We’ve all heard the phrase, “First impressions last.” And in the world of strategy, marketing, and business development, it’s especially true. Your lead generation efforts are often the first point of contact with a potential customer, so the way you show up matters.
When coaching or training your team, encourage them to focus not just on what they say but on how they say it. Here are a few key principles to build into your outreach approach:
- Lead with kindness and politeness – Always be respectful and warm, especially in initial conversations.
- Adopt a servant mindset – Your role is to help, not sell. Show genuine interest in their needs.
- Create an accommodating tone – Avoid pressure or pushy tactics; be approachable and easy to talk to.
- Stay sales-free – Focus on listening and building trust, not pitching.
But even the best intentions won’t go far without structure. Just like a championship golfer relies on routine and discipline, so should your lead generation process.
- Build a daily cadence – Block time for prospecting and follow-ups every day.
- Stick to your routine – Use repeatable processes that guide your efforts.
- Stay focused – Minimize distractions and keep your pipeline top of mind.
Ask any of the players at Augusta this week about what drives success, and you’ll hear about mindset, preparation, and sticking to their process. The same is true in business development.
First impressions matter. But long-term success? That comes from consistency and a plan you can stick to.