Setting up a cold call pipeline.

by Houmani A. marketing&advertising network

Spend less time trying to convince people, spend more time trying to find people who are already convinced.

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Review on Setting up a cold call pipeline.

The cold call pipeline is the process through which you take potential customers from a Lead to a Customer. You can think the cold call pipeline as a funnel through which you advance prospects during a sale

The different stages of the cold call pipeline varies slightly from industry to industry depending on the product and the target customer, but most pipelines follow the same general themes.

You can think of these as different buckets that you place your prospects in, depending on where the relationship is at that point.

The pipeline I learned while selling ads to small businesses for Yelp and adapted to sell SimpleCrew to our first customers looked like this:

1. Leads
Leads are the untouched prospects a list of potential customers you plan to reach out to who would have the interest and authority to purchase the product or service youre selling.

2. Trying to Reach Decision Maker
At this stage youre reaching out to a business and trying to get in touch with the Decision Maker the person (or people) within the organization who have the authority to actually approve the purchase and make the decision to buy.

This is important. You cant pitch people without that authority.

3. In Contact with the DM
At this stage, youve gotten in touch the the DM, and are trying to schedule a pitch appointment with them.

4. Pitch Appointment Scheduled
Youve got the actual appointment schedule the DM, and will have the actual conversation in which you learn more about their business, show them how your product or service will satisfy their needs, and then answer any questions they have before closing the deal.

At Yelp these were typicall around 15-30 minute conversations.

5. Pitched
After a pitch appointment, the prospect will land in one of three buckets. Ideally, theyve closed in one form or another (won, where theyre a customer, or a lost, where theyre not going to be a customer).
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