Sales Funnel; How to Turn Hot Leads into Hot Clients!
Learn the importance of a sales funnel! While Leonardo Da Vinci is best known for his famous paintings, he was also one of the history’s most prolific inventors. One of his most famous quotes is “Simplicity is the Ultimate Sophistication.”
In a digital age filled with sophisticated gadgets and complicated software to drive those devices, is there still a place for simplicity? Take the case of a small business owner or sales rep managing the sales process from start to finish.
It all begins with leads.
You see something in the business pages or pick up something interesting about a company at a party, and you think to yourself they could use my products and services. How do you keep track of your “hot leads?” Scribbling notes on the back of an envelope are certainly simple, but not likely to work very well in the long run.
Sales Management Software
You can find sophisticated sales management software from places like industry leader salesforce.com. The costs of programs like these need to be measured not just in dollars and cents, but also in time and stress. While there are some free programs available, the ease of setting up the program is often more than meets the eye. Learning to use some of these offerings can be difficult even for the tech savvy user. For the technologically challenged, the learning process can be intimidating.
While the back of the envelope approach more often than not results in frustration and lost leads, there are other tried and true mechanical methods available for managing the customer generation process. Especially when you are small and just need something right in front of you. This one simple tool when used is still robust enough to get the job done without an investment of time and effort to learn how to use the tool.
The Sales Funnel
A graphic representation of four stages in the process:
- Hot Leads
- Opportunities
- Proposals/Quotes
- New Customers
Using this tool couldn’t be simpler. You can email us for a PDF copy of the Sales Funnel that you can take to your local office supply outlet where they can create a laminated copy in whatever size best fits your workspace.
Using this tool couldn’t be simpler. You can email us for a PDF copy of the Sales Funnel that you can take to your local office supply outlet where they can create a laminated copy in whatever size best fits your workspace.
How to Use The Sales Funnel
You can record your hot leads in erasable marker or with a post-it note. The post-it notes have distinct advantages if you use them with sticky dots, so you don’t find them falling off too quickly. When a hot lead yields a real opportunity, you only move the note down the funnel. When an opportunity moves to the proposal/quote stage; the note moves with it. What could be simpler?
If your prospecting base warrants it, you could use multiple funnels, with separate pipes for geographic location and industrial classification. Post-it notes allow you to record as much or as little information about your prospect as you need, as the notes easily stick to each other.
When you think about where your energy should fall, always look at your sales funnel from the bottom up. More often than not, once you obtain a client, you are on the next one instead of realizing excellent customer service for those new customers can produce not only new hot leads but also new quotes with those same clients. Warm leads are always better than a cold one. Make funnel notes in the new customer section with appropriate dates for follow-up.
If you feel you’ve grown into needing a CRM software (Customer Relationship Management), you still might want to give the Sales Funnel a test while you are researching the wonderful world of available CRM software programs.
Your favorite Internet Search Engine will yield lists of top programs for purchase as well as free offerings. Take the time you need to investigate programs thoroughly for ease of installation and use. As you do your research, remember to think like DaVinci. Even in powerful computer software, simplicity is still the ultimate sophistication.
Author, Trainer, Life Organizer®
Melinda Smith, CPO® organizes and executes action plans, training, and consulting. Great referrals are business owners, executives, and companies looking for sustainable change. Above all, she can help create a more productive work, a happy home, and a prosperous you.
Particularly relevant is the fact that Melinda has worked with companies and individuals for over 20 years. Conducting workshops across the East Coast, they include over 60 cities in 19 states. Equally important focus topics include Strategic Thinking, Teambuilding, and Organization. As well as Balance Strategies, Stress Management, and Embracing Change.
After all, Melinda was one of the first 200 in the nation to achieve a Certified Professional Organizer status. Also, she is also a graduate of the Western School of Feng Shui (pronounced feng shway).
Melinda has owned Balance & Harmony 360², Inc., since 2003. She is also the author of The Complete Guide for Balance & Harmony OWL Kit. Also, this kit consists of a book, workbook, and F.O.C.U.S. Journal as well as five products to help organize Work, Home, and You.
Melinda’s training, books, consulting, advising, and speaking options, as well as where to purchase, visit:
Website: www.balanceharmony.com
Website Store: www.balanceharmony.com/store
Twitter: https://twitter.com/balancehrmy360
Facebook: https://www.facebook.com/BalanceAndHarmonyInc
Google+: https://plus.google.com/117432847278066142434
LinkedIn: https://www.linkedin.com/in/balanceharmony360
Pinterest: https://www.pinterest.com/balanceharmony/boards/
Instagram: https://www.instagram.com/balanceharmonyinc