|
|
Like this article? PLEASE +1 it! |  |
|
Your Pipeline Could Be Fuller
| Guest post by: Mark Hunter |
Article Overview: Keeping your pipeline of prospects full is no easy task...but the payoff is worth it.
 |
Free Download - Why Your Customer Doesn't Like Your Price By Mark Hunter |
Your Pipeline Could Be Fuller
Keeping your pipeline of prospects full is no easy task. I'm not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your pipeline full. There's no way to slide into loads of profit without some effort – serious effort – on the front end.
To use an analogy, let's think of the athletes. Professional and Olympic athletes train for years for the shot to achieve national and/or international success. For some athletes, their competitions last mere minutes. Even for baseball, football, hockey, soccer and basketball players, their pinnacle moments may take place in games that last only a few hours. What does it take to achieve at such a high level? A tremendous amount of effort on the front end. We don't see the countless hours spent training, preparing, avoiding injury, healing from injury, finding the right coaches, acquiring the right equipment, managing time schedules, and juggling personal lives.
From a sales perspective, closing the sale is the "big event" – that's where the money starts flowing. But getting to that event takes a lot of effort and adjusting along the way.
From a prospecting standpoint, consider these questions:
What are the obstacles you're facing in growing your business?
If you can't identify specific obstacles, you can't begin to find ways to overcome those obstacles. Put it down on paper what is standing between you and more customers.
What percentage of new business comes to you because of referrals from your customers or your network?
Interestingly, some salespeople wait for their customers to give them referrals. It's like waiting for your friends to suggest a good restaurant instead of proactively asking your friends for restaurant recommendations. Start today to make it part of your follow-up process with current customers to ask them for the name of at least one contact or company that may appreciate you as a resource.
Referrals happen when you provide a superior customer experience. Networking is all about developing as many relationships as possible. To refine your networking and referral process even more, find ways to develop relationships with people who are in a position of influence.
What would happen to your business if you could expand your pipeline by 50%?
Now is the time to start dreaming big, because the more you visualize what business growth could mean for your company and you personally, the more motivated you will become. Start getting specific. Start listing ways that increased profit will benefit your company and you. Then let this motivation carry you to the next step – expanding your list of potential prospects.
What's the best new idea you've come up with in the past year for your business or sales process?
Write down one idea you developed and the positive impact it had once you implemented it. Then start coming up with more ideas to refine your sales process. You may wonder what this has to do with prospecting. The more you can see that ideas – big and small – significantly improve your sales process, the more momentum you gain in wanting to improve and wanting to prospect.
Creating Confidence in Others
Sales is all about conveying a sense of confidence in others. Prospects become customers when they believe in the product, service and/or salesperson. Without a level of confidence, there is no sale.
Prospecting can be hard, but the payoff is worth it. Grow your pipeline with the same focus as a committed athlete trains. In the end, the "gold" is worth it.
Lesson #2: Make Sure You Are Clear On Your Purpose
Lesson #1: Build a Brand with No Bounds
Lesson #3: If Your Job Does Not Excite You, Find a New One
Lesson #4: Put Yourself in Your Consumers’ Shoes
Making a Success of Reality: How Fuller Created an Entertainment Empire
Lesson #5: Reinventing Yourself is Risky but Rewarding
From Spice to Soccer: Fuller Charts New Territory
The Man Behind the Music: The Early Years of Simon Fuller
Filling the Sales Pipeline Whos to Blame
The Sales Pipeline
Improve Sales Performance with More Effective Pipeline Management
Assessing and Building Your Leadership Pipeline
Why You Should be Scared When Your Salespeople are Closing Lots of Business
Sales Pipeline Gives Sight to Blind Executives
Smooth Sailing or Storms Ahead ? How to use the Sales Pipeline to predict your future
Recruiting Strong Salespeople - The Sales Candidate Pipeline
Salespeople Should be More Like Children
Stop Managing the Pipeline, and Start Managing Your Sales Team.
What's With The Party-Pooper In Chief?
Developing a Structured Approach to Sales Pipelines - The Issues
Article Tags: business, business obstacles, profit, prospecting, sales
|
About the Author: Mark Hunter RSS for Mark's articles - Visit Mark's website Reprinting of this article is welcomed as long as the following is included: Mark Hunter, "The Sales Hunter," http://www.TheSalesHunter.com, © 2011 Click here to visit Mark's website   6 Dos and Donts of Using an iPad on a Sales Call Your Pipeline Could Be Fuller Go Ahead and Fire Your Customer Unselling What You Just Sold Negotiation Checklist to Ensure a Successful Outcome |
Related Forum Posts
Hello from Toronto, Canada
- Hello everyone!
My name is Peter Fuller and I am a Controller for a group of Radio Stations across Canada.
I am a Chartered Accountant and have an MBA from McMaster University.
My main online focus is helping offline local businesses with their online marketing needs.
I have already read some informative posts on this forum so I look forward to participating in the discussion.
Peter Fuller MBA CA
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
What to measure to be phenomenally successful in business
Making Money Blogging Can Be Tons Of Fun 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.