Your sales pipeline and how to increase your business sales - A presentation our Founder, James White gave at a recent event.

1. www.intouchcrm.com
The Simple 5 Step Sales Pipeline which will help
Secure New Business
James White – Founder & Small Business
Champion
July 2014

2. The Pipeline is key because…….

3. How do you get new customerss?
Do you start at A and hope
for the best?

4. How do you get new customers?
Do you hope you
will be in the right
place at the right
time?

5. How do you get new customers?
Do you put your business
success to chance?

6. Or why not take a Systematic approach
A sales pipeline is a
systematic approach
to selling a
product or service.

7. We believe there
are 5 key stages
to gaining a customer
The trick for the seller is to
match the buyer!
The Sales Funnel – The Sellers & Buyers

8. • Mediums
• SEO/SEM,
• Online
advertising,
• Social media
• Content
marketing
• Metrics
• Clicks
• Page Views
• New Visits
Show Interest / Attract
• Head
• Reviewing
options
• Be easy to
find
• Need to build
knowledge
• Heart
• Looking for a
ohh
• What it can do
for me?
• Initial
attraction
Buyer Seller

9. Attract Potential Customers – 1

10. Engage
• Mediums
• Webpage
• Sign up forms
• Facebook forms
• Draw entry cards
• Referral cards
• Reviews
• Metrics
• Landing page
• Time on site
• Pages per
view
Seller
• Head
• Realistic
option?
• Looking for
experience
• Looking for
other
customer
views
• Heart
• Tell me a story
• Understand
me
Buyer

11. Engaging Potential Customers - 2

12. Nurture
• Medium
• CRM
• Email
• Video
• Social Media
• Deliver value,
insight, educate
• Include ‘calls to
action’
• Metrics
• Downloads
• Plays
• Visits
• Goals
• Opens/Clicks
Seller
• Head
• Clear
differentiator
• How could it
be delivered?
• What is the
risk
• Heart
• I remember
them!
• Others trust
them
• Their helpful
Buyer

13. Nurture Potential Customers - 3

14. Transact
• Medium
- On-line?
Ecommerce
- Off-line? face to
face or phone
- Email
- Granular offer,
various price
points
• Metrics
• Assessments
• Phone calls
• Conversions
• Track where
and how & when
Seller
• Head
• Cost
• Support
• Ease of
transaction
• Get out options
• Heart
• Don’t make me
just another
lead
• Do what you
say you will
• Give me a
‘wow’ reason to
buy
Buyer

15. Transact Potential Customers - 4

16. Transact Potential Customers - 4

17. Deliver
• Medium
• Automated
process
• Referral
scheme
• Surveys
• Case studies
• Metrics
• Reviews
• Comments
• Survey
responses
• Tweets
Seller
• Head
• What’s my next
issue
• When will x be
live
• What is the
support
process?
• Heart
• Thank
goodness
• Re-convince
me I’ve done
the right thing
• Make me smile
Buyer

18. Deliver to new customers - 5

19. How we are improving InTouch - Pipeline

20. How we are improving InTouch - Pipeline

21. www.intouchcrm.com
The Route to Success
Good Habits
Business Success
Good People
(i.e. You!)
Good Systems

22. www.intouchcrm.com
Don’t be left wearing the T Shirt

23. www.intouchcrm.com
Thanks for listening & good luck!
Contact us with any questions you have
@jijwhite
uk.linkedin.com/in/jijwhite
www.intouchcrm.com