Every business owner to sales executive receives numerous leads each and every day from networking events to Internet opt-in lists. Tracking all this activity becomes a burden and may result in duplicate efforts. However, no matter the challenge, the end result is that some system must be developed or numerous opportunities may be lost forever.
During the last 10 years, I have tried numerous marketing and sales leads tracking systems. I first began with index cards as this was what I was using to before computers. (Yes, I am old.) Then I began to use on-line services as well as programs within my own computer such as Outlook. Colleagues gave me various systems using electronic spreadsheets. However, within all of systems some of which were excellent, I still found myself not being consistent.
Recently, I set a goal to construct and implement a tracking system that deliver to me the following:
1.Tracking of all leads with critical information including any potential needs
2.Tracking of all calls for first time appointments including additional information
3.Tracking of all meetings along with next actions
4.Tracking of all commitments and next actions
When I committed these objectives to writing, I realized that one of the tools that I currently use to track activity could be modified to meet these objectives. This FHEM (flat head experienced moment) caused me to actually wince because the answer was in front of me this entire time.
I use a 4 point system to keep my marketing activity and selling activity focused so that I can secure the revenue goals within my strategic plan. This is a simple plan and I am not sure who invented it. Each week the goal is to accumulate 20 points or 5 points per day. You reward yourself as follows:
1. One point for a lead
2.Two points for making an appointment
3.Three points for making the meeting
4.Four point for closing the deal or gaining commitment
I then constructed a spreadsheet where the first page was for leads, second page for appointments, you get the picture. Also since I have the habit of always acknowledging referrals I inserted after the leads page to make sure that thank you notes have been mailed.
Within my marketing plan, my goal is to speak at least two times each month because I consistently secure one client from each speaking engagement. I added another page to track speaking engagement as well as again to ensure that I send the proper acknowledgements.
As your marketing and selling activity increases, having a funnel that is part of the Five Universal Funnels Laws for Business and works with you is an absolute tool in your sales toolbox. Accept the fact that this is a process of trial and error unless of course you are mandated to use a specific tool. However, if you have the freedom to construct your own, then take the initiative to do just that. The end result is that you not only own it, but it will be in alignment with your strategic plan allowing you once again to work smarter and not harder.
Developing a Marketing Funnel to Increase Sales and Work with You - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Leanne Hoagland-Smith
(Visit Leanne's Website)
Are your sales where you want them to be?
Will you be one of the few who achieves
sales success or one of the many who have
failed to change? So what are you doing to
change those results? Let’s be honest,
with companies moving globally and at
lightening speeds, the traditional
business solutions are outdated and dead.
My approach moves your business out of its
comfort zone and secures your competitive
advantage now. If you are seeking to
increase sales, build customer loyalty,
create a culture of great attitudes or
just achieve some sleep filled nights,
then we should talk because my clients
have experienced exactly those types of
results. Learn more about customer loyalty
at www.processspecialist.
com/customer-loyalty.htm Give me a
call at 219.759.5601 for a free strategy
session. P.S. If you are seeking a
motivational speaker, sales trainer or
small business expert that will leave your
audience smiling and remembering, please
feel free to contact me at 219.759.5601.
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