How to keep a full pipeline of clients 👇

There are four steps that are part of every sale:

1) Getting a lead, a referral, an introduction to a decision maker.

2) Getting an appointment to meet the decision maker.

3) Meeting the decision maker face-to-face.

4) Getting a commitment to a close (a purchase) or to an action that directly leads to a close.

Assign one point to Step 1, two points to Step 2, three points to Step 3, four points to Step 4.

Work every day to get a total of four points, in any combination of steps: four referrals, one referral and one face-to-face meeting, one commitment, and so on. You can shoot for more points per day if doable.

At the top of your daily to do list put “Get 4 Points.”

If you tally four points per day, you will never run out of prospects, your pipeline will always be full, you will never have a slow period, and you will always be making rain.

Try this system diligently for fifteen business days, and then decide for yourself if it should become an integral part of your selling arsenal.

(Fox, Jeffrey)