Episode 6: Establishing A Sales Pipeline

Hosted by  Brennan Dunn and  Eric Davis.

• 00:50  - Sales Pipeline
• Moving people through a series of steps to get them to be a paying customer
• Acquisition to qualification to scoping to clients
• 04:11  - Content marketing to project delivery
• 08:02  - Tracking leads
• Highrise
• Fat Free CRM
• PipelineDeals
• Pipedrive
• Whiteboard
• Spreadsheet
• 12:29  - Networking
• Referrals
• Are they a good fit?
• Do timelines overlap?
• 14:36  - Qualification
• Why should this project exist?
• Do you have budget?
• When do you want to start? Are there deadlines?
• Are they the owner of the project?
• Is this a new type of project for your company?
• How did you hear about me?
• Are they talking to any other firms?
• 22:27  - Referring to elsewhere
• End on a good note and don’t burn bridges
• Provide value
• Keep in touch and follow up when they are a good fit
• 26:02  - Scoping Meeting/New Client Consultation System
• 28:48  - Communication
• FollowUp.cc
• Patience
• 30:56  - Follow up after project completion

Brennan  -  Obie’s Document Templates,  IndieConf 2012
Eric  -  Freelancing Weekly,  PipelineDeals

Reflect on your own business and put together a checklist of things that you ask a new client to qualify them and to bump up your professional factor by having a systematic icebreaker.

Obie Fernandez

We’re hoping to get a transcript later.