The Domino Effect is a term often used in Lead Generation circles when a single lead (a moving lead (company planning to relocate)) can be leveraged and turned into three leads, or more.
If we find out who the company is early on in the process, the better success we can achieve.
It really isn’t rocket science. It a mixture of persistence, probing and major tracking.
So, this is basically how it works…
You speak to the company planning on moving (that’s one lead), you determine where they are moving to, and if it is early in the process there could still well be a company at the new location (that’s the second lead). When speaking to the original company that is moving, open the dialogue about their current space, and glean who has been inquiring about it. You will be surprised at the names of companies that will arise who are also in the process of looking for space, who are planning a move (third lead (at least)).
Be personable and conversational with the original lead, because it is usually the receptionist who reveals who the are other companies are coming to take a look at the space.