A key characteristic of top salespeople is their ability to organize and follow through on filling their sales pipeline. We recommend a five-touch best practice rule to follow after a lead is qualified. Learn how to increase your percentage of closed deals at the end of the prospecting process.
We recommend a five-touch best practice rule to follow after a lead is qualified. Five touches, in a variety of creative ways, then, if the lead is still cold, set them on a three-month ticker. Wash. Rinse. Repeat.
Listen To The Podcast:
Resources:
- REGISTER for the online course: How to Build a Robust Sales Funnel (I am mentioning a special coupon code in my podcast. Find it and save 100% of the course fee!)
- Find out more about Alen Mayer’s coaching program to help you succeed in your cold calling activities.
More about the Episode:
To make your follow-through even more effective, adopt creative, value-driven prospecting techniques, like sharing that new marketing white paper or ping them with an article on changing market dynamics that may affect their business.
When to follow up is just as important as how you do it. We recommend once per week as a benchmark that is both respectful and non-harassing. Don’t be a stalker, be a helpful consultant, ready to aid them when they need it most. If you build it, they really will come. Eventually. By having the most consistent follow-through you will find yourself forging long-term relationships with these client-targets. The sales will likely be larger and you’ll garner more referrals as a respected colleague of their business.
Here are the two important considerations that are sometimes missed when qualifying a lead:
1. Do you have the right decision-maker?
2. Do they have the budget?
Here’s what you need to do today to improve your sales pipeline:
The right way to approach the budget question is after you have a clear understanding of the potential clients’ wants and needs.
Then share that you have the right mix of products/services to help them solve their problem – and describe what you can do. As you’re waxing poetic, state that the typical budget for this service ranges from x to y. Conclude by saying you would love to put together a proposal that outlines what you’ve discussed. Would they be comfortable with that?
Leave a comment below:
Let me know what you think and what will you change regarding your sales pipeline I’d love to hear from you! And/or… if you’re already a success in managing your sales pipeline, let us know a favorite strategy or revelation you’ve had about using the phone when selling! I can’t wait to hear from you!