How Close Are You to Cash? (August Referral Selling Insights)

Get your priorities straight.
I need to listen to my own advice instead of getting distracted by my ever-burgeoning inbox, neverending social media conversations, and not-so-quick breaks to check Facebook. It’s so darn easy today to veer from our priorities. But that’s what we should focus on first every day—what’s “closest to cash.
That might mean writing a proposal, researching prospects, following up with potential clients, attending networking events, or asking for referrals. The point is to focus on lead gen.
Here’s the problem. When we’re heads-down on client work (or have our heads in social media), we let business development slide. When our project concludes, we have no pipeline. We have no cash.
There’s no excuse today for neglecting lead gen. There’s always time to send one more email, participate in one more conversation on LinkedIn, or make one more referral call.
Examine what you do first every day. If that activity isn’t what’s