Filter In Your Perfect Clients

Do you find you always give your all in sales meetings only to end up spending time with people that weren’t a right fit in the first place?

You might enjoy meeting with potential clients and help solve their problems, but the issue is time. We only have so much in a day before we run out of it.

If you want to free up time so that you can spend more on business growth, then I highly suggest changing the way you approach your sales meetings.

One of the quickest ways to free up time is to narrow down the people I would spend an hour with and pre-qualify anyone beforehand.

I’d love to help everyone, but sometimes people aren’t ready for what I offer, or there isn’t a good fit.

What I have learned over the years is that there are four critical parts to a good sales process.

Education-based Marketing

This is where you build the need for your product or services, think video training series, a webinar you offer or a live event.

The Filter

This step allows you to put some criteria on who it is you want to engage with. In B2B, you might segment your market based on the type of company, size, industry or software they already use. The more specific you are, the better the filtering step.

The next step is the Touch and Go meeting. This meeting only takes ten minutes, but it is huge for the value it gives you.

Its only job is to help you figure out who you want to work with and who you don’t. In ten minutes, you can run through a series of questions that allow you to be more explicit about the organisation you are speaking with and the type of problems they experience.

Product Demo / Sales meeting

After your Touch and Go meeting, if you feel there is a fit, you can invite them to a product demo where you can run them through the logistics and impact of your solution.

This is the meeting that closes the deal. If you hold the session well, your conversion rates skyrocket, and you spend time with people who are a great fit and ready to buy.

Getting this funnel right, has increased my sales conversion and my clients’ by more than 50%.

Action steps:

1. Know what a good lead looks like.

2. Know who you can provide value to

3. Limit and be precious with your time