Gain Qualified Prospects With The Cash Cow Sales Funnel
- Date: 2010-10-15 - Word Count: 622
Share This!
I've had the privilege to work with hundreds of sales and business people all working hard to make more money and stop wasting time doing activities that don't serve us. Across all industries, every entrepreneur shares a common need - a constant stream of referrals and the ability to instantly convert those prospects to buyers.
Here are two super successful steps to transform your empty funnel into one full of qualified prospects. Honestly a funnel full of people who really are not interested or not qualified to buy is worse than no sales funnel at all because you are wasting valuable time with non-buyers!
Step 1: Help me help you - maximize referrals out of your existing contact base
Go to the low hanging fruit first by contacting previous clients. People who have done business with you in the past are more likely to buy from you again. This approach often gives you a 2:1 success ratio!
Secondly, tap into your social contacts. They know, like and trust you, and they want to see you be successful. These contacts are more than happy to send business your way, but they can only do it when they clearly understand what you do. Yes, it seems basic. But how many times have your friends, or even family, told you they have no idea what you do for work? Your contacts need to be able to explain to others what you do before they can refer business your way.
Here's the key point when you are educating existing and new prospects: 90% of what you say must provide outcome - meaning the benefits and results clients receive from working with you. Provide specific, positive outcomes others have gained from working with you:
"The Smith's house sold in 5 days, and we bumped up their original price by 10%. Not only did they get more money it was a huge time saver and relief not having to show the house for months on end!"
People buy results, outcomes and benefits. And they want people proof from others who have had great results.
Step 2: If no one knows you're "kind of a big deal" you're not networking in the right places!
Have you ever felt this way?
• You know your friends are perfect prospects but feel awkward approaching them so instead let them approach you - which they don't.
• You don't want to come across as pushy when trying to develop prospects and end up with nothing.
• You have a hard time overcoming the objection and give up after the first no.
• At best, you are getting a polite or indifferent response to your offering.
If this feels familiar, my next networking secret is for you! Get ready to have qualified prospects approaching you!
Proven fact - your business will grow with qualified prospects/buyers when you speak to interested groups. When I speak to qualified groups, 1 out of every 5 people in the audience will approach us after the presentation because they are interested in working with our company.
There are literally hundreds of networking groups, associations, buyers in your field of expertise who are looking for speakers. When you deliver a presentation based heavily on outcome qualified prospects will find you. Selling to qualified prospects is a joy compared to trying to convince someone they need what you're selling.
If you have limited funds this is an excellent way to build qualified prospects in your funnel for FREE - if you have limited time you're maximizing your efforts by presenting to hundreds of people instead of one on one which means MORE TIME for you!
Presentations packed with interesting statistics and valuable information, including the success others are having, skyrocket your CLOSE RATIO.
After this, you won't have to point out "you're kind of a big deal" - they'll already know!
Here are two super successful steps to transform your empty funnel into one full of qualified prospects. Honestly a funnel full of people who really are not interested or not qualified to buy is worse than no sales funnel at all because you are wasting valuable time with non-buyers!
Step 1: Help me help you - maximize referrals out of your existing contact base
Go to the low hanging fruit first by contacting previous clients. People who have done business with you in the past are more likely to buy from you again. This approach often gives you a 2:1 success ratio!
Secondly, tap into your social contacts. They know, like and trust you, and they want to see you be successful. These contacts are more than happy to send business your way, but they can only do it when they clearly understand what you do. Yes, it seems basic. But how many times have your friends, or even family, told you they have no idea what you do for work? Your contacts need to be able to explain to others what you do before they can refer business your way.
Here's the key point when you are educating existing and new prospects: 90% of what you say must provide outcome - meaning the benefits and results clients receive from working with you. Provide specific, positive outcomes others have gained from working with you:
"The Smith's house sold in 5 days, and we bumped up their original price by 10%. Not only did they get more money it was a huge time saver and relief not having to show the house for months on end!"
People buy results, outcomes and benefits. And they want people proof from others who have had great results.
Step 2: If no one knows you're "kind of a big deal" you're not networking in the right places!
Have you ever felt this way?
• You know your friends are perfect prospects but feel awkward approaching them so instead let them approach you - which they don't.
• You don't want to come across as pushy when trying to develop prospects and end up with nothing.
• You have a hard time overcoming the objection and give up after the first no.
• At best, you are getting a polite or indifferent response to your offering.
If this feels familiar, my next networking secret is for you! Get ready to have qualified prospects approaching you!
Proven fact - your business will grow with qualified prospects/buyers when you speak to interested groups. When I speak to qualified groups, 1 out of every 5 people in the audience will approach us after the presentation because they are interested in working with our company.
There are literally hundreds of networking groups, associations, buyers in your field of expertise who are looking for speakers. When you deliver a presentation based heavily on outcome qualified prospects will find you. Selling to qualified prospects is a joy compared to trying to convince someone they need what you're selling.
If you have limited funds this is an excellent way to build qualified prospects in your funnel for FREE - if you have limited time you're maximizing your efforts by presenting to hundreds of people instead of one on one which means MORE TIME for you!
Presentations packed with interesting statistics and valuable information, including the success others are having, skyrocket your CLOSE RATIO.
After this, you won't have to point out "you're kind of a big deal" - they'll already know!
Related Tags: increase sales, lead generation, sales training, sales people, prospects, sales person
Your Article Search Directory : Find in Articles
Recent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very - How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove - The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar - Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with - Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se - What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi - Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r - Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi - Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat - Find Your Favourite Car Through Used Car Dealers In Melbourne
For as long as there have been cars, people have fallen in love with a specific model or brand. They
Most viewed articles in this category:
- Cold Calling - A Surprising Way To Gain Insider Information
If you knocked on all the doors in your neighborhood, you'd learn a lot about the people who live ar - How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a - How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept - The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some - Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest - Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T - The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi - Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem - Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer - The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou