Business Support Founders Series Fundamentals & Strategies

3 Step Process to Validate Leads and Drive $2.9M in Sales

December 10, 2024

1000+ leads to get 100 clients and 2.9 million in revenue.

The 3 step process to validate any lead.

Making sales and building a successful business is all about the process. Let me share some perspective for those chasing overnight success: it takes time—years, not days, weeks, or months. Here’s my take and how I personally achieved $2.9 million in sales at its peak, starting from zero.

The Journey: From Pitches to Clients

Over five years, I sent out 1,000+ pitches to business owners who needed a skill I mastered: creating optimised websites and helping them generate leads.

The result? 100 clients and a strong business. Sounds straightforward, right?

But here’s the truth:

1. Success is a numbers game, but strategy matters just as much.

2. It’s about commitment, patience, and honing your process along the way.

The 3-Step Process That Worked for Me

Let me break it down: lead generation is about more than just finding people; it’s about qualifying them, understanding their needs, and presenting your solution effectively.

Lead Validation

Don’t waste time on people who aren’t serious or can’t afford your services. Here’s how to validate leads:

Micro-commitments: Ask them to invest small amounts of time or effort upfront.

For example:

“Can you fill out this project brief?”

“Can we schedule a 15-minute call?”

“Can you complete this quick budget questionnaire?”

This helps you identify who’s serious and saves you hours chasing unqualified leads.

Discovery

Understand what the lead thinks they need—because it often doesn’t align with what they actually need to achieve their goals. Take the time to ask deep, insightful questions. Build a clear picture of how your expertise can deliver results beyond their initial expectations. You need to do this over a few meetings usually between 2 and 5 separate meetings before the pitch.

Discovery is a process of meetings set by you at different time intervals to get details of the project.

The Pitch

Now comes the magic: the pitch. But here’s my top tip—never give your price right away.

Why?

Price without context is meaningless.
You need to first show them the value you bring to the table.

Showcase in the pitch that you have listened to everything in the pdiscovery proccess and ensure you utalise as much of the leads language and style in the offer. This will ensure you are seen to be dedicated to their needs and project.

Website pitch after Lead Validation and Discovery.

Lessons Learned

Building a client base and generating sales takes time, effort, and refinement. The system I used sounds simple but requires consistency:

Focus on lead quality over quantity.
Approach every client interaction with the intention to understand, educate, and solve problems.
Commit to the process—because that’s where the results come from.

Your Next Move

If you’re serious about growing your business, remember this: start pitching and perfecting your process today. It won’t happen overnight, but with persistence, you’ll build something extraordinary.

It took me 1,000+ pitches and five years to hit $2.9 million in sales. What’s stopping you from starting your journey?

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