THE FOUR LEAKS
Conversations aren’t starting.
Most founders I speak to are carrying new business themselves, so it happens between client delivery, in bursts. The pipeline moves when they push it and stalls when they can’t.
Conversations start but go nowhere.
Replies sit unanswered and accepted connections never get a message, because following up is nobody’s actual job. We ran this diagnostic on ourselves recently and found four in ten of our own accepted connections had never been worked, so we know how quietly this one leaks.
Deals don’t close, or close for less than they should.
Long cycles, discounts given to get things over the line, and good work sold below what it is worth because the value story is muddled. This one is top-line revenue directly.
Everything still runs through you.
The week disappears into the running of the business and the tools, so the growth work only happens if there is time left, which there rarely is.
WHY LOFTWORKS
The reason outsourced sales and marketing usually doesn’t work is that you don’t really know what you’re answering. So we start from what is true about each target: their own website, their annual report, their hiring. Our systems can read a target’s annual report, work out the executive priorities, find the person responsible, and have a tailored message in front of them inside 24 hours, with a human reviewing everything before it sends. That is not a job you would post on Upwork.