5 Ways to Keep Your Sales Pipeline Full

October 11, 2012


Nothing happens until a sale is made. A sale puts all the other elements of your business into action and helps you to align your service and products accordingly.

While it would be great to have a magic spicket we can turn on, it’s more realistic to roll up your sleeves and get to work on the right things every day. Selling requires continual commitment to process and habits that produce a result. It is a cause and effect system. If you create circumstances for a sale to be made, your system will produce a continual pipeline of opportunities.

Here are 5 ways to keep your sales pipeline full:

1. Create valuable content which connects.

People are looking for answers and insights to solve their problems. If you create content that speaks to this pain, you’ll become a go to resource that’ll make people eager to work with you. It means understanding what the problems are and writing articles, creating podcasts and recording videos that get concrete on how to help.

2. Get found.

There are two ways selling happens. Either you call someone, or they call you. Wouldn’t you prefer the latter? Getting found involves a commitment to being indexed by the search engines and optimizing your content continually. Don’t just produce content — ensure that it is being found and ranked high in natural search. Start with the SEOMoz’s free guide to SEO in order to get your website on top of searches.

3. Share content.

Use a feed reader to stay tuned into your industry and get information that helps your customers. As you run across this information, share it with people one-on-one or broadcast it online with sites like Twitter. You can also use apps like Hootsuite and Buffer to schedule and systematize your sharing. Just be sure that your posts sound natural, otherwise you will be perceived more like a bot than a person.

4. Build your email list.

An email newsletter is a great sales tool that enables you to infiltrate targets in a coveted place – their inbox. Use your newsletter to send subscribers helpful content and passively showcase your business to keep people engaged and subscribed. An easy way to get started would be with using a service like MailChimp.

5. Create a high trust approach.

Every week, focus on loading your sales funnel with a few key prospects that you would like to invest in. You must come up with a high trust approach. This can be a gift, a marketing book or a personal handwritten note. It will typically cost you in time and money. Start small with a group of likely candidates that you want to invest in and grow the system each week as you gain confidence. It takes thought, design and intentionality.


about the author

This is a guest post for the FreshBooks blog. FreshBooks is the #1 accounting software in the cloud designed to make billing painless for small businesses and their teams. Today, over 10 million small businesses use FreshBooks to effortlessly send professional looking invoices, organize expenses and track their billable time.