Setting up a Sales Pipeline to track leads
A typical sales pipeline for a business consultant or coach consists of several key stages designed to guide potential clients from initial awareness through to closing a deal and, ideally, long-term relationship building. These stages may vary slightly based on the specific business model, but the following stages are commonly used: 1. Lead Generation: Identify potential clients who could benefit from your consulting or coaching services. - **Activities:** - Content marketing (e.g., blog posts, webinars, social media posts) - Networking (e.g., conferences, online communities) - Paid advertising (e.g., LinkedIn ads, Google ads) - Referrals from current or past clients 2. Lead Qualification: Determine if the lead is a good fit for your services before investing more time. - **Activities:** - Initial research on the lead’s business needs, size, and industry - Assessing whether they have a budget, the decision-making authority, and a problem your services can solve (often referred to as BANT: Budget, Authority, Need, and Timing) - Offering a free consultation or discovery call 3. Initial Contact/Discovery: Engage with the lead and uncover their pain points, goals, and challenges. - **Activities:** - Introductory discovery call or meeting - Asking open-ended questions to explore their challenges and expectations - Clarifying their goals and whether they align with the services you provide 4. Needs Assessment/Proposal Development: Understand the lead’s specific needs and develop a tailored solution. - **Activities:** - Conducting a more in-depth conversation or series of consultations - Offering an initial analysis or feedback on their current situation - Drafting a proposal or package that outlines the specific services you will offer, timelines, and pricing 5. Presentation/Demo: Present your solution and demonstrate how it will address the client’s needs. - **Activities:** - Formal presentation of your proposal or strategy - Demonstrating value through case studies, past results, or testimonials