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How To Keep Your Pipeline Packed

Metaphors are one of the best ways for you to understand any subject.

Let’s give you a metaphor so you can better understand how to have a constant stream of leads coming in from your pipeline.

Let’s say you have a friend named Bobby.

Bobby weighs 350 pounds and eats nothing but pizza and burgers.

Bobby calls you up one day and says that he wants to lose 70 kilos, he’s tired of his habits taking a toll on his health.

He has no idea where to start, but he wants to ask you for advice.

Which advice do you think would be best for your buddy Bobby...

          A) He should eat clean and work out every day for one week.

          B) He should make hitting the gym and eating clean part of his daily routine until he hits his goal.

Now if you have any common sense, B obviously is the go-to advice for Bobby.

I think a good analogy would be, it’s a marathon, not a race.

As silly of an example as that was, this applies directly to sales and keeping your pipeline full!

Let’s say you have a goal of hitting £10,000 a month with your agency.

You’re currently at £2,500 a month and have got some pretty decent results for your clients.

What advice do you think would be best for you?

          A) Get all of your prospecting done in one 12 hour day once a month and watch the results come in.

          B) Prospect for 2 hours every day until you hit your goal.

See why I used that metaphor earlier?

It’s a simple way for you to see that consistency wins the battle.

You can even do the math to see why I’m saying this.

Let’s say you can get 25 good leads together every hour.

With example A, you can get 300 leads per month.

That’s nothing to sneeze at, but…

With example B, you can get 50 leads a day which ultimately leads to you getting 1500 leads per month.

I’d say for every 300 people you reach out to, you should be able to get 1-2 of these prospects turned into clients.

This is assuming that you have gotten results for your clients before and have a professional-looking website.

And on average, you should be charging anywhere from £1000-2000 per month per client, but let’s just use £1000 for now.

So with example A to reach your goal of adding £7500 to your revenue, it would take you 4-7 months.

With example B you can reach your goal of adding £7500 to your revenue, it would take 1-2 months.

See what I mean?

It’s incredibly important to make sure that you’re keeping track of your numbers as well.

How many leads have you generated? How many cold calls did you make? How many cold emails did you send out? How many follow-ups?

Why? Because what gets tracked and gets measured gets accomplished.

There’s an awesome book on this topic titled, Fanatical Prospecting.

You can pick up a copy by clicking the link below, I don’t get anything from this.

Just want to help you further your education!

>> Click here to get your copy of Fanatical Prospecting by Jeb Blount

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