OK. So now you think the Holidays have gotten to me. No sales funnel? How could that be?
Here’s how. There is a step BEFORE the sales funnel takes effect and that is the WAGON WHEEL. In the illustration, I’ve used four different ways the prospect gets into the funnel.
Of all sales problems that exist now, moving someone through the sales funnel is still an issue. But a bigger issue is getting them in the funnel in the first place.
Mike Sigers (simplenomics.com) showed me this for his internet business. But the same things apply to the sales professional.
Write down the many different ways you “engage” with your potential clients. I suggest you have at least 12 ways. I put only four on this model because of space.
If you have 12 ways, then you must have a plan for each of the 12. For example, how do you encourage referrals now? Most people have no system for this. They just ask when they think about it.
Just spoke to a client in Dallas who is implementing a referral program in 2009. All sounds good in practice but the discipline must be there. At some point you must have a system…like a letter automatically goes out 4 weeks after the first installation. And that letter has a space at the bottom for a referral.
If you think that’s too corny, then make sure a copy of the letter comes to you so you can call the prospect personally and ask them.
Make a Plan
So take a look at what the spokes on the wheel look like for you and get about planning how you’ll engage more people in 2009.
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