fill your funnel
TRANSCRIPT
Top Ten Ways to Fill Your Sales FunnelSales Meeting
Remember Me?The concept of a sales funnel is crucial to direct selling successOur priority is to get as many leads in the TOFU(Top Of the Funnel) as possible
We All Want These Results
We All Want These Results
We All Want These Results
• Not bad each week, huh?
Too Few Leads
Will Produce This
DownwardSpiral
SO?
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
#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
#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
#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
#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
#7 Pick Up the Phone
FEAR?
• Just get over it!!
#6 Find Leads on LinkedIn
#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
#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
#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
#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
#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
TOFU MEANS
Next Time
Handing off your TOFU Leads to become Qualified Leads
Top Ten Ways to Fill Your Sales FunnelSales Meeting