What is a
"Pipeline"?
A "pipeline" is a term we use in sales and networking to descrive the process
we bring our potential clients through. Here's an anology that will make it
clearer..
Imagine a long, green, garden hose. Now imagine you have a bucket full of
hundreds of little marbles. Your job is to put those marbles inside that garden
hose one at a time, until they finally emerge on the other end of the hose. How
long will it take to get one of those marbles to pop out the other end? Depends
on how fast you shove more new ones in. Will they eventually come out the other
side? Simple physics says YES, THEY WILL! So the only way you could fail at
your marble job is if you quit putting marbles in before they finally reach the
end, right?
Okay, that is exactly how your Coastal business works. You have a list of
leads. That's your bucket of marbles. Each person you make a presentation to
and send them to get additional information is a single marble you have shoved
into the hose. You have to put hundreds of people through the
information-gathering process before they start popping out the other side as a
sale. Will you get sales? Simple physics says YES, YOU WILL! The only way you
can fail in your Coastal business, is if you stop putting people through the
process before you have talked to enough people to have someone pop out the
other side.
So when you hear us talking about your "pipeline", imagine the garden hose and
the bucket of marbles. If you have put a lead into the process, they are now
part of your pipeline.Make sure you continually follow-up with them, either
through individual emails, phone calls, or autoresponder campaigns to keep them
moving through the pipe.
Remember - "The Fortune is in the Follow-Up!"
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