You Need What I Have
September 23, 2011
Our Pure Q&A discussion Tuesday night was all about managing a pipeline. There was a lively discussion about making contact, working through objections, closing sales and puff pastries. How can it get any better than that?!
We had an excellent panel that covered every part of the process. Using the golf metaphor Craig applied, we talked about driving skills, the middle/fareway game and the putting. Our panel included Craig Allen (Owner) Adventyx, Melinda Barr (Owner) Get Up and Grow, Nicky Hale (Branch Manager) from PNC Bank, and Tom Conway (Account Manager) KI Technology Group.
Did you know that with cold contacts closing 1% is good!? With referred or warm contacts you can increase your close rate by another 16%!! Melinda presented these numbers and then the panel helped participants walk through the tactics of getting referrals, including:
- from your current customers
- through referral groups like BNI
- from business owners with complimentary offers
- from membership groups
- and more.
Although tips and techniques weren’t new, the discussion was a clear reminder that we all need to have them. Choose something and then measure, measure, measure. How are your sales possibilities coming to you? How are you following up? What words and actions help you close?
If you’d like to hear more about the spreadsheet that Craig offered to share that helps you track contacts, status and other funnel info, please contact him directly!
Also mentioned by Tom Conway was a book about “The Go Giver” which is one interpretation of a sales philosophy that is not only an easy read but very helpful in guiding your everyday interactions with others, customers and non-customers alike!
In conclusion attendees were happy. Here’s some of what they said:
- “It’s a great reminder that I need to get a handle on my follow up processes. I might have some low hanging fruit I didn’t know about!”
- “Wonderful to see that I’m not in this alone. Everyone needs to sell.”
- “I clearly know now what part of the sales process I don’t like and I can get someone else to do that part.”
Hope to see you all at the next Pure Q&A on the 18th of October when we talk about “Financing your Business”.
Cheers — Miche