Episode 6: Establishing A Sales Pipeline

Hosted by  Brennan Dunn and  Eric Davis.

Show Notes

• 00:50  - Sales Pipeline


• Moving people through a series of steps to get them to be a paying customer


• Acquisition to qualification to scoping to clients


• 04:11  - Content marketing to project delivery


• 08:02  - Tracking leads


• Highrise


• Fat Free CRM


• PipelineDeals


• Pipedrive


• Whiteboard


• Spreadsheet


• 12:29  - Networking


• Referrals


• Are they a good fit?


• Do timelines overlap?


• 14:36  - Qualification


• Why should this project exist?


• Do you have budget?


• When do you want to start? Are there deadlines?


• Are they the owner of the project?


• Is this a new type of project for your company?


• How did you hear about me?


• Are they talking to any other firms?


• 22:27  - Referring to elsewhere


• End on a good note and don’t burn bridges


• Provide value


• Keep in touch and follow up when they are a good fit


• 26:02  - Scoping Meeting/New Client Consultation System


• 28:48  - Communication


• FollowUp.cc


• Patience


• 30:56  - Follow up after project completion

Resources

Brennan  -  Obie’s Document Templates,  IndieConf 2012

Eric  -  Freelancing Weekly,  PipelineDeals

Action Step

Reflect on your own business and put together a checklist of things that you ask a new client to qualify them and to bump up your professional factor by having a systematic icebreaker.

Next Week

Obie Fernandez

Transcript

We’re hoping to get a transcript later.