Have you ever wondered if a sales pipeline could work for your business?

HINT: it can!

In this video, Jason Buckner from Automation Made Easy and i-Convert Summit explains why pipelines aren’t just for big-ticket sales.

Watch the video below to see how you can track leads, qualify them, and boost conversions without the stress:

Now, I want you to think about this. I want you to think about a sales pipeline.

Have you ever used a sales pipeline?
Should you be using a sales pipeline?

Now, most people think a sales pipeline's not for me, a sales pipeline is for these large-ticket sales. And I'm a smaller operator. I don't need a sales pipeline, but I suggest you need to think differently about that.

Why Every Business Needs A Sales Pipeline (Yes... Even Yours!)

A sales pipeline is really good for seeing what the leads are doing in your business, okay? If you're running any sort of marketing campaign, then you should be tracking exactly what people are doing.

Now, say you have a lead generation campaign that goes towards a call to action, which is booking in for a sales consult or a strategy session or something like that. I want you to start thinking about what are the steps in the journey where people engage with you and with them engaging in those steps in the journey?

Are they a slightly more qualified lead? I'd suggest to you that yes, they are every time someone engages with something with you.

Mapping Out Your Customer Journey

On a lead generation journey, you might have someone opt in, and then they go through to the thank-you page, and then they get an email. They download the book or whatever the free offer is—the lead magnet—and then you might put them into a trust-building series.

The trust-building series might be a series of videos that engage with the original content. Every time someone watches one of those videos, they're a little bit warmer as a lead. Then finally, maybe they take the call to action to book in for a consult with you. At that stage, they're highly qualified.

But we can work backward through different stages all the way back to them becoming a lead and giving them value.

Follow-Up Strategies That Convert Leads

When you've done all of these calls where people have booked in for a sales session, then you can go back and start calling the people that watched all of your videos.

Call the people that maybe watched some of your videos. Then, maybe have another follow-up campaign for those people that haven't engaged at all.

Breaking Down Your Pipeline, Stage by Stage

Let’s go and take a look at what it looks like in a system. So what we're looking at here is a very basic version of a sales pipeline. Basically, when a lead comes in, we automate a lead coming in here so you know exactly who the leads are coming into your business.

If they book an appointment, we automate them going into that appointment booking. We automate the process into here, and then you have a sales call or a strategy call or whatever that might be. Then, you move them—you pick them up, and you move them into “Won” or you move them into “Lost,” whatever that journey might be.

This is the basic structure of a sales pipeline.

Customizing The Journey

Now I want you to think about what is the journey that leads are going on and what you can do to identify parts of that journey so that you can know what people are doing and who is engaging.

Say you've got a lead generation campaign. That lead generation campaign takes people through some videos. You might want to edit your pipeline and put in there something like adding a stage—"Watched a Video"—in this particular journey. It might be "Watched a Video," and then you might have another stage—"Watched All of the Videos."

Then we move that up to before “Appointment Booked,” and we move this one up into there. Then, we save that.

Automating Stages In The Pipeline

So then it looks a little bit more like this: When a lead comes in, we automate them into the lead process inside here. When they watch one of our videos, we automate a process to go into here. If they click through and they watch all of our videos, then we automate them into here, and then “Appointment Booked,” and then “Won” and “Lost” and all of that journey.

Don't worry too much about the automation right now.

What I want you thinking about inside here is what are the steps where someone becomes a little bit more qualified?

What do they have to watch, in your eyes, for them to become a little bit more qualified?

Don’t Forget the Personal Touch!

When someone books an appointment, they automatically go into here. You do all of those appointments. Once you've done all of those, everyone who’s watched all of the videos—you might get on the phone. Don’t just rely on the internet to make your sales for you.

You might get on the phone and actually call them and say, “Hey, I've noticed you've been engaging with my content. Can I book you in for a strategy session?”

Ask them, find out what their problems are, and solve some of their problems on that call. Take them to the next stage—book them in for a call.

Once you've called all of those people, go through to the people that have maybe watched one video and think about how you can engage with these people. Maybe you send them an SMS. Maybe you do something a little bit differently.

Think Outside The Box To Re-Engage Leads

Once they've gone through the lead generation journey and haven't converted yet, can you do something outside of the box to stand out from everybody else and get some more sales—get some more customers in your business to help you sustain your business?

Absolutely you can!

This is a really cool way of setting it up with technology so that you can manage that without too much stress going on as well.

Anyway, any questions, just let me know. Otherwise, I'll see you in the follow-up.

Keen to learn more conversion strategies to help you double your sales?

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