£85K/month Software Business, but can't generate consistent leads

In this episode, host James Sinclair speaks with Richard, the owner of a software company that develops custom solutions for various businesses. Richard shares that he is currently experiencing frustrations with lead generation and has noted fluctuations in his revenue, which ranges from £35,000 to £60,000 a month. They analyze the distinction between being an entrepreneur and a manager, with James suggesting that many business owners often lean too much towards operations and not enough towards crucial sales and marketing efforts.

James discusses how Richard's business operates more on management and processes than on entrepreneurial growth, asserting that a successful business requires both creative entrepreneurship and robust management. As they delve deeper, Richard confesses that securing leads is his greatest obstacle to scaling his business. James emphasizes the need for Richard to actively engage in lead-generation activities, advocating for outreach strategies like direct mail marketing as potentially effective ways to increase qualified leads.

The conversation also touches on the importance of focusing on core business operations versus spreading resources too thin across multiple service lines. Richard acknowledges that slicing his focus among different software offerings might inhibit progress and agrees that prioritizing lead generation should be at the forefront of his strategy. The episode culminates in James encouraging Richard to integrate effective marketing tactics in addition to potentially re-evaluating his business model for greater profitability, while lightly touching on the potential of other forms of business growth, like creating high-value offers that can set his company apart.