Amy Morin’s article, “18 Habits of Mentally Strong People”, published in Inc. Magazine, got me thinking about the habits of those in my field. I've got 13 habits I am aware of for fellow lead gen people.
1. They Don’t Waste Time Feeling Sorry for Themselves
There is no time for this in lead generation. If you’re feeling down on your luck because the proper leads aren’t coming your way, STOP yourself from feeling like a loser. Keep your lead generation going and don't give up. It’s OK to ask yourself why it may not be working, but it’s important to keep moving while you apply those lessons-learned and keep moving forward.
2. They Don’t Give Away Their Power
In the article, Amy says, “They (mentally strong people) understand they are in control of their own emotions and have a choice in how they respond.”
Regarding lead generation, it’s the same. You must realize that you either keep yourself going or you shut yourself down. A successful lead generator acknowledges the tough times but knows if they keep going forth, a brighter day is right around the corner.
3. They Don’t Shy Away from Change
Businesses fear the feeling of running in place. It’s important for a business to advance to that next milestone and become the most successful at their craft. That usually cannot happen without some sort of change. Change agents are typically the most hated people in the organization because they cause everyone to check themselves for currency with the times. Lead generators know they must change things up if it is not working.
4. They Don’t Waste Energy on Things They Can’t Control
As a lead generator, you can’t worry about not getting the advertising or content you need to do your best. If you are not receiving enough promotional material, do your best with what you have and move forward. Never stop!
5. They Don’t Worry About Pleasing Others
The lead generator is part of a team (colleagues, co-workers, directors, VPs and CEOs). Everyone will have an opinion of how lead generation should be scheduled and handled. Time will go by and opportunities will be missed. While everyone is deciding what they want, make sure you keep lead generation going in one form or another.
Getting my message? Keep moving while others get stuck in the mud!
6. They Don’t Fear Taking Calculated Risks
As a lead generator, you know there are notable targets to pursue but it’s also not a bad idea to seek out new territory, not yet proven. Go for it, but don’t push all your chips in on one hunch.
7. They Don’t Dwell on the Past
Ever hear, “What have you done for me lately?” It typically is used by the boss when asking the sales rep when the next deal will be closed. While it’s great that you closed that deal last week, forget about it. Everyone else has. Same applies to bringing in leads.
8. They Don’t Make the Same Mistakes Over and Over
Making the same mistakes is usually a telling sign that you’re a stubborn person. Freud once called this repetition compulsion, which he defined as “the desire to return to an earlier state of things.”
If your approach to lead generation is not working this month, change up the approach, targets, and/or messaging for the following month. Change it up.
9. They Don’t Resent Someone Else’s Success
Lead generators work side-by-side with many players responsible for making a company successful. This includes sales, operations, and marketing to name a few. The lead generator knows his/her place and appreciates the roles of others to help bring business into the company. The lead generator sits in a great position only wanting others to win because that means the work they did paid off.
10. Don’t Give Up After Failure
A great lead generator never gives up. They possess a characteristic of not being affected by rejection. They keep going back for more and leave their ego at the door.
11. They Don’t Fear Alone Time
A lead generator spends a lot of time alone, planning email campaigns, doing calculations to evaluate the effectiveness of outreach/inbound programs, and reading content. This evaluation is typically done by the lone lead generator.
12. They Don’t Feel the World Owes Them Anything
Lead generators, unlike salespeople, typically do not earn a commission. Everything they do is used by others who may/may not receive a commission. A very good, dedicated lead generator is truly a hunter who does this kind of work because they enjoy the pursuit.
13. They Don’t Expect Immediate Results
A lead generator knows the hunt for prospects should be done everyday. Leads fill a company’s pipeline and require proper courting. No matter the lead time, a lead generator does not expect an immediate sale but rather their job is to fill a pipeline to be closed by salespeople upstream.
Happy Hunting!