Keeping your sales pipeline on track

February 08, 2010 at 07:00 PM

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Analysts say we're heading towards the end of the recession, but your sales are probably still a bit sluggish. Need some tips to get a head start? Adrian Miller lays out a plan to take back your sales:

? Remember to replenish. Make sure that your sales schedule is continuously being added to and bumped up with new clients. By always having individuals at different stages of the sales process, you'll consistently have some that are coming through as new business.

? Stay on the grid. Don't risk dropping out of your client's mind. Fine-tune a program that utilizes phone, e-mail, snail mail, as well as the three I's: invitations, introductions and information.

? Keep pushing ahead. Though it can be tempting, don't give in to the nasty, irritable, impatient part of you that's reacting to recent difficulties. Instead, keep this in mind: You will never reclaim any of your return on time if you give up. So, hang in there. You'll be glad that you did.

? Be honest. Clients may say they're not interested due to the recession, but don't let that fool you. Take a hard look at your business and your products. You might need to refine your own strategies and techniques.

Though it can be easy to do, don't fall into the trap of blaming everything on the economy. There are salespeople who are successfully acquiring new business each and every day. By following these four steps, you'll help jumpstart your pipeline to get you back on track as the recession subsides.

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