The Grove Company Ltd

The Grove Company Ltd updated their business hours.

6 Ways to manage your sales pipeline

It is every companies dream to have a pipeline full of leads waiting to make use of their services. With the help of an expert that will become the reality. But how do you manage your pipeline while still running your business? Here are 6 best practices to manage your sales pipeline.

1. Focus on the best leads:
After managing leads for a while you will be able to distinguish the best leads from the weaker ones. In sales you should be doing sales calls with leads on a daily basis, and you should spend the same amount of effort on all of them as all prospective clients are valued in business. But when you just do not have enough time to call each and every one of them, call the best leads first to ensure that sales are made on a daily basis.

2. Keep your sales cycle short:
After receiving the lead, schedule a call with the lead. If the lead is interested in making use of your services close the deal on the phone by taking banking details. Send all relevant documentation directly after the call and deliver great results!

3. Have a standardized sales process:
When having a full pipeline and not being able to settle down it is a good idea to have a standardized sales process. This process should be a standardized, step by step instruction of the exact process to be followed since receiving a lead to closing the deal. This saves a lot of time and is effective as hell.

4. Give your prospects more content:
When you are on a sales call with a lead you will be able to identify what needs and desires the lead has in its business or life. As you are giving your full attention to the lead at that moment in time be sure to give the lead all information regarding how you will be able to solve his / her problem. This is a great way to avoid short, random calls in the future where you have to explain something as simple as your website address.

5. Update your pipeline regularly:
Your pipeline is constantly changing, new leads are added, leads get moved to the next stage or deals are closed. It is of utmost importance that you keep your pipeline up to date by updating your pipeline after each and every sales call.

6. Remember to follow up:
In the modern era buyers have an option between more than two or more products for everything that they aim to purchase. How do I stand out then you ask? You follow up! If you got a “Maybe” on the first sales call, call again and pitch. People like being guided in the right direction if they are unable to make a decision by themselves. Following up isn’t easy, that why most people don’t do it. By following up you are separating yourself from the competition one call after another.

We all aspire to have a full pipeline of leads, when we reach that point in our business we now know how to handle it.

Is it really THAT hard to start your own business?

We all know that the Covid – 19 Pandemic has taken a big toll on both our personal and business lives, we have less money because nobody buys our products and we spend less money because we don’t make enough money. What a vicious feedback loop right?

However, accountants all over the world are still needed on a daily basis. The need for the products and services of accounting firms does not just diminish over a period of a lockdown. So why not be a smart person and take advantage of this? Lets take a closer look at some things most of us will accept as common sense:
• People do not want to spend a lot of money at the moment;
• People are willing to trust people with experience in something rather than a random person who has recently graduated from college;
• Accounting firms are required on a daily basis by every single business out there;
• In this crazy time, less people are willing to take risks as they are hanging on to what is stable and set in stone.
Now, those are things that we can agree on (except if you are really looking at life from a whole different paradigm). Lets now look at the other side of the pendulum to make things a little bit clearer. The next few points are also common sense:
• Start up companies’ prices are usually cheaper than big firms, reason being that the start up company needs to cement its place in the market before charging higher prices that it can justify;
• Before starting a business, the aspiring business owner usually has 5 – 10 years of experience before breaking loose from its firm to work independently, meaning that the aspiring business owner has great prospects of success in the market as it has very good knowledge thereof;
• Businesses would rather opt for the cheaper option at the moment as their needs do not disappear. Opening the opportunity for a new, cheaper business to step into the market and have a journey with the client before charging a fair and justifiable price in the future;
• The market is as open as ever as way less people are willing to take the risk of starting their own business. The competition will never be as weak as it is at the moment.

By using only common sense and thinking with a new paradigm things will be changing drastically in our lives daily. The only obstacle in our way is: who do we target? How do I get those people who want to use my new business? Put in plain English; how to I get clients?
You are an accountant, not a salesman. So why not leave the sales to the sales experts? With a proven method of getting high value clients at will and ensuring business growth you would be totally crazy not to make use of The Grove Company Ltd.