Episode 6: Establishing A Sales Pipeline

Hosted by Brennan Dunn and Eric Davis.Show Notes00:50 - Sales PipelineMoving people through a series of steps to get them to be a paying customerAcquisition to qualification to scoping to clients04:11 - Content marketing to project delivery08:02 - Tracking leadsHighriseFat Free CRMPipelineDealsPipedriveWhiteboardSpreadsheet12:29 - NetworkingReferralsAre they a good fit?Do timelines overlap?14:36 - QualificationWhy 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 elsewhereEnd on a good note and don’t burn bridgesProvide valueKeep in touch and follow up when they are a good fit26:02 - Scoping Meeting/New Client Consultation System28:48 - CommunicationFollowUp.ccPatience30:56 - Follow up after project completionResourcesBrennan - Obie’s Document Templates, IndieConf 2012Eric - Freelancing Weekly, PipelineDealsAction StepReflect 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.Next WeekObie FernandezTranscriptWe're hoping to get a transcript later.