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Created by Jon Davey
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Lead Generation a Challenge for Small Businesses
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A recent online survey of small businesses conducted by buisness development specialists at Pro Excellence has revealed that 37% of business owners find lead generation the hardest aspect of their business. Pro Excellence believes this trend is reflective of many small businesses, and is simply because they haven't done enough groundwork on the foundations of their business.
The survey of 113 small business owners, conducted in April 2008 on the popular business networking site www.ecademy.com also highlighted that 27% found closing sales the next hardest part of running their business. Richard White, a leading business development specialist and founder of Pro Excellence suggests that this is because many business owners they are too focused on their services and not enough on what the market requires. "If businesses get the groundwork right before starting out in business it would make things so much easier. It is a shame that most businesses have to go through some extreme pain before they do something about it. The good news is that once they have gained the clarity things can turnaround very quickly," says White, who holds an MBA from Cranfield School of Management. Recent statistics suggest that almost a third of the 4.5 million small businesses in the UK have a turnover of less than £50,000 and White believes that once the foundations of the business are in place, generating leads and more business can quickly become second nature simply by changing what you say about the business and how you say it. "The way you describe what you do can have a dramatic impact on referrals, not just with new people you meet but also your existing network. Many people invest considerable time in networking and yet do not seem to get the level of business referrals they seek. With minor changes to how they explain what they do can begin to get dramatically different results" explains White, who runs an intensive one day Lead Generation masterclass to help people resolve the key problems restricting their business growth. The next Lead Generation Masterclass is being held on 24th June in Central London. For more information visit: www.pro-excellence.com
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