We recently introduced our Pay Per Performance model which takes all of the risk off the clients and strongly motivates our team to produce results. While discussing this over and over with many prospective clients, the question of a lead vs. a reach has come up frequently and so I wanted to write a brief note to clear it up.

While it’s easy to confuse a reach with a lead, they are distinctly different, one supremely better than the other. By the explanation below, I’ll let you be the judge to decide which one is better…

Lead: It’s just that – a lead. It’s someone that may have some interest. It’s a possible business connection or a possible business development opportunity.

Reach: It’s someone reaching, interested, with a relationship already established. They already know about you, have heard about you and have a general understanding of what you do and now they want more. It’s the diamond of prospective clients that you wish you had daily.

Now let’s look at the dictionary definition of each as taken from The American Heritage College dictionary:

Lead: 9. To begin or open with. To go first or guide. 3a. Information pointing toward a possible solution; 7a. The introductory portion.

Reach: 4a. To succeed in getting in contact with or communicating with. b. To succeed in having an effect on. 3a. Range of understanding; comprehension. 1. To stretch out or put forth; extend 3. To arrive at; attain

So from the above definitions, it’s clear that a lead is the start, an introductory part or a beginning and a reach would be much further along than that and in fact is closer toward the end of the cycle. A reach entails someone reaching out for something. The introduction and start have all taken place and now it’s at the point of stretching or reaching for more.

So as it relates to business development and new client procurement, which would you rather have?

Our agency exclusively deals with reaches for our clients … not leads. Our performance model is based on number of reaches which to me, is the most valuable thing to our company and and our clients companies.

For more information about our services, click here to view a presentation on SlideShare.

Over and over I notice many people and companies are out of communication, or at least have lethargic communication systems. What I mean by that is that they are slow to the draw, slow to reply, slow to take action or don’t take any action at all.

Communication is the very essence of business as well as the economy. The more you can create and the faster you can get it going, the more revenue flows.

Currently it seems there is quite a problem with communication. As a business owner myself, I find the importance of communication to be extremely high. I demand from my staff that a lot of communication go out to the world and more specifically, to our target audience. I also demand that we handle communication rapidly, as fast as we can, and keep our flows moving fast.

If I get an email related to someone interested in our company, we instantly reply to move the cycle forward. Phone calls are returned the same day and everyone in the company has a mobile device that allows for immediate response via email at any given time. Additionally, we developed the Social Media Press Kit (http://whywebpr.com/smpk) for the purpose of making ourselves more accessible in every imaginable way, be it text message, email, Skype, Facebook, Linkedin or to download our communication details through a vCard.

We rate communication highly. However I have noticed that not everyone operates this way. People delay in getting back via email or phone. They are slow to communicate many times, if at all. This type of operating procedure hurts them and their company. Procrastination has no place in the business world. Slowness is not a strength and being out of communication is damaging.

Take a look at your communication systems this week and test them. Do you immediately respond to emails? Phone calls? How much communication are you sending out to the world daily? Your company? Is that enough?

If handled, your revenue will skyrocket. Get yourself and your company into communication with the world. Send communication out, even if you simply start by sending out 6 hand-written letters per week or 10 emails to introduce yourself to people you would want to do business with. Get communication flowing and fast.

Robert Cornish
CEO
Richter10.2 Media Group

You know the feeling. That alarm clock goes off, you press the snooze (even though you know that only means that you’ll have to make your shower five minutes shorter), rush out the door and hopefully make it to work on time. The feeling seems unavoidable. As well as after your lunch break at work, when the clock reads 2 pm and you know that you have a few more hours of work to do, but you just can’t help feeling lethargic and annoyed at the thought of having to stay awake.
So what do you do? I have found some simple ways to get you through your work day and arrive at work in the morning feeling fresh and awake.

1) Don’t Eat Dinner Right before Bed

If you have the munchies before bed, a good thing to have is a little bit of fruit or some tomato juice. Something light and fruity. You don’t want to eat an entire meal right before you go to bed because the digestion process takes awhile. Try and leave a few hours in between your last meal and your bedtime and see how you feel in the morning.

2) Leave the Curtains Cracked

Leaving the curtains a little bit open will let some natural light into your room in the morning, which will help you wake up. The natural light can be strong but soothing.

3) Wake Up To The Smell Of Coffee

Get a coffee machine that has a setting for automatic brewing. Set it for a few minutes before your alarm clock goes off and when you wake up you will have a refreshing and lovely smell of freshly ground coffee in your room. Get fresh coffee beans!

4) Stretch Every Extremity

Stretching your arms and fingers out for about 15 seconds right after you wake up will help more than you think. It will get your blood circulating again in your body and helps you feel more energetic.

5) Eat A High Energy Breakfast

You would be surprised how just skipping your first meal of the day affects your energy level. You need to eat breakfast to get your metabolism going and to tell your body you are awake and ready to start digesting food again and making energy for your body. You can drink a protein smoothie, or some complex carbohydrates like a bowl of oatmeal or whole grain cereal topped with some fruit and skim milk.

6) Eat Protein Throughout The Day

Eating protein with your lunch will give your energy levels a boost. Snacking on nuts will also give you more energy, because they are high in protein.

7) Listen To Some Good Music In The Car

Find some good music, and get together an assortment of CDs to play on your way to work in the morning. Turn up the volume. If the weather permits it, open the windows instead of turning on the AC. The fresh air will wake you up, with the sound of the music, and get you ready for the day.

Take A Break

Take a break from your work desk when you’ve been sitting for a long time. Walking around to get a little exercise gets your blood flowing and can make you feel refreshed.

9) Chew Sugar-Free Peppermint Gum

There is something about the strong flavor of peppermint that makes you feel refreshed.

10) Cold Water

Cold water is refreshing, especially when it gets hot outside. Keeping your self hydrated throughout the day, and starting with a cold glass of water in the morning, will keep you refreshed and awake. Drink a cold glass roughly every hour, and splash some on your face when you need it.

Ali Magnano
Director of PR
Richter10.2 Media Group
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