How to Keep Your Pipeline Full
September 1, 2020

How to Keep Your Pipeline Full

Keeping your sales pipeline full is essential. Doing so will give you confidence and allow you to maintain your focus on the important aspects of your business. Constantly worrying about where to get clients will eventually take a toll on the quality of service you provide and the way you lead your team.

However, you must also ensure that you have quality leads in your pipeline. Having 10 sales calls in a week is good, but are these people who you want to be working with? Remember, quality over quantity. You will only end up wasting your time and disappointing yourself if none of those sales calls were successful because they aren't even quality leads in the first place.

You have to establish a solid structure for your leads pipeline - there must be a way to manage and measure your results. Doing so will allow you to hit your goals in a consistent and scalable way. And more importantly, having a structure puts you on top of everything - even on instances where you are not getting the results you want.

Here are tips on how you can keep your pipeline full with quality leads:

1. Follow-up on quality leads and drop dead leads.

To sustain your business, you must learn how to manage your sales pipeline. This is important because it reflects what you are doing to make sure that prospects and leads turn into clients.

To keep your pipeline on track, it is crucial that you have a system to follow-up with your leads. Follow-ups will make potential clients feel that you value them and that you are truly interested in working with them

It will also be best for you to drop dead leads and focus on the better ones instead. Focusing on lesser but more quality leads will allow you to provide more tailor-fit solutions to leads that have higher propensity for conversion.

2. Prepare for off-seasons.

If you understand the business cycle, you know how essential it is to prepare your business for off-seasons. Preparing your pipeline beforehand will give you cushion when lean days arrive. 

One way to do this is by working on getting referrals from your existing clients. These people are business owners or entrepreneurs who have their networks as well. If they're happy with the results you give them, ask to be introduced to people in their circle. Referrals from colleagues are highly respected and believed more than the ads and marketing materials people see online.

Another idea is to ensure that you have a strong online reputation. Ask clients to write reviews for you. Just like referrals, organic reviews have high credibility. We live in the digital era and people today spend time sifting through hundreds of reviews before they make a purchase decision. When prospects see you have more and better reviews than your close competitors, it's a no-brainer that they will choose to give their business to you.

3. Know your numbers.

In business, negative scenarios - such as clients wanting to leave, ignored emails, complaints, objections, and rejections - happen all the time. But if you have enough leads in your pipeline, you will not get emotionally discouraged by any of those challenges.

Take a look at your data and determine the following:

  • client attrition rate
  • complaints rate
  • email open rate
  • rejection rate
  • most common objections

Knowing your numbers will allow you to accurately forecast how many leads you need in your pipeline to ensure that your new business rate will cover up for your attrition rate.

In short, have enough leads so that you can easily replace anyone who leaves. This will save you from all the anxiety every time you encounter the negative scenarios mentioned above.

Problems are unavoidable. You have to be proactive to ensure that risks and losses are mitigated. So even if your business is doing well today, always keep your pipeline full for future needs.

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