by Josh Chernikoff
If you’ve ever tried to get new leads for your business and felt ignored, you’re not alone. Many entrepreneurs work hard on outreach but face a tough challenge: rejection. It can feel vulnerable to put your business out there, wait for a response, and get nothing in return. This uncertainty can make you question if you’re reaching the right clients or using the right methods. Sometimes, it can even stop you from trying again, because no one likes to face rejection.
That’s where Chris and Corey found themselves. As the founders of RocketPD, a company focused on education and technology solutions, they knew their services were valuable. However, their first attempts at reaching out didn’t bring in the results they wanted. Instead of giving up or sticking with what wasn’t working, they chose to take a different path.
In this blog, we’ll look at the challenges they faced, the lessons they learned, and how they went from having no leads to getting 50 qualified prospects in just a few weeks.
Meet Chris and Corey: The Founders of RocketPD
Chris and Corey are the co-founders of RocketPD, a company dedicated to changing professional development in the education field. They aim to create meaningful and engaging learning experiences for teachers by working with schools and districts to offer training that fits each institution's needs.
Their mission is clear: to empower educators with the tools and resources they need to succeed in the classroom. They believe that when teachers improve, students benefit, and this drives everything they do. With backgrounds in education, Chris and Corey understand the challenges schools face and have built a company focused on making real changes in K-12 education.
The Challenge: Struggling with Lead Generation
Building a successful business can be challenging, especially when it comes to finding leads. Chris and Corey experienced this frustration firsthand as they tried to connect with potential clients. Despite their efforts on platforms like LinkedIn and email, they were met with disappointing results.
“ Six months prior to working with you, we tried to reach out over LinkedIn and email, and it was pretty much a goose egg all the way through.”
This feeling of stagnation is common among entrepreneurs. When outreach efforts yield no responses, it can lead to self-doubt and uncertainty about whether they’re reaching the right audience. Chris and Corey found themselves trying to create meaningful connections in their industries.
Discovering the Raise Your Hand Campaign
As Chris and Corey worked to improve their lead generation, they discovered the "Raise Your Hand" campaign, which changed everything for them. This approach invites potential clients to show interest in their services, making it a more interactive way to engage prospects. Instead of just trying to sell their services, they focused on understanding what their ideal clients truly needed.
“ By the end of the campaign (which took us about eight weeks ), we had 50 qualified leads in the hopper that we're working with, we had never had that kind of volume. So it was great to have people respond and for us to go to bat and see if we can score a win..”
The "Raise Your Hand" campaign helped reduce the fear of rejection often felt when reaching out to potential clients. Instead of waiting in silence, this method allowed prospects to express their interest directly. This not only validated their business idea but also made the outreach process feel more like a conversation than a cold pitch. By focusing on genuine engagement, Chris and Corey connected with people already interested in what they had to offer, making the process more manageable and encouraging.
Testing and Tweaking
Once Chris and Corey adopted the "Raise Your Hand" campaign, they needed to implement it carefully. They understood that just launching the campaign wasn’t enough; they had to monitor its progress and make adjustments along the way.
‘“And I think you're going to find that you're going to have to test things. What systems are you using to send and clean? How are you collecting those names?"
They quickly learned that having effective systems for managing outreach efforts was essential. They started small, knowing that building a strong foundation was crucial before expanding their efforts.
“ Just know what you're getting into and know that there are some technical hurdles to be overcome. Things work differently for everyone.”
This understanding helped them approach their campaign with a flexible mindset.
Their dedication to testing different strategies paid off. As they refined their messaging and adjusted their outreach techniques, they became more effective in engaging with their target audience. This process not only improved their lead generation but also created a culture of continuous improvement within their company.
“The key is that you're able to talk to someone in the context of value that they're starting to see. And they're opening up to you and that process becomes easier as you do it over time”
By focusing on value and refining their approach, Chris and Corey successfully navigated the complexities of lead generation.
Results
The work Chris and Corey put into the "Raise Your Hand" campaign quickly led to positive results. Within just a month of launching the campaign, they had secured about 20 appointments, a big improvement over their previous outreach. “By the end of that campaign, we had 50 qualified leads,” Chris shared. This increase in leads boosted their confidence and showed how effective their new strategy was.
However, Chris and Corey knew that lead generation isn’t just about getting immediate results; it’s also about building lasting relationships.
“So stay on top of those meetings. And then when you get in. That's probably not a sale that first call. So know that you're going to have to talk to these people, understand them. This is about building relationships over time. Just like with those 50 leads, we still have several of them in our funnel right now that we're working and continuing to talk to.”
They focused on providing value and understanding the needs of their leads, ensuring the relationships they built could turn into long-term partnerships. This approach set the stage for continued success in their business.
Lessons Learned
Chris and Corey’s journey taught them important lessons about the role of discipline and persistence in lead generation. One significant realization was that turning sales and marketing into a consistent process is vital for long-term success. Corey highlighted this when he said, “ I think that it's very important that you turn this process of the signature solution and really your entire sales and marketing into a discipline..” Effective lead generation requires ongoing effort, not just random campaigns.
Their journey involved not only generating leads but also developing a system to track and nurture those relationships. This perspective changed their approach from seeing it as a one-time campaign to creating a structured process that integrates sales and marketing efforts. They learned that consistency is key and that real value comes from building lasting relationships rather than chasing quick wins.
Summary
Identify Your Ideal Client: Clearly define your target audience, like RocketPD shifting focus to K-12 decision-makers.
Position Yourself as an Expert: Enhance your credibility, just as RocketPD used LinkedIn to establish authority in professional development.
Adopt Interactive Outreach: Engage potential clients through methods like the "Raise Your Hand" campaign, encouraging prospects to show interest.
Refine Your Offer: Create a clear and compelling message, turning your service into a “signature solution” that attracts attention.
Leverage Targeting Tools: Use precise targeting, like RocketPD did with LinkedIn Sales Navigator, to connect with the right prospects.
Craft Engaging Messaging: Shift from cold selling to value-based messaging that speaks directly to the needs of your audience.
Automate Your Outreach: Implement automation to handle outreach and follow-ups efficiently, freeing time for relationship-building.
Expand on Early Wins: Once you see success, amplify your efforts by using multiple channels to ensure a steady flow of leads.
Focus on Long-Term Growth: Build systems for consistent lead generation and relationship-building, rather than quick wins, to scale your business.
Conclusion
Chris and Corey’s experience with RocketPD shows a story of transformation through hard work and flexibility in their lead generation process. Starting from a place of stagnation, they faced the challenge of effectively generating leads. However, by using the "Raise Your Hand" campaign, they embraced a new method that focused on open communication and engagement with potential clients. This change allowed them to achieve immediate wins and develop long-term relationships, which are vital for a sustainable business.
Their journey reminds us that success in lead generation relies on a commitment to testing, adapting, and staying disciplined. They learned that having a structured approach and being consistent in their efforts can lead to significant results. As Corey pointed out, treating sales and marketing as a continuous discipline made a big difference for them. This shift in mindset not only helped them create momentum but also prepared them for the ups and downs of running a business.
Ultimately, Chris and Corey’s story highlights the importance of being open to learning and making adjustments along the way. Their willingness to embrace coaching, challenge their thoughts, and prioritize building relationships has set them on a path toward long-term success. As they continue to refine their approach and grow RocketPD, they demonstrate how a commitment to improvement can lead to meaningful results in the business world. Their journey serves as inspiration for others facing similar challenges, showing that with the right mindset and support, significant progress is achievable.