Infinity pool or bath? Today’s sales pipeline by Phil Stubbs

Yes, I remember selling when all our contacts and prospects were kept in a file or a Rolodex and when we changed jobs they went with us. It took a while to ‘fill’ our bath – management would always tell us sales was like filling that bath – the water was our prospects and we needed to keep the water topped up. As we know with baths – too much water and they overflow.

Salespeople can only juggle so many balls – they have to keep filling the bath to replace the water that’s spilt out, the pipeline always needs topping up. Building up that pipeline is like painting the Forth Bridge – once you think you have finished you have to go back and start again. Sounds like a full time job – when does the selling take place? Very good question.

Wouldn’t it be great if you didn’t have to keep topping up the bath – if you had an ‘infinity pool’ that appeared to go on forever, never running dry and never overflowing.

Welcome to the world of ‘social selling’ – get it right and it will provide you with enough water (prospects and enquiries) to keep the pool full and you don’t have to worry about the supply. Social selling can provide inbound interest leaving more time to convert propects that are ready to take the ‘plunge’.

Contact phil@guildhatch.com to see how you can adapt you business to take full advantage of social media. #engageviaguildhatch

Don’t let a prospect slip through your fingers

I have recently typed my contact details on a few sites and they either go into a black hole or are forwarded to an email account that isn’t monitored as haven’t had any contact from the companies in question.

Rule #1 – it’s a good idea to send an auto reply so the person that’s taken time to fill in their details knows you have received them

Rule #2 – a good one if it may take time to deal with their enquiry. With the auto reply send a whitepaper or link to some content that may be relevant to their enquiry.

Rule #3 – don’t forget to follow up! It’s amazing how many leads aren’t followed up – can you afford to leave cash on the table?

 

Getting someone leaving their details on your website is the start – you then need to ensure your engagement strategy is strong.