The Value of Thought Leadership
Engaging in thought leadership can aid the sales and delivery cycle by:
Opening a conversation & vetting potential clients
It’s easier to generate warm, inbound leads from people who are already impressed by your thinking, whether they’re commenting on an opinion piece you publish, striking up a conversation after a presentation you give, or asking you to sign their copy of your book.
When you write and speak clearly and boldly about your most important values and beliefs, if prospective clients aren’t well aligned, you’ll both discover that early — saving wasted time and unnecessary stress for both parties
Nurturing a sales lead & guiding a prospective customer or client
If a prospect is interested but not yet sure you can deliver, send them your thought leadership piece on a topic relevant to their needs, reassuring them of your thoughtful expertise while furthering the conversation.
Your thought leadership can help bridge the gap between what clients say they want and what you know they actually need — helping them achieve their goals and become satisfied customers.
Closing a deal & supporting a successful client relationship or project
When included with a final proposal or contract, your thought leadership pieces will help demonstrate why you are the one right person to lead this project.
Use your thought leadership content to further educate your clients about what will lead to their success.
Keeping the conversation going
Thought leadership can help you connect more deeply with a past client or customer who may need you again, or one who may refer you to someone in their network.