Friday, December 7, 2012

Fill the Funnel - Talking to Prospects

Are You “Talking” to Enough Potential Customers Who Might Want to Buy?
If the market is big enough, potential customers are aware and your price is fair, and you still aren’t getting enough sales, the next step is to ask if you’re starting enough selling conversations to qualify leads. 

Critical first conversations focus on learning if potential customers are interested in buying what you sell. In printing, many initial qualifying conversations start with cold calls. If that’s true at your company, then having the sales team smile and dial more often is one way to pour more into the funnel.

Marketing tactics such as advertising, direct mail, telemarketing, and trade shows are other ways to open selling conversations by raising awareness in your marketplace. These programs help to introduce your company to a large pool of potential customers and encourage customers to call you.

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