Do you want to increase your revenue in 2009? Produce or buy a steady pipeline of sales leads. Too many sales organizations and sales processes ebb and flow their lead supply. This creates a loss of momentum as you dwindle and as you rebuild the pipeline. Sending your revenue production into a wild roller coaster ride.
This seems logical enough, but how do you really implement this?
1. Set Goals: This is of course the best way to make sure your pipeline is consistent. Simply work backwards–revenue target and conversion rate is all I need to know. Now, how many leads do I need in my pipeline to make it all work?
2. Measure Results: Of course, if you are not measuring you won’t know these numbers. Get a simple lead management system and start tracking your leads and conversion.
3. Be Ready: You need to constantly be ready with that 30 second, compelling response to: “What can you do for me?”
4. Prospect: Prospecting needs to be a scheduled, structured part of your sales day.
5. Get Referrals: Nothing has a better conversion rate, than a referral from a happy client. Build a system that creates a steady flow of these. Make it a part of every closing process.
6. Buy Leads: There is no better short-cut to maintaining a steady pipeline than buying leads. Aged mortgage and debt leads are also an economical way to fill in ebbs in sales pipelines. No matter how good your sales process is–you will still have slow patches. Use lead buying to fill the gaps.
If you build a sales program and lead management system that keeps sales pipelines full–you will have a very happy and productive sales team.
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