Yesterday, the Do Business Network welcomed Allison Dore from Hello Friday Consulting as our guest presenter. Allison delivered an insightful session focused on a critical challenge that many businesses face without even realising it: lead leakage.
Understanding Lead Leakage
Many business owners believe their primary marketing challenge is generating new leads. However, the presentation highlighted that 79% of marketing leads never actually convert. This failure to convert rarely stems from the quality of the leads themselves; instead, it occurs because businesses lack a structured system to capture and nurture them.
When leads are left unmanaged, they typically end up scattered across various disjointed locations:
Forgotten inside phone contacts under temporary names.
Left on spreadsheets that have not been updated for months.
Lost within expensive, unutilised CRM systems.
Kept entirely in the business owner's head.
The core message of the session was clear: you do not need more leads. Instead, you need to stop losing the ones you have already got.
Mapping the Journey
Allison explained that building a system does not have to be complicated. It begins with mapping out a simple, documented process for every potential touchpoint:
Initial interactions via social media or event networking.
Form submissions and quote requests.
Strategic follow-ups for prospects who say "not right now".
Seamless onboarding for new clients.
When these touchpoints are aligned, consistency compounds, ensuring that growth becomes an intentional strategy rather than an accidental byproduct.
Take Action This Week
To help attendees get started, the presentation outlined a straightforward exercise to identify gaps in your current setup:
Identify: Pick one specific way leads enter your business.
Document: Write down exactly what happens next.
Analyze: Pinpoint where the communication gaps occur.
Optimise: Write down what could happen next to remove those gaps and secure the lead.
View the Presentation
If you missed the live session or want to review the framework to audit your own pipeline, you can access the full visual breakdown below.
Connect with Allison on Linkedin: https://www.linkedin.com/in/allison-dore-hello-friday/
