7 key tips to fill your pipeline with prospects

7 key tips to fill your pipeline with prospects

Are you struggling to attract enough quality prospects to your business?

Follow my top tips to start to get those ideal clients queuing up to find out more about you.

 

Create a plan – don’t just work ad hoc

Fail to plan, plan to fail.  I use that adage a lot as it is so true.  If you just stick your finger in the wind and hope something will work if you throw enough out there, you are likely to waste an awful lot of time and effort.  Have a structured plan of exactly what you want to achieve over a specified time period.  You can then prepare the right number of messages to the right audience in the right marketing channels that will significantly increase your chance of success.

 

How many prospects do you want?

If you want to gain 5 new clients this month and you know you gain one client out of every 5 calls you make, then you need to speak to 20 warm prospects.  And then if you know that you get 1 warm prospect out of every 5 prospects you engage with, you will need to find 100 new prospects this month.

Now you have a clear number to aim for and plan to achieve rather than just aimlessly trying to get as many as you can.

 

Where do they hang out?

Where do your prospects hang out or go to find a solution to the problem you can solve for them?  Is it online or offline, or a mix of both.  Wherever it is, you need to find out and be there with your message.

If it is social media, are you sure which channels you should be on?  Rather than just blindly follow the crowd with the major players such as Facebook and Twitter, do some research on others such as Snapchat and Periscope and see if your prospects are hanging out there and asking questions.  This could be a better use of your time than trying to break through the ‘noise’ of over saturated options.

Create messages that talk directly to your prospects

You need to be talking in the same language that your prospects use.  By this, I mean using the same keywords and phrases that they use as if they see these in your marketing message, they are more likely to resonate with the words and take notice.  Start to join in groups and forums and take note of how questions are asked and what words and phrases are used.  Use questions as a starting point for your marketing message by creating a message that helps answer it or gives tips as to how to solve the problem posed.

 

Be consistent and persistent

There is no point putting your message out there a couple of time and then giving up because you didn’t get a response.  It takes time, particularly online.  You need to be persistent and consistent to raise your visibility.  Just because your post something in a Facebook group or on your page and you know it is there does not mean that many others will see it.  There are hundreds of thousands of other messages out there and if you prospect isn’t reading at the right time, your message may easily get missed as it will have dropped down the news feed.

If you are networking face to face people will take time to get to know you and find out what you are about.  You can’t expect to go to one meeting and sign up new prospects immediately.  They will want to see that you are there for the long run and not about to disappear after just one session.

 

Get prospects to engage in conversations

Once you have the attention of your prospect, get them to engage with you in a conversation so that you start to build a relationship and trust.  Ask questions to get to know them better and find out how you can help them, whether online or offline.  Ask them to complete a survey, again to find out more about them and to help identify a solution for them.  Offer some free advice to build trust and awareness of what you can do for them.  This way you keep them engaged and interested in talking to you so you can build a future relationship.

 

Stick with it

Following on from being persistent and consistent, allow your marketing to take time.  You may be surprised just how many people are quietly watching you and taking an interest.  When the time is right, if your message and offering is right, they will get in contact with you or engage in a conversation.  But if you give up too easily, they will soon find someone else to take your place.

 

Would you like to know how to fill your pipeline with prospects and have at least another 100 ideal clients ready to speak to in the next 28 days?  Yes?  Then come join my masterclass in The Small Business Kit.  Find out more here

How to attract ideal clients to your business

How to attract ideal clients to your business

3 essential points to attract ideal clients to your business

Uncover how to save time talking to people who have no interest in buying from you and start to attract the right prospects to your business who will be a dream to work with and will value what you offer.

Are you currently not getting enough prospects enquiring about your business?  Are you continually trying new ways of marketing but it is all falling on deaf ears?  Are you at a complete loss as to what to do because you know you have a great product or service but you just can’t get anyone to connect with you to talk about it?

Or …

Do you get enquiries but once the conversation starts you soon realise the person you are talking to is simply not suitable for what you are offering?

This happens all too often with small business owners because of one key reason:

 

Your marketing message is not clearly defined and you are not clear in the first place as to who you your ideal client is and what they want to hear.

Before you undertake any marketing, you first and foremost need to identify the customer groups that are most likely to need or want your product so that you can tailor your marketing message to attract them to your business.

You then need to think about what problems they have and how your product is going to be able to solve this.

Before you do anything else, think carefully about the following questions and make sure you can answer them clearly:


Who is the ideal fit for your product or service?

You may have heard this called identifying your target market or finding your ideal client, but whatever it is, you have to know who you are selling to because as the adage states, ‘if you market to everyone, then no one is your customer’.

What often happens is that small business owners say that everybody’s going to buy their product or service.   Well, I’m sorry, they won’t.   What you will be doing is a spray and pray marketing campaign and you’ll be throwing a marketing message out there that’s so weak and woolly, your actual target market, the people who really want and need what you are selling and will be prepared to pay you, are going to miss it completely.  It won’t resonate with them because you’re trying to talk to everybody so you won’t connect with them in their language.

Tailor down as closely as you can who your ideal client is.  Think about their gender, age, where they live, their educational level, occupation, marital status, hobbies and personality.


What problem do they have?

Now you know who your ideal client is, what problem do they have or what result do they want.

Let’s take a masseur as an example.  Your ideal client may be an office worker who spends long hours working on a computer all day.  So the problem they have is that they have tension and muscle pain in their neck and shoulders from hunching over a computer all day which is also leading to headaches and poor sleep.  They want a way of releasing that tension and easing their pain so that they can relax and sleep better.


How will your product or service help them?

What results will you create for your target audience.  Staying with the masseur, your massage treatment will unknot the muscles in their neck and shoulder and relieve the tension which in turn will leave them relaxed, refreshed and pain free.  Being pain free will allow them to work more productively and sleep better giving them an improved quality of life.  The release from headaches will improve their mood and help family relationships by not being so stressed at home.

Take some time out to try and think about what problems your ideal clients currently have and all the different benefits you provide to them if they use your product or service.

 

With the information above, you can now start to tailor a marketing message that describes the problem and the solution which your ideal client will resonate with and want to know more.

 

Do you need help attracting ideal clients to your business?  Become a member of The Small Business Kit for access to the masterclass on ‘How To Fill Your Pipeline With Prospects In 28 Days‘.

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