Keep the Pipeline Flowing

Frank Traditi, www.coachfrank.com

Frank Traditi is an executive coach, small business marketing expert, and co-author (with C. J. Hayden) of Get Hired Now! “ ‘How do I turn more prospects into clients?’ ” asks Traditi. “That’s the burning question asked by nearly every service professional or consultant. Is there a secret code that unlocks the door to success? Not at all. The answer lies in your follow-up.” He explains:

Following up is the focal point for all of your sales opportunities. It’s why the follow-up bucket is so prominent in the marketing and sales cycle. While you may feel that your services are good enough to sell themselves, it is consistent follow-up that truly moves your prospect from “maybe” or “later” to “yes.”

To keep all of your potential client opportunities flowing smoothly in and out of the follow-up pool, make following up a priority. If the sales process has slowed down, it’s probably due to lack of follow-up. Try to engage in some form of follow-up activity every day.

Let go of any fear, uncertainty, or doubt about following up with your prospects. They actually expect your call and want you to help move the relationship forward. Remember to offer value in all your follow-up activities. Every contact with your prospects is a chance to demonstrate your expertise.

And keep track of your progress. Always know where you are in the sales cycle with each prospect. This will help you move every prospect toward a sale much faster.