This document outlines the top ten ways to fill a sales funnel with leads. They include partnering with technology companies to generate leads, leveraging referrals, networking at industry associations, making phone calls, finding leads on LinkedIn, distributing flyers, conducting in-person visits to businesses, leveraging existing technology partners, attending local trade shows, and committing to a mailing program. The goal is to get as many leads as possible into the "Top of the Funnel" through various traditional and non-traditional methods to keep the sales process moving forward.

1. Top Ten Ways to Fill Your
Sales Funnel
Sales Meeting

2. Remember Me?
The concept of a sales funnel is crucial to direct selling success
Our priority is to get as many leads in the TOFU(Top Of the Funnel) as possible

3. We All Want These Results

4. We All Want These Results

5. We All Want These Results
• Not bad each week, huh?

6. Too Few Leads

7. Will Produce This
Downward
Spiral
SO?

8. How To Get More Leads TOFU
• Top Ten Ways To Fill
Your Funnel Up
• Some of these are
traditional, some radical
• What’s your level of
comfort or discomfort?
• You actually CAN do all of
these

9. #10 Technology Partner
• Add a Technology partner or two –
• Not just an alliance, but a joint venture
• This will produce a steady stream of
ready leads
• This needs a separate pipeline, but it
can be small
• As few as 3 or 4 “in the works” will
produce a great source
• This Funnel Filler serves many functions
• Realize first orders and revenue start at
least 6 months out

10. #9 Referrals
• We all want these sales
• The 3:1 ratio still true
• 3 referrals = 1 sale
• Call your happy clients
• Develop your referral
program
• Use your company’s program
• Best way to get referrals is
to…..ask
• Also get recommendation
videos and
• Recommendation letters

11. #8 Network with Associations
• Become “one of us”
• Establish long-term relations
in associations
• Speaking at different
association meetings
• Personal experience steps
• Call clients
• Get association info
• Call association in regards to
volunteering to speak
• Speak at local area meetings
• Talk with Decision Makers at
meeting
• Sometimes smaller meetings are
better

12. #7 Pick Up the Phone
• Make more calls – duh…
• If it takes 30 dials to set a
demo
• Do at least 60 fresh
dials/day
• Do that every day that ends
in a “y”
• Track it – see if those
numbers work you
• Schedule your phone
time
• Set a goal for each
session

13. #7 Pick Up the Phone
FEAR?
• Just get
over it!!

14. #6 Find Leads on LinkedIn

15. #5 Stuffing Flyers
• Traditional stuffing
• Go to light industrial area
• Go to professional
buildings
• Go Home Depot parking
lots
• Go Downtown Main St
• Put out 200-250flyers/week
• Casual wear(very)
• Hire your kids
• Saturday am
• Your message has shelf-
life
• Remember more in TOFU

16. #4 Hot Knocking Businesses
• What would happen with your
business if you do just ___
HK / month
• Do this during the week after
putting out your stuffers
• When did you last do 40-50
Hot Knocks in one day?
• Hot Knock on the weekend
• Look for the car in parking lot of
business
• Be dressed for success
• Expect to make a sale while you
are out there

17. #3 Leveraging Relationships with
Existing Technology Partners
• Association Code Client Billing Software
• No Association Code access
• No Association Code ALL SCRIPTS
• No Association Code ALLSCRIPTS
• No Association Code APPFOLIO
• No Association Code APPFOLIO
• No Association Code ASPC
• No Association Code ASPC
• No Association Code ASPC
• No Association Code BRIGHTTREE
• No Association Code BRIGHTTREE
• No Association Code BRIGHTTREE
• No Association Code CLIENT BOOKKEEPING
SOLUTIONS
• No Association Code COMPULINK
• No Association Code COMPULINK
• No Association Code CUSTOM TRUCKING
• No Association Code CUSTOM TRUCKING
• SK-Sikka DENTRIX
• SK-Sikka DENTRIX
• SK-Sikka DENTRIX
• No Association Code eagle soft
• SK-Sikka EAGLESOFT
• Look in your
client base
• You may have a
technology
partner just
waiting for a call

18. #2 Local and Regional Shows
• Smaller costs to enter a
local Trade Show
• You can choose
industries, or
communities
• You will be seen as an
expert and as a
consultant
• Much better ratio of
Decision Makers to
sales professionals
• Remember TOFU

19. #1 Committed Mailing Program
• Keep it going – rules of marketing
still apply
• Keep campaign going 6 weeks before
counting on revenue
• Choose your market(s)
• Be sure to call behind you mailer
• 20-30 pieces per day or more
(depending on your capacity)
• Choose a few of markets you
know well
• Every market has cycles
• Make this fact work for you

20. TOFU MEANS

21. Next Time
Handing off your TOFU Leads to become Qualified Leads

22. Top Ten Ways to Fill Your
Sales Funnel
Sales Meeting