Developing a Marketing Funnel to Increase Sales and Work with You
Developing a Marketing Funnel to Increase Sales and Work with You
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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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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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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