up the Phone"},"content":{"rendered":"<p>I was given a press copy of a recent benchmark study by the <a target=\"_blank\" href=\"http:\/\/www.whillsgroup.com\/\">Wellesley Hills Group<\/a>, \u201c<a target=\"_blank\" href=\"http:\/\/www.raintoday.com\/product\/43_what_s_working_in_lead_generation.cfm\"><strong>What&#8217;s Working in Lead Generation<\/strong><\/a>,\u201d which provides plenty of insight into professional services firms attitudes and activities in getting new business. What caught my eye right away, was what participants identified as their top 5 most effective lead generation tactics:<\/p>\n<p>1. Making warm phone calls (to existing clients)<br \/>\n2. Speaking at conferences<br \/>\n3. Running our own in-person events<br \/>\n4. Becoming members of professional industry organizations<br \/>\n5. Connecting with press contacts<\/p>\n<p><img decoding=\"async\" alt=\"1756.gif\" src=\"http:\/\/blogs.law.harvard.edu\/amy\/files\/2007\/03\/1756.gif\" \/>In a competitive market (84% of respondents expect a \u201csignificant\u201d or \u201cmoderate\u201d increase in their lead generation efforts within the next 2 years) whether you are a boutique firm or a large firm, you should expect that your competitors will be contacting your clients and prospects \u2014 by phone and at events. Also, if you&#8217;re workday is anything like mine, the default forms of communication have become asynchronous (e-mail, texting, etc.). There is now added value in a phone call \u2014 seems like it really is the next best thing to being there.<\/p>\n<p>For more information, you can <a target=\"_blank\" href=\"http:\/\/www.raintoday.com\/pages\/2165_download_6_lead_generation_insights_for_2007.cfm\">download an executive summary<\/a> of the report, which asked 700 professional service firm leaders about their lead generation activities. I will post some more revelations once I get further into the study.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I was given a press copy of a recent benchmark study by the Wellesley Hills Group, \u201cWhat&#8217;s Working in Lead Generation,\u201d which provides plenty of insight into professional services firms attitudes and activities in getting new business. What caught my &hellip;<\/p>\n<p class=\"read-more\"> <a class=\"more-link\" href=\"https:\/\/archive.blogs.harvard.edu\/amy\/2007\/03\/28\/want-business-survey-says-pick-up-the-phone\/\"> <span class=\"screen-reader-text\">Want Business? Survey Says: Pick Up the Phone<\/span> Read More &raquo;<\/a><\/p>\n","protected":false},"author":89,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[192,195],"tags":[],"class_list":["post-113","post","type-post","status-publish","format-standard","hentry","category-law-firm-marketing","category-marketing"],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/posts\/113","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/users\/89"}],"replies":[{"embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/comments?post=113"}],"version-history":[{"count":1,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/posts\/113\/revisions"}],"predecessor-version":[{"id":785,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/posts\/113\/revisions\/785"}],"wp:attachment":[{"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/media?parent=113"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/categories?post=113"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/tags?post=113"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}