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How are YOU managing your sales pipeline?
If you've been struggling with the question of efficiently and effectively managing your sales pipeline - from leads through prospects to clients, then look no further.
You invest a lot of money in securing business, whether by attending networking and other events, purchasing lists, telemarketing and so forth. What's the point if those valuable contacts are not followed up and nurtured? How do you make this investment work for you?
Click here to find out more about databases
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PHASE 1 - LEAD GENERATION
What doesn't work well:
Business cards sitting in a box or book
How can they possibly be working for you? You spend valuable time and money attending networking and other events, only to store them in a box or leave them on your desk in a pile, thinking "I must send an email / call for a meeting / send an info kit". With many people, the most that happens is they are entered into Outlook or Excel and perhaps one contact is made and that's where it seems to end.
Slips of Paper and Post-it notes
Leads into your business are absolute GOLD! They are just too important to jot down on a piece of paper or post-it note which is easy to lose track of. New business opportunities should be recorded on a standard Enquiry Sheet that is customised to your business. Click enquiry_sheet for an example.
Diary and "Day Book" notes
Many use their diary or daily notes book to record important information, follow up notes and other details, but what happens after that date and the job's not done? It's easy to forget to review past notes. You need a system that will remind you when there's a task to be done.
Excel spreadsheets
Yes, this is starting to get a little more organised - but did you know that you can corrupt your spreadsheet, i.e. your entire "database" in one second? Just delete a cell instead of a row and your data will be 100% corrupted. Worst of all, you may not realise when you made this catastrophic mistake, and so you'll need to review your back-up documents for each day, until you find the one where the rows are level at the end of the sheet, and re-enter ALL data since then! There IS a much better way, using a dedicated CRM system this can never happen.
There are also limitation on easily recording follow up actions, to do lists etc within a spreadsheet. Emailing and mail merges from same are also more complicated than they need to be.
Outlook
Again, at least if you're using Outlook's contact manager, then that's a start! However this is nothing more than an address book, and it's cumbersome to use the address book, task list and email to manage communications, and none of these are linked to keep all items with each record.
THE SOLUTION IS EASY!
Click here to find out how easy it is to have a fully customised CRM system that works the way you need it to - designed to closely match your business processes. Never again lose information or important notes or tasks, forget follow ups or feel disorganise
Find out more about: Lead Generation & Market Research | Telemarketing
| PHASE 2 - NURTURING YOUR DATABASE
There are many ways to nurture your prospects and clients including:
Telemarketing
E-Marketing Campaigns
Customer Surveys
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