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Your sales pipeline and how to increase your business sales

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Your sales pipeline and how to increase your business sales - A presentation our Founder, James White gave at a recent event.

Your sales pipeline and how to increase your business sales - A presentation our Founder, James White gave at a recent event.

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Transcript

  • 1. www.intouchcrm.com The Simple 5 Step Sales Pipeline which will help Secure New Business James White – Founder & Small Business Champion July 2014
  • 2. The Pipeline is key because…….
  • 3. How do you get new customerss? Do you start at A and hope for the best?
  • 4. How do you get new customers? Do you hope you will be in the right place at the right time?
  • 5. How do you get new customers? Do you put your business success to chance?
  • 6. Or why not take a Systematic approach A sales pipeline is a systematic approach to selling a product or service.
  • 7. We believe there are 5 key stages to gaining a customer The trick for the seller is to match the buyer! The Sales Funnel – The Sellers & Buyers
  • 8. • 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
  • 9. Attract Potential Customers – 1
  • 10. 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
  • 11. Engaging Potential Customers - 2
  • 12. 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
  • 13. Nurture Potential Customers - 3
  • 14. 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
  • 15. Transact Potential Customers - 4
  • 16. Transact Potential Customers - 4
  • 17. 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
  • 18. Deliver to new customers - 5
  • 19. How we are improving InTouch - Pipeline
  • 20. How we are improving InTouch - Pipeline
  • 21. www.intouchcrm.com The Route to Success Good Habits Business Success Good People (i.e. You!) Good Systems
  • 22. www.intouchcrm.com Don’t be left wearing the T Shirt
  • 23. www.intouchcrm.com Thanks for listening & good luck! Contact us with any questions you have @jijwhite uk.linkedin.com/in/jijwhite www.intouchcrm.com