"Importance of your pipeline"
Today was a great learning example of how to stay successful; keep your pipeline full.
Our office had 2 potential clients going through proposal stage of our business. If we were to close them, we would be well over our goals for the month. Deadline to complete is this friday.
Everything was going great; all week, the clients were responsive, mentioning their interest with coming on board, answering all our questions, and turning in required paperwork to get deal finalized.
But one client, the vibe changed this morning.
Called the client, assistant said he was "busy". After the entire day goes, we tried calling back in. When owner gets on, you can immediatly hear the tone change in his voice.
He informed us that a competitor came in cheaper. Apologized and said he liked our model but has to go the route in saving money.
The other account, was slightly different...client told us yes and was ready to move forward. We had everything completed except for one approval from underwriting, "Risk".
An email came in from underwriting informing us that the potential client had too many issues for us to sign them on.
Here's the importance to the story. These are two completely different ways a client may not come on board; went elsewhere or internal decline. But this story isn't here to tell you how to avoid losing potential clients, in fact it's not to better assist you on how to avoid losing the close.
I learned this morning how great it is to keep your Pipeline filled because of these two "NOs"! You see I didn't mention that these are only 2 accounts of the 20 prospects that we are currently looking at all in the next few weeks.
Keep working on the pipeline as your main priority in order to hit your numbers. The more prospects you meet, the more prospects you will have on your desk to close, which also means more deals should be signed.
It's rough to get a no on two accounts, but it doesn't change a your pipeline in front of you. NOs just remind you to move on to the next one.
On the white board, there's a reminder "Next". It reminds Us after a yess, or in this situation a No...move on, tel yourself Next. There's plenty of work being done each day so no need to go piss on the present with the past. Focus now.
#rallsysalesjourney
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