Lead Gen Part-5 of 5: How to Get the Timing Right

By now, you’ve learned how to: 

✅ Build a smart lead gen strategy (Part 1: The Big Picture)
✅ Craft a compelling message (Part 2: Messaging)
✅ Identify the right market (Part 3: Targeting)
✅ Use the right media (Part 4: Choosing Channels That Work)

But there’s one more piece that makes everything work together—and that’s timing.

To help you get the timing right, here's what I have for you in this issue:

🛠️  Lead Gen Part-5 of 5: Get The Timing Right with the Top of Mind Value Journey: How to build trust before they’re ready to buy—so you're the obvious choice when the time comes
🛠️ The "Top of Mind" Value Journey Checklist: Map your lead generation activities to the Value Journey so you stay relevant, remembered, and ready when they are

The Top-of-Mind Value Journey 

Most of your ideal clients aren’t ready to buy the first time they hear about you.

They’re on a journey in search of value—one that moves through four key stages:

1. Aware → 2. Engage → 3. Subscribe → 4. Convert

The mistake most consultants make is they try to force the sale too early.

Consultants with grace, gravitas, and fat bank accounts show up consistently, provide real value, and invite prospects to take the next step at the right time.

Here’s how:

🔄 Your Weekly Trust-Building Rhythm (Aligned to the Value Journey)

📍 Stage 1: Aware – Show up where they already pay attention

In the cold market, nobody knows you exist. And they don't care. So you've got to:

✅ Post consistently on LinkedIn
✅ Be a guest on podcasts
✅ Run targeted ads or share free resources

🎯 Goal: Spark interest and create initial visibility 

📍 Stage 2: Engage – Share helpful, relevant content

Showing might be half the battle, but the other half is being helpful. So...

✅ Teach simple insights (quick wins, mistakes to avoid)
✅ Tell stories and share behind-the-scenes lessons
✅ Ask thoughtful questions that invite conversation

🎯 Goal: Build credibility and connection

📍 Stage 3: Subscribe – Give something valuable away

Too many consultants are afraid to give away their genius. Don't be one of them. Share the what, but not the how...

✅ Offer a weekly newsletter
✅ Promote a lead magnet, cheat sheet, or workshop
✅ Send personal DMs to invite them onto your list

🎯 Goal: Move them from silent lurker to warm lead

📍 Stage 4: Convert – Make it easy to say “yes”

Make your informational offer irresistible and the call to action clear...
✅ Use soft CTAs in posts:

“Happy to share [your almost too good to be true offer]—DM if you're curious.”
✅ Share results and case studies
✅ Personally follow up with warm leads every 30–60 days

🎯 Goal: Offer the next step without pressure

💡 Low-Lift Consultant Stack (Just do this weekly):

✔️ Post 2-3x/week on LinkedIn
✔️ Send 1 useful email
✔️ Touch base with 3 warm leads

That’s it.

No funnels. No automation jungle. No overwhelm.

Just small steps, repeated with care. 

Remember, too techie, no checkie.

📌 The Big Takeaway

Lead generation isn’t about just “getting attention.” You've got to keep their attention by providing something of real value, and long enough to earn trust. 

When you match your visibility to where your prospect is in the journey. you’ll stop chasing leads…
And start getting messages like:

“I’ve been following your stuff for a while—ready to talk.”

That wraps up our five-part series on lead generation. I hope you enjoyed reading it as much as I enjoyed writing it for you.

Next week, we kick off a brand-new 7-part series:

The Benevolent Servant Leader Sales Framework — a practical, trust-first approach to selling that feels good and works. 

You’ll learn how to lead sales conversations with clarity, confidence, and generosity—without ever feeling pushy or fake.

Stay tuned. This next series might just change the way you think about selling forever.

Want to dive deeper? Check out these related articles:

🔎 The "Fire the Boss Forever" Plan (Part 1 of 5): Five Ways to Make Your Consulting Business So Profitable You'll Never Need a Job Again
🔎 The "Fire the Boss Forever" Plan (Part 2 of 5): Double Your Income With The Power of Group Coaching

You might also find these interesting:

👉 How to Segment Your List and Reduce Friction in Your Buyer's Journey
👉 Use These 5 "Signature" Tools to Grow Your Business

P.S.: When you're ready, here are more ways I can help you...