Gain Qualified Prospects With The Cash Cow Sales Funnel


by Nancy Drew | Drew & Associates - 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!

Related Tags: increase sales, lead generation, sales training, sales people, prospects, sales person

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