your sales pipeline and how to increase your business sales
DESCRIPTION
Your sales pipeline and how to increase your business sales - A presentation our Founder, James White gave at a recent event.TRANSCRIPT
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www.intouchcrm.com
The Simple 5 Step Sales Pipeline which will help Secure New Business
James White – Founder & Small Business Champion
July 2014
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The Pipeline is key because…….
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How do you get new customerss?
Do you start at A and hopefor the best?
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How do you get new customers?
Do you hope you will be in the rightplace at the right
time?
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How do you get new customers?
Do you put your business success to chance?
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Or why not take a Systematic approach
A sales pipeline is a systematic approach
to selling a product or service.
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We believe thereare 5 key stages
to gaining a customer
The trick for the seller is to match the buyer!
The Sales Funnel – The Sellers & Buyers
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• Mediums • SEO/SEM, • Online
advertising, • Social media• Content
marketing
• Metrics• Clicks• Page Views• New Visits
Show Interest / Attract
• Head• Reviewing
options• Be easy to
find• Need to build
knowledge
• Heart• Looking for a
ohh• What it can
do for me?• Initial
attraction
Buyer Seller
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Attract Potential Customers – 1
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Engage
• Mediums• Webpage• Sign up forms• Facebook forms• Draw entry
cards• Referral cards• Reviews
• Metrics• Landing
page• Time on site• Pages per
view
Seller
• Head• Realistic
option?• Looking for
experience• Looking for
other customer views
• Heart• Tell me a story• Understand
me
Buyer
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Engaging Potential Customers - 2
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Nurture
• Medium• CRM• Email• Video• Social Media• Deliver value,
insight, educate• Include ‘calls to
action’
• Metrics • Downloads• Plays• Visits• Goals• Opens/Clicks
Seller
• Head• Clear
differentiator• How could it
be delivered?• What is the
risk
• Heart• I remember
them!• Others trust
them• Their helpful
Buyer
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Nurture Potential Customers - 3
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Transact
• Medium- On-line?
Ecommerce- Off-line? face to
face or phone- Email- Granular offer,
various price points
• Metrics• Assessments• Phone calls• Conversions• Track where
and how & when
Seller• Head
• Cost• Support• Ease of
transaction• Get out
options
• Heart• Don’t make
me just another lead
• Do what you say you will
• Give me a ‘wow’ reason to buy
Buyer
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Transact Potential Customers - 4
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Transact Potential Customers - 4
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Deliver
• Medium• Automated
process• Referral
scheme• Surveys• Case studies
• Metrics• Reviews• Comments• Survey
responses• Tweets
Seller
• Head• What’s my
next issue• When will x be
live• What is the
support process?
• Heart• Thank
goodness• Re-convince
me I’ve done the right thing
• Make me smile
Buyer
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Deliver to new customers - 5
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How we are improving InTouch - Pipeline
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How we are improving InTouch - Pipeline
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www.intouchcrm.com
The Route to Success
Good Habits
Business Success
Good People(i.e. You!)
Good Systems
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www.intouchcrm.com
Don’t be left wearing the T Shirt
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www.intouchcrm.com
Thanks for listening & good luck!Contact us with any questions you have
@jijwhiteuk.linkedin.com/in/jijwhite
www.intouchcrm.com