Innovative Ways to Keep Your Sales Pipeline Full
Face the facts. Your sales customers really couldn't care less if your sales pipeline is full or empty, as long as they can get their own product requests filled when they want it at a decent price. That's your job, not theirs.
However, you on the other hand, unless you are willing to be forced out of business by market forces, have to be proactive as to the best ways to keep your business going, and primarily, sales are more about building good relationships than having the best product out there. People buy products, but they buy from people they trust.
Here are 8 ideas to keep your sales pipeline filled:
#1. Keep track of your customer's accomplishments
Learn the power of Google alerts, and for your top customers, say the top 20 percent, be informed whenever your preferred company is in the news.
Let's say, for example, they got a new DOD contract which has nothing to do with your product. It doesn't matter. Send a note of congratulations, preferably handwritten, not via email, congratulating the company on their success. Trust us, this forges relationships when people get personal notes on their success, even if it won't profit you personally.
#2. Follow them on Twitter or Instagram
Eventually, your interest will be rewarded by keeping them in their peripheral vision.
#3. Host an event
Host an event and invite a key customer to give a small talk to other industry leaders on his or her particular level of interest
First, this shows a particular level of interest in your client when you assure him that others are also interested in what he has to say.
Second, events like this don't have to be expensive. Make it a small luncheon meeting with sandwiches and coffee. You act as the gracious host whose purpose is primarily to make introductions for everyone present.
#4. Host an informal client's dinner
In a suburban area, you may have a dozen clients, many who have never met on another.
Host a dinner with these clients, with no other agenda being that they are all your clients, you appreciate them as such and thought they would enjoy meeting one another.
Then sit back, and really listen, because sooner or later, the topic of conversation will turn to you and your company, and you can get great feedback as to how you can serve your clients better.
#5. Take a road trip
If you only occasionally see clients face to face, take a road trip, and concentrate your efforts on forging even greater personal relationships. Tell them you are not here to sell them anything, but you value your business to business relationship.
#6. Read the trade journals
Chances are you may not deal with the CEO direct, but if you read an interesting article or comment by a CEO of a company you sell to, make a phone call to your company contact and ask what's the best way to contact the CEO and express your admiration for the comments.
Normally, you will be invited to send it to your client contact who will then forward it on. It takes a little time, but it keeps you on solid footing with the company.
#7. Get feedback on your literature
Send new sales literature to your old clients and ask for their feedback on it. By making them the experts, you keep solidly in touch with them.
#8. Just pick up the phone
Call on your clients regularly, not to sell, but just to keep in touch with them. People love to do business with those who appreciate them as human beings. Keep track of birthdays, anniversaries, high school and college graduations, etc. It pays off.
by vofos on 2020-02-01 10:30:58
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