Your Pipeline Equals Your Profits (The ‘P’ Series)

Another double ‘P’ here, Pipeline + Profits. Let’s get into it.

A sales pipeline is simple. It’s a list or chart or different color Post-it’s if you like, of your prospective clients and where they are in the sales process.

A sample entry might look like this:

Jane Doe – met at networking mixer – hot lead – sent email about strategy call – follow up on Monday.

Entering, analyzing and using this information with every single lead you have is how you make a profit. Staying on top of your prospects and making sure your pipeline is not only filled, but flowing, is the answer.

A sales pipeline allows you to accurately forecast your next month, quarter or even year.

Using a CRM system, along with automation, is the best way to keep your pipeline flowing. This is a luxury you should appreciate, back in my early years in sales and running a business I would use index cards and sort them by month so I knew when to be working my pipeline.
If every time you meet someone you have to craft a new introductory email, you are wasting time and energy. Have an email ready to go in your CRM system for initial meetings. You can always pop in to add a little personalization, but automating the process will help you actually follow through.

Also make sure your system is setup to remind you when and how to follow-up. Day 1 an email, Day 3 a phone call, Day 5 another phone call, etc.

I’ve grown my businesses to 6 figures + by consistently filling and working my pipeline. I always know who I need to contact and what I need to say. A closed deal happens because a relationship was formed, a connection was made and follow-up was done properly.

If you don’t have a CRM system in place, research what is out there and what works for you or your organization.

There are systems for a solo entrepreneur to use, all the way up to extremely robust applications for a huge corporation. Some systems even allow you to connect social media correspondence, along with email and phone records, so every point of contact you have with a prospect is entered and catalogued.

If you want to talk about how to start filling your pipeline and how to work it to get to the profit, let’s have a conversation. Email me at support@slatersuccesscoaching.com and let me know a good time to chat.