Know Your P’s

I was talking to a client just the other day who had over 6 figures out in proposals, yet wasn’t clear on where everyone was in the sales pipeline. She was worried about current cash flow in the business, because so much money was tied up in her proposals.

This is a great lesson for making sure you are identifying where each potential client is in the pipeline and taking steps to close them.

Proposals are great. Closed business is better.

  1. Don’t send a proposal blind, via email. Schedule a call or an in person meeting to review the proposal. By setting up a follow-up automatically, you’ve already made a huge step in closing the sale. You can answer questions and eliminate worry on the other end by talking it through right away.
  2. Get on the phone and find out where a prospect is in their decision making. Is it a yes, a no or a not right now. They will be happy you called. We are all busy and someone not returning your call is not a sign that they aren’t interested, it’s just a sign that they have a great business and they are busy closing their own sales. Calling shows you are being of service. Emails get lost and are impersonal.

My client contacted many of her outstanding prospects and the results were fantastic. They were happy that she took the time to touch base, because they really needed to talk to her.

I know picking up the phone seems scary at times. We feel like we are bothering someone or surprising them. That is not the case at all. Filtering through dozens of back and forth emails is a lot more bothersome than spending 30 minutes on a call. Plus, tone over email can be taken in different ways, whereas a phone call is direct and clear communication.

And that communication is key in booking business. Even though email is a necessity in this day and age, using the old fashioned phone is a real differentiator. You will see a direct effect on your sales, when you start dialing, instead of typing.

Work your pipeline consistently to create a full load of clients and a consistent cash flow. Find a few moments out of every day to reach out, say help, connect, stay top of mind.

If you want to talk your P’s, reach out to me at support@slatersuccesscoaching.com.