How to Fill Your Sales Pipeline in 4 Quick Steps
- October 18, 2024
- Posted by: mhmarketingcommunications
- Categories: Business plans, Marketing, Sales
We’ve all felt the struggles of tight budgets following the challenges that the economy has faced over the last few years. Many have experienced these struggles firsthand through the layoffs and reorgs that companies have encountered lately. The good news is that the economy is turning around and now is the time to start reinvesting in marketing strategies for sales and revenue growth.
Business owners are seeing that the cuts they’ve made previously are starting to impact revenue growth. So, what’s a business to do now that it has lowered headcount, reduced operating budgets and decreased investments in technology and resources? The answer: Invest in growing the sales pipeline.
To rebound from the struggles of staying afloat in a volatile economy, a healthy pipeline will convert to closed deals and revenue for your business. Filling that pipeline is now the priority.
The first step in filling your sales pipeline is growing your marketing funnel since your marketing funnel feeds your sales pipeline. Investing in brand building strategies that will ensure your business is top of mind when customers need your product or service is key.
Strategies to fill the sales pipeline for revenue growth (hint: invest in marketing!)
1. Increase brand awareness
If people don’t know your brand and business, they don’t know to call you when they need your product or service. Get the word out! Share your products, your services and your story on your website, social media, publications, at events, through memberships and sponsorships, etc. Make it easy for people to find your business, anywhere.
2. Engage with your contacts
Once you’ve grown your reach and increased your audience, it’s time to start sharing content and engaging with your contacts. Post on social media, write blogs and encourage comments, run contests at an upcoming event or on your socials, share downloadable assets on your website, or send an email of that month’s product news and new features. You can summarize all these ideas through your monthly newsletter, keeping your business top of mind (and at the top of the inbox).
3. Grow your reach
The more people you talk to about your business, the more likely you are to get new customers. Participate in an event your customers attend that you haven’t been to yet. Join an association that is relevant to your industry. Advertise in a new industry publication. Launch your social media channels and start posting content. There are countless ways you can grow your contact list and increase your audience without spending a fortune.
4. Nurture your contacts
Continue to stay connected to your contacts. Most won’t convert from a prospect to a lead to an opportunity for the first few months (or even years depending on your buyer journey) so it will take time to nurture them and push them to contact sales. Share information that is relevant to your customers’ buying process. Make your business the best option for their needs so they come to you when they’re ready to purchase. Then, you can pass them to the Sales team to fill your sales funnel. Don’t give up – stay focused on the end goal and keep the conversation going.
Marketing investment can be somewhat inexpensive depending on your needs and resources available. There are also many external resources that you can leverage to support your funnel and pipeline growth.
If you’re ready to fill your marketing funnel but you’re lacking the resources, reach out to MH Marketing & Communications for a complimentary consultation. We’ll discuss your business needs and set a plan to achieve your business goals.
At MH Marketing & Communications, we show our clients the value in their marketing investment and drive revenue through the programs we execute, together.