You Are after a Closed Sale, not a Sales Cycle

You Are after a Closed Sale, not a Sales Cycle A lot of business owners believe that the lead generation process should be a continuous one. This means that you are working with the same set of leads every time you have a new product or service to offer. This is probably one of the worst notions you will ever have when it comes to lead process. This is because you will just end up dealing with the same leads who are not really interested with your proposal as of the moment. On the other hand, leads would probably be annoyed too for being offered with almost the same thing over and over. What is very important is that you should learn how to qualify them. Those leads who don’t meet the criteria that you’ve set up can then be placed under the lead nurturing program. This way, you don’t end up completely losing them. You can also make sure that their interest over your business in general will still remain high. Using the Sales Funnel Concept Perhaps one of the best methods that can help you in closing a sale rather than going for a sales cycle is the sales funnel. This is sometimes called sales pipeline or sales tunnel. Regardless of the term, the main point of this one is to ensure that you can really narrow down your leads to include only those that fit the qualifications that you have. Yes, it is very similar to a liquid funnel. The opening is usually the biggest, and a large amount of fluid can go through. However, along the way, the tube gets thinner or narrower, and only a specific small portion can get into the container. There are different layers that are part of the sales pipeline. First you have the huge amounts of leads. You can have as many as hundreds to even thousands, depending on the marketing campaign you’re doing. For example, in trade shows, you can have hundreds of new leads. You can have more with your opt-in list. The next layer can be called initial contact. This is the part where you are going to make a proposal to your leads. It could be through their phone number or through their e-mail address. Usually, you don’t easily offer them your products and services, but you want to know if they are interested to know more about them or not. This is also the time when you can start to narrow down your choices since there will be some of the leads who will not be interested with what you have. Then, you come up with qualifiers, depending on the products that you’re currently selling. These will further decrease the number of your leads to deal with. After all, there are some of them that will not meet the criteria. For one, they are not the target market. Second, they may not have the money to buy what your offers. Third, they have other preferences.



These leads that don’t qualify to your lead campaign will then be nurtured. How? One of the best techniques is through drip marketing. You send out little marketing materials to their e-mail to ensure that your company is not clearly forgotten. You can also use this method to make your leads more qualified. For example, if you’re selling gadgets and a lead is only interested with a laptop, you may be able to convert him to buy a digital camera instead through your drip marketing. This way, you don’t have to wait for a long time to make him sales ready. Lead nurturing will also make your prospects feel that they are important assets to your business since you take time to send out information and offers.



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