Harvey Mackay: Looking For Leads

There are no jobs until somebody makes a sale. But there cannot be a sale without a lead. The entrepreneur's lament: But I don't have any leads! Not so, says Harvey Mackay, CEO of Minneapolis-based Mackay Envelope Corp. and author of numerous bestsellers, including Swim With the Sharks Without Being Eaten Alive (William Morrow & Co.).

Entrepreneur: Where can we find good leads?

Mackay: For 30 years I have said, Bass are where you find them. So are customers. Customers are out there. The entrepreneur must always have his antennae up. It's a matter of focus--focusing on finding leads wherever you go. Do that, and there's never a shortage of leads.

For instance, every customer is a source of leads. Sell [your product or service] to one securities firm, and you know every securities firm is a potential customer. Plus, that one sale gives you credibility in the whole industry.

Entrepreneur: Is there a secret source of good leads--one we might be neglecting?

Mackay: I'm often asked how many salespeople Mackay Envelope has. The answer is 400. You're kidding! most people say. How many employees do you have? The answer is 400. We remind them to please keep bringing us leads because leads turn into jobs.

Entrepreneur: What's another secret weapon for getting leads?

Mackay: It's amazing how many leads a banker has. Another terrific source is the chamber of commerce. In the Twin Cities area, there are nearly 2.5 million people. How many active businesses do you suppose there are? About 74,000. That blows people away, but in every metropolitan area, there are many more businesses than you might think. You can find out about them through the chamber, where you can also make personal contacts that turn into sales. Leads are everywhere--if you look for them.

--R.M.