Five Steps to Building A MASSIVE Sales Pipeline

Five Steps to Building A MASSIVE Sales Pipeline

Salespeople often spend most of their time selling to people they do not know and ignore the people they do. The easiest, fastest way to generate business is to sell to people who already know, trust and want to help you. Below are five steps to help you build a big, high-quality pipeline to quickly accelerate your sales results.

1 – Personal Network – The fastest way to generate business is to sell to people who already know you. The better your relationship with them, the easier the sale. Find out what they are doing. Let them know what you are doing. Do not sell them. Position your product only if there is a natural fit; otherwise, ask them for referrals.

2 – Prospect Referrals – Everyone knows someone. Asking your contacts for referrals will generally produce at least one to three names. When you are given a referral, ask for their contact information. Never say, “Will you give them my name.” Why? You want to maintain control of the sales process so you can take immediate action.

3 – Existing Customers – Contact existing customers to further serve them. You have invested time, energy and effort to earn their business, so mine it like gold. It costs eight times more to earn a new customer than it does to keep an existing one. The fastest way to accelerate revenue and profit growth is to sell more to existing customers.

4 – Past Customers – Contact past customers to see if there is anything that you can do to enhance the investment that they have made in your product. Issues and problems are opportunities to serve. Address issues and solve problems with new products. If no opportunities arise, continue to be of service.

5 – Unsold  Customers – Contact unsold prospects. Just because you did not close them the first time does not mean the prospect is no longer in the market for your product. Or, just because the prospect bought your competitor’s product does not exclude them from being a prospect again. Every contact is more valuable than one sale.

Revenue is the lifeblood of every company. Revenue solves all problems. Revenue is generated by sales. Asking for referrals and reactivating contacts will help you generate sales faster. Get people talking and thinking about you. In-person visits first (if possible); telephone conversations second. Contacts equals contracts.

All contents copyright © 2013, Josh Lowry. All rights reserved.

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