We’ve all been there at some point in our lives… Your sales funnel is drying up when you expect it to be full and thriving. It’s one of the most disheartening feelings a business owner or sales person can have. A lot of people will blame their dried up funnel on bad luck or say that it is just seasonal and as a sales person, I know that’s not true. You have a lot more control over your sales funnel than you might think, so here are 5 things that you can do to help keep your funnel full!
1) Have a process for when leads contact your business
We say it all the time, but it is 100% true. If you want to have a consistent, and full sales funnel, you need to have a plan. Sit down, get out a pen an paper (we like to use a whiteboard) and write down exactly what your customer journey is. What is the process you have developed? If it is on paper, chances are you and your sales team will follow it better and keep a full pipeline! If you would like help completing your customer journey, we have made a worksheet and video to help get you started. Click here to get the worksheet + video!
2) Have consistent outbound marketing running at all times
One of our clients has a great outbound strategy that they use when they are out working on a job. When they arrive at a new job, they will go around and actually introduce themselves to the neighbors and let them know that they will be working on the house and how long it should take. After they are done with the job, they will actually go around and apologize for the noise and ask for more work. They even will send letters to homeowners in the area after a job is completed. By doing this, they are effectively using outbound marketing and helping fill their sales pipeline with people who they have introduced themselves to. Increasing the number of touches you have with a lead will increase your chances of being hired.
3) Take advantage of the “low hanging fruit”
When you are out on the job, you have a whole neighborhood full of “low hanging fruit.” All of those neighbors are watching what you are doing and get to see your trucks out and working on the job. What are you doing to get new leads while you are working on a project? Chances are, if you do a good job on the project, your client will share the work with the neighbors, so make sure they know who you are so they are warmed up to you when they call. You may even want to go around and ask the neighbors if they have work that needs to be done. This is one of the best ways you can fill your pipeline back up if you are starting to run out of projects!
4) You should be networking (even if you hate it)
I know what you are thinking, networking is a drag, and I know, it is tough to get out and network when you are busy with other things, but try to find a network that you are interested in. For example, my dad joined the Home Builders Association for his area and actually found a lot of his vendors and some employees from networking with the association. If you are looking for a good place to start, check out your local contractor associations. We have even joined some associations to grow our network including the Associated Landscape Contractors of Colorado (ALCC), the National Association of Landscape Professionals (NALP), and Texas Nursery Landscape Association (TNLA).
5) Research and repeat what is working well for you
When was the last time you really sat down and looked at what worked for your business and what didn’t? If you want to grow your business and keep your pipeline full, you need to constantly evolving your process. Go back and look at what marketing you did and what the results were. If something was successful, add it to your process and keep testing new ideas. A process is never perfect!
Is your pipeline starting to dry up even though it should be full this time of year? Chances are you have a marketing or sales problem! Let’s talk about it. Click here to schedule a 15 minute sales strategy call and we’ll discuss what you could be doing better and how we can help fill your pipeline back up!