There are several key takeaways that we’ve found over the years that could be helpful in ensuring that your sales pipeline is producing not JUST LEADS, but QUALITY RELATIONSHIPS THAT LEAD TO QUALITY OPPORTUNITES…
- There is a process to building sales pipeline, and this is it…
Here are a few keys to keep in mind as you work through each phase of the funnel of your sales pipeline:
- Data: 90% of sales pipeline problems are a result of an improperly solved, or unsolved data problems… in other words your prospect list and scripting.
This process begins with solving the Four W’s:
- Who (we want to contact), 2. What (we do we want to contact them about… your product or service), 3. Why (them… your value proposition/hook), 4. When (timing).
- What’s the end game? What are you trying to accomplish? Make sure to script your prospective outcomes accordingly ensuring the messaging is not what’s in it for you, but what’s in it for them.
- Marketing:
- You may be trying to reach your audience with the wrong marketing approach. i.e., Some prospects can be reached via email, but can’t be reached via telephone or LinkedIn.
- You can take a broad and shallow approach with marketing to help build your brand awareness with more prospects, less expensively.
- Relationship:
- This is where the rubber meets the road to building the “Know, Like & Trust” variables with your prospects; especially when selling bigger ticket items.
- In many cases the first step to success is to simply pick up the telephone and start building relationships with the top prospects off of your target list.
- Be clear on expectations.
- Building relationships take time. In most cases, it’s going to take 6-8 months to get to the point of an opportunity.