Generating Leads: No Leads, No Problem

11/20/24 • 38 min

Chris Crew and Kenny Chapman dive into strategies to generate more quality leads and drive sustainable growth.

Tune in to hear about practical tips for filling your pipeline with quality lead generation, how to approach sales calls and spend your marketing budget, and brand awareness, as well as market domination and the role your mindset will play in all of this.

The episode kicks off with The Blue Collar Success Group president Chris Crew and founder Kenny Chapman addressing the question “No leads, no problem?”
Chris shares a story of what happens with his past business that led them to go from not having enough calls to having too many calls with leads.
Kenny explains why the way you’re probably thinking about leads right now is short-sighted.
A common mistake people make with leads is putting away the “digging tools” as soon as things go well.
Chris discusses something you can do, from an operational standpoint, to truly see what’s going on in your business.
On a call, do you tend to give a long list of the services you provide? “Do things differently,” says Chris Crew. “List only what you don’t offer.”
Chris and Kenny address the aspect of budget in relation to leads and marketing, and the reasons why businesses struggle with lead generation.
Remember: a part of your marketing is about testing things.
Some business owners forget to track the effectiveness of what they’re already doing marketing-wise.
Kenny takes back the curtain on one strategy that helped him dominate his market.
Chris and Kenny go over why you shouldn’t put all of your eggs in one basket, as well as how to go about actually testing your efforts and strategies.
When it comes to brand awareness, ensure that all of your marketing looks and feels like your brand.
For Kenny, leads are like speaking languages – make sure that you’re speaking the right language to the right lead.
Chris identifies the type of leads you shouldn’t buy first when using a lead aggregator.
An important lesson to remember: it may feel boring at times but, as Kenny says, “When it comes to your brand, boring is brilliant!”

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/2

The Blue Collar Success Group

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

Angi (formerly known as HomeAdvisor)

Chris Crew and Kenny Chapman dive into strategies to generate more quality leads and drive sustainable growth.

The episode kicks off with The Blue Collar Success Group president Chris Crew and founder Kenny Chapman addressing the question “No leads, no problem?”
Chris shares a story of what happens with his past business that led them to go from not having enough calls to having too many calls with leads.
Kenny explains why the way you’re probably thinking about leads right now is short-sighted.
A common mistake people make with leads is putting away the “digging tools” as soon as things go well.
Chris discusses something you can do, from an operational standpoint, to truly see what’s going on in your business.
On a call, do you tend to give a long list of the services you provide? “Do things differently,” says Chris Crew. “List only what you don’t offer.”
Chris and Kenny address the aspect of budget in relation to leads and marketing, and the reasons why businesses struggle with lead generation.
Remember: a part of your marketing is about testing things.
Some business owners forget to track the effectiveness of what they’re already doing marketing-wise.
Kenny takes back the curtain on one strategy that helped him dominate his market.
Chris and Kenny go over why you shouldn’t put all of your eggs in one basket, as well as how to go about actually testing your efforts and strategies.
When it comes to brand awareness, ensure that all of your marketing looks and feels like your brand.
For Kenny, leads are like speaking languages – make sure that you’re speaking the right language to the right lead.
Chris identifies the type of leads you shouldn’t buy first when using a lead aggregator.
An important lesson to remember: it may feel boring at times but, as Kenny says, “When it comes to your brand, boring is brilliant!”

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/2

The Blue Collar Success Group

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

Angi (formerly known as HomeAdvisor)

Previous Episode

Pace Not Race: How to Run a Successful Business Without Exhausting Yourself

Co-hosts Kenny Chapman and Chris Crew of The Blue Collar Success Group share some of the fundamental principles of healthy business ownership.

They explore mental health and pacing yourself to avoid burnout, all from a business owner’s standpoint.

You’ll also hear about seasonality in business, how to manage the pressures of growth and what you can do to avoid the “Bannister Effect.”

Kenny Chapman, founder of The Blue Collar Success Group, kicks off the episode by sharing an important truth: “It’s about pace, not race.”
The Blue Collar Success Group President and co-host Chris Crew explains how sharing the right thing at the wrong time...is actually the WRONG thing!
There’s an ongoing mental health crisis, which is even exacerbated in business ownership.
Just like in sports, business too has seasonality.
Chris touches upon what it’s needed for you to really achieve work-life balance.
Kenny and Chris discuss consciously doing things, the type of pressure you would want to have, and the role that pressure and fatigue can play in your business.
Chris shares a deep race-business ownership analogy that will probably help you put things in a different perspective.
For Chris, one of the big issues has to do with people tying self-worth to the size of their company.
The “Bannister Effect” is a danger for business owners – Chris and Kenny explain why.
If you want to set a pace to avoid “playing a game you can’t win,” having a plan is key.
Feeling fatigue? It’s probably because your race seems never-ending, says Chris.
Kenny goes over why, in business, “boring” is really powerful.
Chris and Kenny share how to avoid becoming a victim of the game that you designed.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/1

The Blue Collar Success Group

Dan Sullivan’s Strategic Coach

Roger Bannister

Start With Why by Simon Sinek

Next Episode

Generating Leads: Magic to Marketing

What can be done to plan and run an effective marketing campaign, and add magic to it?

In this episode, Chris Crew and Kenny Chapman from The Blue Collar Success Group provide an overview of different strategies home services businesses can use to get the word out.

From ways to create organic content at scale, to pay-per-click, understanding your marketing budget and tapping into “old school” and innovative marketing channels – no stone is left unturned here! Tune in to learn how to best attract your target clients.

Chris Crew starts by explaining what he actually sees when looking at magic to marketing.
Want more effective lead generation strategies? Look at how to create a scalable process.
Chris and Kenny Chapman do a quick recap of the previous HSBS episode – which talked about “no leads, no problem?”
Chris doesn’t believe in set-it-and-forget-it, rather in making a plan, executing it, and then making adjustments.
“Look at the numbers” doesn’t mean what you probably think it means, says Chris.
Chris and Kenny look at “the most undervalued marketing channel there is” – social media.
Organic content vs. paid ads – here’s what you should know about using them in your home service business.
Chris believes that Google and pay-per-click ads will become the Yellow Pages of marketing.
Got a website? It will probably become more important than ever, especially with A.I.
Chris talks about what you should do if or when you’re not the expert.
Kenny touches upon the importance of mindset and a surprising thing about the change happening today.
For Kenny, marketing is simply an exchange of information.
Remember this: resisting change is NOT a good idea...
Chris and Kenny discuss change, the role of testing, and why “where there’s attention, there will be ads.”
Chris shares the questions he asks any vendor before doing any paid advertising work together, as well as a couple of strategies and resources to add magic to your marketing.
Kenny breaks down the etymology of the word “ignorance”, and what home service business owners can do to potentially fill gaps in their marketing approach.
Chris and Kenny touch upon some psychological hack and strategies that can make your marketing more effective and increase sales.