Adding value: The most effective way to generate and convert leads for any businesses

Chances are if you read this article, you are either a “wantentrepreneur” or a seasoned business owner or maybe a struggling entrepreneur. Whatever your situation, arguably the ever persistent question nagging you would be: What is the most affordable and yet the most effective strategy to generate and convert leads?

Adding value

Based on personal experiences and backed up by sciences, by far, the single most effective strategy with the highest ROI is to intentionally add value to people’s lives. Not only does it position you as a kind person, but by doing it consistently, you also earn an authoritative status, making you a top of mind in your space. As Mark Cormack says it: “All things being equal, people will do business with a friend; all things being unequal, people will still do business with a friend”. By following this advice, you no longer network with people. Instead you connect with them in a deeper way. So many people network, exchange business cards and yet barely connect.

So many people network, exchange business cards and yet barely connect.

So what does “adding value” really mean?

Practically, it means you do for others what they cannot do for themselves. It is delivering your service in a faster, smarter and better way. In some cases, it could be about offering a free high-value piece of advice or consultation, seminar or training on topic where you show expertise (first, I assume you have expertise here). It could mean you share relevant contents (articles, podcasts or website) that could help people (friends, target audience). In some instances, it involves connecting people to some of your useful networks so as to alleviate people’s problems. For others, it could be about displaying some very friendly manners and yet as basic as sending a thank-you note, smiling, sincerely praising, offering a drink or free food, giving an unexpected ride to people. It could mean you give some of your time to listen to other people’s input.

Positive outcomes

As has been the case to date for my business, over time, it will cause a certain category of people (I call leads) to pay attention and to show eagerness about your services or products in a more meaningful way. Later on, it causes them to like and ultimately trust your value proposition. It will show up with the likes in your Facebook or Linkedin pages. Increasingly, more converted leads will buy from you. In addition, your raving fans expectedly or unexpectedly spread the words around your services in company’s board meeting where you do not have access to or to people you may have not heard of. It will position you as an authority in your space. One thing after another, you will be offered more opportunities to write or to be featured in big time newspapers and even to land speaking engagement in high profile events.

Ultimately, it will build your credibility and allow you to charge more for your services.

In addition, your raving fans expectedly or unexpectedly spread the words around your services in company’s board meeting where you do not have access to or to people you may have not heard of

Call to action

Intentionally adding value definitely establishes your credibility. It is the most relevant component for your success. Without lead generation and conversion, there is no business.

Intentionally adding value definitely establishes your credibility. It is the most relevant component for your success. Without lead generation and conversion, there is no business

My hope is that as the year 2019 draws to an end, you take stock of your relationship-building skills. If you struggle, make up your mind to change these by adding value to people for the year 2020.  

About Rija Rajemisa (the one who penned the article): Rija Rajemisa is the Founder and CEO of Corban Performance Consulting (Corban). He won two prestigious scholarships, the Chevening of the Foreign and Commonwealth Office (FCO) of Great Britain and the Fulbright of the United States Department of State, in 2004 and 2007 respectively, to study in the United Kingdom and in the United States for MBA (Entrepreneurship and International Finance). He believes in work, creativity, miracles and divine leadership. He founded Corban with less than 1,000,000 Ar in January 2012.

Now, by the grace of God, Corban works with companies and organizations, large and medium, operating in Madagascar, ranging from the hotel industry, through the telecom , finance up to BPO and major mining sector. Corban's activities range from executive recruitment (going to rare profiles), outsourcing and salary management, HR audit, payroll process audit, HR Marketing (mix between inbound marketing and HR), benchmarking, skills audit, assessment center, “competency framework” and for all types of organizational advisory including small and medium-sized enterprises.

For more information on Corban's activities, send an email to [email protected] or call at 00 261 32 57 679 19. A brief presentation of Corban can be downloaded with this link