Know Your Customers Who Are in the Pipe Line
The year is winding down fast, and it is also a period where many businesses begin the year end push to achieve their sales target. At this juncture, it is important for the business to know the amount of potential and quality customers in their sales pipeline. If there are insufficient customers, sales team has to immediately work extra hard to build it up.
When I first started the business, my biggest problem is lack of potential customers in the pipeline. There were months where I would be busy and followed by months of total silence. Reason is that I do not have sufficient continuity. As I am chasing down sales, I have neglected in sourcing for potential clients. When I completed submitting all my tenders, I have no potential customers to call. Each tender process takes about 1.5 months to complete. The best case scenario is to have continuation where as soon as I submit one tender, I can immediately start another.
Whatever business that you are doing now, never forget to track your customer pipeline. If you do not have a steady flow of customers, the growth of your business will be limited. Your most important daily to-do task is to engage both current and potential customers.