Jill Konrath

 

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[Video] How to Get More Prospects in Your Pipeline?

  
  
  

 

As sellers, we want to keep as many options open to us. We want to be able to pursue business with anyone who has the potential to buy from us. But doing this actually has a boomerang effect and reduces your sales effectiveness.

Here's what you need to do to get more hot prospects in your sales pipeline:

You must focus, focus, focus.

Focus on certain types of customers. Put together a campaign and go after law firms. Or, think about what the school districts might need. Or how about mid-sized manufacturing firms. The more focused you are the better your message resonates.

You can also focus on certain types of decision makers. Immerse yourself in the challenges faced by HR Directors and contact them. Or General Managers. The more focused you are, the stronger your messages.

Finally, you can focus on any one of your products/services. Rather than trying to sell the whole shebang, take just one of your offerings. What's it's value proposition? How does it help companies? What problems does it address? Craft a message around that.

The worst thing you can do is to try to go after a broad base of customers. You'll sound like a jack-of-all-trades and a master of none. Prospects want experts. So again, focus, focus, focus. Be the expert. How to Get More Prospects in Your Pipeline?

What do you think? Has focusing been effective for you -- or not?





Jill KonrathJill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.


Comments

Sound advice, Jill. By focusing and creating expertise and mastery in a specific area, you can then expand to a new area of focus. And what a great source of referrals as you build your business base.
Posted @ Thursday, January 12, 2012 9:40 AM by Babette Ten Haken
The materials and webinars that you put out there are very very helpful and although alot of the concepts are common in sales, your materials are great reminders of the behaviors and actions that reside at the core of success in sales. Thank you very much! ZH
Posted @ Thursday, January 12, 2012 9:42 AM by Zachary Hazen
Great post Jill! When you create a focus on your prospects, as you say you can focus your intent tighter. 
 
Thanks again Jill! 
 
Regards, 
 
Larry 
Posted @ Thursday, January 12, 2012 6:55 PM by Larry Megugorac
Good Advice. Sales people, especially less experienced tend to do the shot gun approach rather than focus on a particular industry,one of your core products or identifying the actual decision maker.
Posted @ Tuesday, January 31, 2012 9:31 AM by Alan May
Excellent message! I get my sales team to describe what their ideal client looks like ... industry, position in firm, family situation, age, where they reside or work, interests, income, individual need, etc. ... then I ask the question "where can you find lots of these people?". Invariably they then design targeted campaigns to attract these ideal clients.
Posted @ Thursday, December 06, 2012 5:25 AM by Sasha Grujic
Thank you for the valuable information. I think that alot of people and small businesses are trying to be as you put it: jack-of-all-trades and a master of none. 
 
We've acknowledged this and are focusing on specialised services. Thanks again.
Posted @ Monday, January 28, 2013 6:35 AM by Elemental Web Solutions
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