Autumn 2016 Update – Funnel Friday has been revised and re-launched to reflect changes and developments in the market – and to include NEW IDEAS AND TECHNIQUES THAT ARE WORKING NOW!
For example – LinkedIn is much more mature now than it was in 2012, and is a very significant sales and marketing tool for people working in the B2B market. Funnel Friday has been updated to reflect this.
Why call it Funnel Friday?
In order to grow our business we know all too well that our sales and marketing practices, processes and systems need to be improved.
Friday is a great time to work ‘on our business’ or ‘on our sales funnel’.
- We’re busy all week – earning fees, managing client relationships, negotiating for new projects, following up leads.
- Friday afternoon is a good time to gather together the learning points, ideas, feedback etc. from the week.
- There may be time to action one or two things that will make a noticeable difference ready for the following week.
- And there’s a weekend when we might be able to think more clearly and have more time to execute changes.
Sign up for Funnel Friday on the right ====>>
I’ve developed Funnel Friday for ambitious business owners, independent consultants and sales people.
- Funnel Friday is a weekly series of tips, ideas and techniques
- BONUS – access Six Actionable Ideas to boost your business today!
I do hope you find the tips and ideas useful.
And the biggest boost is when you take action and implement at least some of them
To your success
PS. And if you think this is a great idea please share through the buttons below.
Six Actionable Ideas to Boost your Sales Funnel
To introduce the series here are SIX actionable ideas, one for each stage of the marketing, sales and delivery cycle.
1. Attract new customers, leads or prospects:
If you have a PowerPoint presentation that you use with many prospects, or which you created for a prospect meeting this week, why not publish it online so other people who might be prospects can find and see it? Edit your presentation to take out anything you don’t want the world to see – such as confidential information, intellectual property, client specific details etc. Add your logo, picture and contact details to the first and last slides. You will need to create a Slideshare account if you don’t have one, and then upload the presentation slides. Add keywords within Slideshare so the presentation can be found by interested people. If you have time you can take it a stage further by adding an audio track to make it a SlideCast. Here’s Here’s one I prepared earlier on Social Media for Business.
Action: Edit a PowerPoint presentation you delivered recently and Upload it to Slideshare today.
2. Engage with people and gain permission to communicate with them:
Here are some things you can do weekly or monthly. Update your LinkedIn profile. Send out connection requests, to network contacts, previous colleagues, people in LinkedIn groups you belong to, people that LinkedIn suggests you might have something in common with etc. You can also make a TAG group and add people with similar interests to it, so you can email the group through LinkedIn later. Putting people into TAG groups makes it easier to send targeted messages to small groups, rather then a blanket message to a very large group. My LinkedIn tips page outlines some of the steps involved.
Action: Send 20 connection requests through LinkedIn, including a specific, individual reason why they should connect with you?
3. Nurture and develop desire and sales-ready leads:
Identify a significant topic about your expertise or a customer outcome from the past week. Create a short write-up; introducing the pain or issues and the business implications, outline the vision for when everything is sorted, cover what you did and your unique qualities in the situation, and then convey the urgency of why others should address this. With this core you could now send this as an email, or post it as a blog article, or create a PDF to use as an attachment, or all of these and more.
Having the ability to ‘publish’ makes it so much easier and worthwhile to create new content. If you control your company website or blog you already have a route to publish. If not, or you work for a large company, you could start by creating an account in your name on wordpress.com (so www.markjstonham.wordpress.com) and then link this to your LinkedIn profile via Apps. (NB. I’ve connected my Wurlwind Blog to my LinkedIn account)
WordPress is a very easy way to publish Blog Posts and Web pages. Sign-up for WordPress.com for free here, and secure your name.
Within LinkedIn you can connect to the Blog you’ve just created through this link . You can update the blog style by choosing from thousands of free templates, add free plug-ins and much more after you’ve started to add content.
Action: Draft then write a 1 page article (300-500 words) and publish it (ie. email, PDF, blog etc) and promote it (by email, social media etc.) so that at least 25-50 people have a chance to read it.
4. Sell and secure business better:
Look back over the last few deals you won, and those you didn’t win. You could contact customers and contacts who didn’t buy and ask them for feedback. Identify a few reasons or areas where you could improve, prioritise them and make changes in two areas. Maybe it’s your pricing, maybe your product or solution, maybe benefits that you should highlight, maybe your credentials and experience need to come across better. There may be countless reasons why people bought, or didn’t The point is to identify what they are, and make some improvements to capitalise on your strengths and learn from feedback.
Action: Create a two column list – 10 reasons why people bought this week and 10 reasons why people didn’t buy this week? What does that reveal, and what will you do differently next week as a result?
5. Deliver and help customers get value more quickly:
Consider the process customers go through after they’ve bought. Can you identify ways to help customers get value more quickly and at lower cost and effort to themselves? Can you communicate this better, to set their expectations and preempt questions? Perhaps there is a structured process that can be put together. Maybe the process you have could be improved. Ask customers for feedback, and this could help you in many ways; to improve your processes, to increase loyalty, to gain additional business, to get references and testimonials etc.
Action: Identify 10 questions that customers have asked once they have bought from you, and create appropriate responses and communicate them somehow next week
6. Show appreciation to your customers:
Look for ways to continue to deliver value to customers beyond the point where they have the initial benefit. Can you do something that costs very little, such as sending out a postcard or a personal thank-you letter. Perhaps telling them about something you learnt from a similar customer would help them. Maybe you were reading something on the internet and sending them a link, via email, LinkedIn, Twitter etc. would be really good to keep the communication going.
Action: Identify and contact say 10 customers today or next week with something that says ‘I’m still thinking of you’.
And now …
Which of these areas is most applicable to you, and easiest to complete in an hour or so.
Doing any one of these will put you in a better position for your marketing and selling next week.