5 Ways to Increase your Sales Pipeline

By: Matthew Lindsey - Entrepreneur & Vegas Young Professionals Marketing Chair

The year is coming to a close, which means those in the sales field are finding ways to finish the year strong. It’s important to adapt to the ever-changing sales landscape to drive performance to new heights. Here are five techniques to help you achieve your year-end goals.

PERFECT YOUR CLOSING TECHNIQUE We live in a modern age where closing a sale is as easy as pressing a button. Perfecting face-to-face sales and having unbeatable closing techniques are vital to converting prospects to customers. Read Secrets of Closing the Sale by Zig Zigler or Jeffrey Gitomer’s Little Red Book of Selling.

SOCIAL MEDIA MARKETING Building a social media presence is essential for building brand awareness, customer interest, lead generation, and customer loyalty. It’s important to rely more heavily on social media advertising as a direct and immediate tool for customer acquisition. A well designed social media marketing campaign can net you increased traffic, higher search rankings, higher conversion rates, improved brand loyalty, and ultimately, more closed deals.

INCENTIVIZE THE SALE Bringing new customers in the door is difficult to do without some sort of incentive. Instead of discounting products or services to drive traffic, try gifting customers with a future use offer or coupon. This is a strategic positioning tool to get customers to spend money now and save money later. End of the year holiday incentives, including free shipping, a gift with purchase, and free upgrades are also ways to get more customers during a peak shopping season.

SOCIAL RESPONSIBILITY According to Nielson’s 2015 Global Corporate Sustainability Report, 66 percent of consumers are willing to spend more on a product if it comes from a sustainable brand. Organizations that are heavily involved in philanthropic causes have customer loyalty and oftentimes, better company culture. Try donating a portion of proceeds to a local charity, offering a BOGO deal on products, or corporate volunteering to show that your employees give back too.

MANAGE YOUR SALES TIME Time is money and your time is just as valuable as a customer’s. It’s important to manage your time effectively so you don’t waste a minute. Customer loyalty takes time and the quality of your relationship with a customer is more important than how much you sell. It takes just as much time to sell a $25,000 deal as it does to sell a $100,000 deal. Be patient with customers, but know how to recognize when to sell, upsell or walk away.