The root of having a constant stream of income is to have a healthy sales pipeline. One that is filled with quality leads that are just waiting for us to convert.
Here’s what you can do to create your healthy sales pipeline:
1. 🥋 Prospecting is a Discipline
Instill it as a habit and discipline to constantly be prospecting.
You cannot just prospect whenever you feel like it, you have to prospect nonstop!
What does prospecting actually mean?
You either prospect for new clients or existing customers for new opportunities.
It’s like getting up in the morning and brushing your teeth.
It’s a discipline, you have to do it every single day.
2.📞 Prospect When When You Don’t Need It
Keep prospecting even when you don’t need it. Otherwise, it may be too late when your pipeline dries out!
It’s like trying to borrow money from the bank, borrow it when you don’t need it, so you don’t become desperate.
If you prospect before you need it, you’ll have tons of leads, appointments, opportunities, you will not be desperate.
3. ➕ Referrals
Constantly ask for referrals from your existing clients.
If you’ve asked enough, you’ll get tons of referrals, and fill your pipeline with qualified prospects.
4. 🎯 Look For Your Target Customer
Which is your right industry?
Which is the right account?
List down 100 of the top customers that you want to penetrate, and target them effectively.
Because you have to study the accounts before you can actually get the appointment.
If you want to fill your pipeline with opportunities, you have to look non-stop for industries and companies that you want to target.
So, keep looking for these customers and you will eventually fill up your pipeline with tons of appointments.
5. 👍 Qualify Your Leads With B.AT.O.N.S
Ensure you have quality leads by filtering them out with the following criteria:
Budget
What is their budget for this product or service?
Authority
Their decision-making process.
Timeframe
Timeframe for their decision-making process.
When are they going to deploy the project?
When are they going to buy the products?
Others
What other companies are they considering and what’s your differentiation against them?
Need
Pain points of the customer that needs solving.
Size
Volume and structure of the organization that you can sell to.
If you use BATONS to qualify the leads effectively, you are going to get tons of qualified prospects in your pipeline.
And that’s how you can increase the velocity of your deal size and speed up your selling cycle.
Take these steps and I guarantee that you will have a healthy sales pipeline!
Share this with someone who needs a healthy sales pipeline 👍
