A healthy sales pipeline is one of the most important measures for sales success. It needs to be dynamic and constantly progressing or moving forward to the next stage. To do this, you need to reach your prospects across a range of different touch points and continually follow up your efforts in order to get maximum success. Here are seven practical ideas you can implement right away that will help grow your sales pipeline and keep all your leads moving in the right direction:
One – Email
Email marketing is one lead generation tool that should be in every sales person’s toolkit. But email alone just won’t get through the ‘noise’ that we all receive on a daily basis. An email marketing campaign accompanied by telemarketing can be a highly effective way to grow your sales pipeline with leads that are ready for conversion.
Don’t forget that with over 50% of email now being opened on a mobile device, you need to make sure your email template is responsive for mobile and tablets so there’s no excuse for people not being able to read them.
Two – Nurture
Some leads may remain in your sales pipeline for some time, purely because they’re not yet at the right stage of the sales funnel. Don’t allow them to just sit there doing “nothing”, have a lead nurturing process in place so you can continuously nurture these companies through subtle messages and communication, so that when they’re ready to buy it’s your company they come to.
Three – Upsell
The easiest and most predicable source of new business is sitting right under your nose – with your existing clients. But don’t assume that they know everything you have to offer. It’s about subtly educating them through regular communications through social media, email, telemarketing and casually mentioning other services when you speak with clients.
Four – Web Visitor Tracking
Tracking who is visiting your website is a very powerful tool in increasing your sales pipeline because companies that visit your website are actively looking for services such as yours. Consider these companies as your “perfect match”.
However, data is one thing, but you also need the resource in place to follow these leads up. If you don’t have the time to follow them all up, contact us to find out how we can help qualify them all and set up appointments for you. We can also help with software which records the identity of your website visitors.
Five – Get Social
Social marketing has become an indispensable part of the overall marketing strategy for many businesses. Knowing your audience, what’s important to them and how to engage with them in social spaces is critical if you want to improve your chance of lead generation success.
Find specific groups relevant to your business, take part in the conversation – share insights about an event you’ve recently attended or a niche topic to demonstrate your expertise. Be proactive on social channels, commenting and sharing posts that are relevant as well as providing your own thought leadership tweets and comments.
Six – Speaking at Conferences
Speaking at events and conferences is a great lead generator and can open up all sorts of opportunities for your business. Not only does it give you opportunity to promote your services to a room full of invaluable leads, there’s also a number of ways to leverage publicity before and after the conference through inbound web links, content marketing or sending emails to everyone on your database to announce your invitation as a speaker.
Following up attendees for feedback via a telephone call or telemarketing campaign is also a good way to reach out to qualified individuals.
Seven – Ask for referrals
Customer referrals are an organisation’s best friend. They don’t take any effort to generate (other than doing a good job for your existing clients), the leads are likely to be “sales-ready”, and they come recommended from someone that they know and trust.
However, you do have to be proactive about asking for referrals, and not be afraid to do so. There are subtle ways to do this; you might say “Hey, we’re targeting companies from this sector (not the same as the clients!), and wondered whether you had any connections we might reach out to?” If you do a good job for existing clients, most people won’t hesitate to share you with their own network.
What other tactics do you use to maintain and grow your sales pipeline? We’d love you to share your thoughts and find out which channels are working best for you. Contact us.