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Sales Stops & Starts

Written by: Cheryl A. Clausen

Article Overview: Do you have a costly sales habit? The habit of heavily prospecting until you fill your sales funnel, and then stopping your prospecting efforts. You do it because you get busy meeting with prospects and taking care of clients.

Sales Stops & Starts

Do you have a costly sales habit? The habit of heavily prospecting until you fill your sales funnel, and then stopping your prospecting efforts. You do it because you get busy meeting with prospects and taking care of clients.

Sounds logical enough. Yet, these starts and stops in your sales funnel cause peaks and valleys in your income. Sometimes those valleys are more than you can take financially.

So what do you do? You have to take care of existing clients. You have to meet with the prospects your prospecting efforts have generated. How do you keep all these balls in the air at once?

The simplest solution is to work from a marketing plan and make everything as automatic as possible. Rather than focusing on prospecting for a while then setting your prospecting efforts aside to take care of current business, and then starting from scratch once you’ve worked through that business. A marketing plan looks at what you’ll do and when over the course of the entire year. No more income peaks and valleys.

No more wondering how you’re going to get your next appointment. No more setting appointments with people who aren’t even good suspects. All because you have an ongoing prospecting system to keep your sales funnel full.

There are a number of ways to make it automatic. When your marketing plan is primarily automatic it will get done. No excuses needed.

Simple and inexpensive options exist to do what you need done. This might include a one page website, an auto-responder, even an automated card mailing program. There are lots of options. There are even cost effective mail fulfillment options.

Then either the prospect enters their information in your marketing system once or you enter it and everything happens automatically from there. It really is that simple. Plus you have the flexibility to test and improve on the fly without suffering staggering extra costs.

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Article Tags: appointment, appointments, balls, card mailing, flexibility, fly, fulfillment options, habit, inexpensive options, mail fulfillment, mailing program, marketing plan, marketing system, peaks and valleys, prospects, starting from scratch



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