Friday, September 30, 2005

The Sales Funnel

I have been doing some study on the sales funnel, what it is, what to do with it and why it is important. Since I am a high Visual I needed a spiffy graphic to help me understand it. Here is one I found that really describes it in simplistic terms.

What became apparent to me is that you need to first identify who fits into section "C" or what is your niche and who is your target audience. Then you need to find them for section "B" and make them aware of your product or service. You will then need to facitilate a process to allow them to be in a position to buy it from you "A."

On a tape that I have been listening to it even suggests that you attach a dollar value to each of the potential customer so that you can track the potential dollars you can earn. When you don't get the sale, you can see what that might have cost you. The goal is to then debrief and see why it didn't happen and then determine what each transaction cost you. The best part is you can really learn from this and create strategies for the future on how you handle future opportunities.

Friday, September 23, 2005

Be there or Be Square

I have to tell you that when my alarm clock went off at 5:30 this morning I was not jumping for joy to get up to get to an early morning networking event. I actually thought, well it wouldn't be so bad if I missed this one, I'll just go to the next one. Then I heard the responsible adult say, get up and make it happen. So out of bed and out the door I went. I took the kids to the before school program (which they love-helps with the guilt) and got to the meeting. This was an interesting exercise in itself since there is a huge convention at the convention center and all the gates were closed to get in and the room was not set up for anyone to easily find the meeting. Finally, I arrived and was able to sit down and enjoy my meal and some great conversation.

The presentation was terrific. Actually, it was alarmingly short which allowed for a great interaction with the group and some really deep conversations. I felt really good about some the feedback I was able to contribute and the contacts I made there. Overall it was a great event.

So what's my point? At any time in the process I could have bailed on going to this event. I could have let being tired keep me from being there. I could have been frustrated with getting into the facility be enough to send me back to the office. I persevered and kept my focus on the goal which was the consistent behavior of being out there to capture opportunities. The good news is that this was a fruitful event that will lead to a qualified future. All in all a successful event.

Wednesday, September 14, 2005

Nuggets from the Room

It was a great class on Tuesday. It usually is, but the energy this week seemed to be pretty amazing. Some great stuff was said that really stuck with me. I am sure I heard some of it before, but it really hit home this time.
  • You can't manage time, you manage behavior. Basically, we all have the same amount of hours in a day, so what we do in the hours is what matters.
  • Presidents Club and Quick Start was likened to the need to consistently sharpen a knife after some use because it gets dull. So for those of us in the trenches, selling and/or allowing our customer's to buy from us, we need to be in the room on a regular basis to make sure we don't get rusty, dull and loose our skills. That is when we hone them.

Good stuff. Sometimes I have to pinch myself, because I love what I do so much.

Monday, September 12, 2005

Focus Grasshopper

You are probably wondering what happened to the posts. It has been a month since the last post. Well, for me life kind of got in the way, and I am just now getting back into my grove. I had a death in the family, there was a week of vacation and the back to school dance which now translates into the more time for Lia shuffle. So now that I have a handle on my schedule, and I've sorted through the last month, what is next?

The Power of Focus!!! I am creating a plan with behaviors that will generate quantifiable results. The plan is well rounded to include both cold and warm activities as it relates to prospecting as well as the activities of nurturing current clients. I am sharpening my saw with new tools that will help me help my clients and grow as a professional. All in all it is a great time.

Although the last month was a bit hectic and more like a roller coaster ride, it was a time for growth and great insight which will lead to giving me the ability to go from good to great.