We all want more leads in our sales pipeline, right? But, they won’t just appear overnight. You have to put in the work to fill your sales pipeline with high quality leads for your business. According to SalesStaff “68% of companies struggle with lead generation“. If you’re one of them, keep reading as we share 5 ways to fill your sales pipeline.
How to Fill Your Sales Pipeline Tip 1: Ask for Referrals
“92% of buyers trust referrals from people they know” according to Nielsen, therefore referrals are the most effective form of lead generation and a great way to fill your sales pipeline with prospective customers.
But, how do you ask for referrals? Here’s a few top tips:
- Focus on your best customers
Rather than contacting all of your customers, pick out your best customers and target them specifically. These could be your longest standing customers or the customers that have seen the most success since implementing your product or service. Doing this will increase the chance of your customers referring you and you’ll gain quality referrals for your pipeline.
- Offer an incentive
A small incentive can go a long way towards convincing your customers to refer you to someone else who could benefit from your product or service. Incentives like a discount off their next purchase with you, a free eBook or a gift card for example.
- Ask face-to-face
Asking for referrals face-to-face will get you far better results. If you’re in the type of industry that means you don’t usually meet your customers in person, then a call will be sufficient. But where possible face-to-face is best!
How to Fill Your Sales Pipeline Tip 2: Offer a Free Piece of Content
Offer a free piece of content on your website as a lead magnet and you’ll see a huge increase in your lead generation. This could be an eBook, an article, a guide, a video or an article- anything that your target customers might find useful. Make it really simple for them to download it and simply ask for their email address in return and you’ll see great results.
How to Fill Your Sales Pipeline Tip 3: Attend Networking Events
Attending networking events is a highly effective way to fill your sales pipeline because you’re able to build relationships with potential customers and really get to know them and the problems you could solve for them. When people can put a face to a brand, it builds a much stronger level of trust which is key to winning more business. Find networking events in your area here.
How to Fill Your Sales Pipeline Tip 4: Go Where Your Target Market Is
Determine where your target market is online; for example forums, Facebook groups and blogs. And who are they following on social media? Once you know this, you can join in discussions, offer your advice and guidance and subtly promote your product or service. It’s important not to try and sell too much but to offer genuine value without asking for anything in return. This strategy will take time but will certainly pay off further down the line.
How to Fill Your Sales Pipeline Tip 5: Offer Free Demos or Trials of Your Product
By offering a free demo or trial of your product or service in return for an email address you’ll be able to fill your sales pipeline with warm leads who may need just a bit more nurturing to bring them over the line. This works particularly well if, like us, you don’t ask for credit card details up front as this can put prospects off at the first hurdle.
If you need help to fill your sales pipeline, contact us here and we’ll be happy to offer you further help and guidance.
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