I often talk about how you can fit more business into the windshield than you can in the rear view mirror. As sales people we know that a full sales pipeline = a full bank account. But unfortunately sometimes we tend to fall in love with our prospects and our sales pipe line slowly turns into a sales cup. Often a sales professionals make a critical mistake, they get a number of prospects that they feel comfortable with – maybe it’s 10 prospects maybe it’s 25 prospects – and then they focus all their energy on those prospects in that thresh hold. You have to open up your sales funnel so that you’re always looking for new business and here’s 3 things that will make that happen:
1. Only Communicate Multiple Times With VIP Clients. Too often I see sales people spending the same amount of time following up with VIP clients as they do with VIP client. Contrary to what your clients would like to believe – not all clients are equal. Also you need to realize that to become a F.O.N. you have to maximize your “time for dollars.”
2. Let It Flow! I mentioned earlier that it is a sales pipeline, not a sales cup. Pipelines flow, they carry high valued cargo efficiently and effectively. Cups hold left over, stagnant time wasting left overs. Become systematize and automated to keep your pipeline flowing at a nice steady pace, which brings me to my next point.
3. Beware Of Cycles! The sales cycles that is. Early on in my start up business I would notice a trend – we would have a crazy busy, people running rampit month followed by a twittle your thumbs competition the following month. I needed to get to the bottom of this. My problem? You guessed it – I had fallen in love with my prospects. This kind of love can really hurt… your business! I revamped and restructures. I created a system for following up with both VIP and Non-VIP prospects. The result? A steady more predictable flow of new clients and an increase in revenue!
Implement these three steps and you will have a pipeline that is cleared out, cleaned and flowing nicely in no time flat!