6 Ways to Keep Sales Moving Forward
When any business wants sales success, it has to have a strong sales pipeline. If you want continuous success, there are certain things that have to be done and taken into consideration. A healthy sales pipeline is a key way to keep leads moving in the right direction and growing until they become clients. Here are 6 pointers to help your sales pipeline flow and create more opportunities within your business.
Keep in Touch
It’s always been surprising to me, but somehow, people won’t follow up from an initial email or phone call when I’ve asked for more information, yet will try to pursue when I’m not interested. Prospects should not be left without attention, but instead kept in a subtle chain of interaction with your business. The bonus of this will come later – when they’re ready to discuss or procure, they are more likely to remember and consider you. By sending the occasional message to them, or a phone call every so often, you can keep them up to date with what’s on offer, or where they are at. You never know – reviews and renewals can happen rather earlier than expected…
Combine Marketing Methods
With Digital Marketing being as accessible as it is, tools such as email marketing and social networking should be used by every sales person. Emails are great as a first point of contact, or to have an ongoing discussion, but some campaigns to certain types of industry or decision maker won’t be enough to make a big enough impact. If you combine email with telemarketing (such as what we do for our integrated campaigns), it uses the best elements of both methods – using email as a focused targeting tool, and telemarketing to follow up and engage with people. It all keeps the pipeline flowing!
As mentioned before, digital is now becoming a key part of sales. By producing content to go out on social media and connecting with businesses and people that are relevant to your own, you can engage with topics and conversations that puts you into the sights of prospective clients. This allows them to see what you have to offer, and you to better understand what they’re looking for.
Remember to Up-sell
Your business already has clients, but don’t assume that once they have worked with you once, they’ll work with you forever. Life is forever changing, and your clients’ needs are also changing. If are happy with the service they have received, they could be more open to hearing about other services you could offer that could benefit them. Obviously, if you’re already working closely with them, you can offer advice or suggestions on helping them move forward with business, but the occasional conversation during a review can keep your clients aware of what you have to offer.
We keep mentioning websites on the blog, but that’s only because we’re trying to really emphasise the importance of them! Make your website simple but interesting! Your website is usually one of the first impressions people will get of your business, and if they like it, they’ll go further and contact your business. Make it easy to navigate, where the chance of contact through the website and the chance of leads will also increase.
Ask for Referrals
Create new leads through current clients. If your clients are pleased with the work they have received from you, they will generally have no objections with referring you to other companies that could benefit from your services. Be proactive though, and ask for the referrals if you are not receiving any. This is an interesting area actually, as we’ve had clients come on board from referrals thanks to other clients. Good customer service can, and often does lead you to places you’d never expect!
6 simple ways of keeping sales moving, right there.. Now, time to get in touch with that prospect from last week methinks…