Developing a Marketing Funnel to Increase Sales and Work with You

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.


SMB coach, sales and organizational culture authority, Leanne Hoagland-Smith is the People and Process problem solver for forward thinking leadership who want to dramatically improve their business and sales results. What this looks like differs for each SMB and why a phone call to 219.759.5601

Go Deeper | Website

Want More?

New Graphic
Subscriber Counter