Stop the feast or famine
in your sales pipeline
by john chapin
f you’ve been in sales for any length of time, you
have more than likely experienced the ebb and
flow of prospects in your pipeline from time
to time. We all know there will be certain days,
weeks and months that are heavy with
appointments, servicing of accounts,
and other items that make it difficult to
find time to prospect. That said, here
are some ideas to ensure that you always
have plenty of prospects in the pipeline.
I
how to always have
plenty of prospects
First, you have to be prospecting every
day. Even on your busiest day, you’ve
got to make some prospecting calls.
No matter what you have going on
personally or professionally, there are
always 10 to 20 minutes in the day,
probably more, to make some calls. Over
a year, even a few calls a day really adds
up. Prospecting every day also ensures
that you stay sharp and get in the habit
of doing it.
take advantage
of slow times
When times are slow in terms of sales
and other activities, you have to take
advantage of these times by making a
significant number of prospecting calls.
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For example, if your goal is 20 calls a day, shoot for 40 or
more calls a day, when times are slow. This is when you will
get the majority of your prospects and also when you will
make up for the crazy-busy days in which you had little time
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