Archive for Sales Funnel
Should marketing care about cash flow?
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Your marketing team needs to look at things differently to help you succeed in a tough market. Think of ways that you can make your customers feel more like part of a team that is helping each other get through these times. If you do that, your bill may not end up on the bottom of the pile.
On the American Express Open Forum, I give 10 things that marketing can do to improve your cash flow. Go to the Open forum and take a look. Thanks!
Referral Follow-up – Step 7
Posted by: | CommentsStep 7 – Referral Follow-up
Service, Product, Retail, Construction, Professional services, Employee, and Volunteer … it doesn’t matter. A referral system should include 7 basic steps that helps you identify and succeed in ways you never imagined. It is the basic understanding on how to apply the Referral Flood program to Your Business or Organization .
Step #7 – To bring your referral system full circle you need to devise two follow-up steps:
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Continue to market to your referral leads that don’t immediately turn into clients.
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Systematically communicate the progress of a referral back to your referral sources to keep them motivated.
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Since you inspect a shorter sales cycle you sometimes will give up on a referral more quickly. Well, you may find out since they entered the Hour Glass or Marketing Funnel at a different stage that maybe for this particular client you missed a step. Or, they may not have been that good of a referral and need to be educated more about your product. You should develop a system to re-qualify these people and send them back through your funnel. they may not have been viable candidates at all . However, by re-qualifying them you will have to make a decision of how to continue with them. Re-purpose some of the material in the top of the funnel and feed it back through to them. Keep the material fresh and try to automate this process as much as possible.
Referral Conversion System – Step 6
Posted by: | CommentsStep 6 – Referral Conversion System 
Service, Product, Retail, Construction, Professional services, Employee, and Volunteer … it doesn’t matter. A referral system should include 7 basic steps that helps you identify and succeed in ways you never imagined. It is the basic understanding on how to apply the Referral Flood program to Your Business or Organization.
Step #6 – What good are referral leads if they don’t become referral clients? You must map out a specific set of steps that will allow you to convert your referral leads. What I would recommend is developing a hour glass for this process just like you do a regular sales channel. If you do this, your steps in developing a referral client will become very clear. After a while, you will begin to recognize where the referral is entering your sales cycle at. Why is this important? If the referral is strong enough the prospect may already know, like and trust you. They may be ready for a trial offer. You may only confuse them by trying to build more knowledge and sending them additional information about your company. Understand the process and work it! A nice surprise would be that a significant portion of the sales cycle is skipped there by reducing your cost of sales.
Can Selling be this simple – yep!
Posted by: | CommentsI was going to talk about sales & distribution channels, hour glasses and funnels but why, when a pand-handler did it so eloquently.
Derived from a Seth Godin post: The panhandler’s secret
