www.intouchcrm.com

The Simple 5 Step Sales Pipeline which will help Secure New Business

James White – Founder & Small Business Champion

July 2014

The Pipeline is key because…….

How do you get new customerss?

Do you start at A and hopefor the best?

How do you get new customers?

Do you hope you will be in the rightplace at the right

time?

How do you get new customers?

Do you put your business success to chance?

Or why not take a Systematic approach

A sales pipeline is a systematic approach

to selling a product or service.

We believe thereare 5 key stages

to gaining a customer

The trick for the seller is to match the buyer!

The Sales Funnel – The Sellers & Buyers

• 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

Attract Potential Customers – 1

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

Engaging Potential Customers - 2

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

Nurture Potential Customers - 3

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

Transact Potential Customers - 4

Transact Potential Customers - 4

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

Deliver to new customers - 5

How we are improving InTouch - Pipeline

How we are improving InTouch - Pipeline

www.intouchcrm.com

The Route to Success

Good Habits

Business Success

Good People(i.e. You!)

Good Systems

www.intouchcrm.com

Don’t be left wearing the T Shirt

www.intouchcrm.com

Thanks for listening & good luck!Contact us with any questions you have

@jijwhiteuk.linkedin.com/in/jijwhite

www.intouchcrm.com