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Filling the Pipeline

Submitted by Mitch Seigel on Tue, 5/21/2013

I took a couple of weeks off from writing to take a vacation, only to come back to fires I need to put out. One of the fires is a client who, after just six weeks, is saying he wants to disengage from our relationship. Times never change, only circumstances, and there is something that can be done to make sure the fires are kept to a minimum.

The pipeline, of course, is the prospective list of clients for both new business development, as well as upgrades from current clients. This is something that must be always worked on and never ever overlooked. The moment you drop your guard is exactly the moment you will struck by fire.

Balance is the key to having a continuing approach to the market. Keep your current clients happy by servicing them well. Also make sure you are always looking out for their best interests by making products and services available to them that will ultimately grow their business. Another important element to filling the pipeline would be to constantly develop and prioritize and then re-develop and re-prioritize the clients who would be next in line to approach.

Make time for networking and following up with the people you meet. Try to help them as much as possible too. It’s a give and take process and usually paying forward works wonders. Do research regularly to find new prospects, and make some of those prospects part of what you work on every day.

The pipeline can never be too full. The moment you feel it is hard to increase your prospect list is the moment you should be looking to get out of sales. Make it a game and set personal goals on how to achieve success. Then reward yourself when you reach your goals.

What are your challenges when it comes to filling the pipeline? I look forward to hearing your comments. Until next time…