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.

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Your sales pipeline and how to increase your business sales

  1. 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. 2. The Pipeline is key because…….
  3. 3. How do you get new customerss? Do you start at A and hope for the best?
  4. 4. How do you get new customers? Do you hope you will be in the right place at the right time?
  5. 5. How do you get new customers? Do you put your business success to chance?
  6. 6. Or why not take a Systematic approach A sales pipeline is a systematic approach to selling a product or service.
  7. 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. 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. 9. Attract Potential Customers – 1
  10. 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. 11. Engaging Potential Customers - 2
  12. 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. 13. Nurture Potential Customers - 3
  14. 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. 15. Transact Potential Customers - 4
  16. 16. Transact Potential Customers - 4
  17. 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. 18. Deliver to new customers - 5
  19. 19. How we are improving InTouch - Pipeline
  20. 20. How we are improving InTouch - Pipeline
  21. 21. www.intouchcrm.com The Route to Success Good Habits Business Success Good People (i.e. You!) Good Systems
  22. 22. www.intouchcrm.com Don’t be left wearing the T Shirt
  23. 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

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