White Paper: The Keys to Building a Well-Rounded Sales Pipeline

By | August 3, 2014

In the last seven days, how many new prospects have you met?

For your business to experience consistent growth, you need to build a pipeline that drives sales and referrals. The fuel that powers this new business engine is highly qualified prospects that are interested in the services you offer.

If you are like most veteran producers, your time is best spent serving existing clients and following up with business owners that have already expressed an interest in your business. Cold calling leads and researching new opportunities are costly distractions. At the same time, however, you need new prospects if you want to continue to grow. With an active appointment setting program, you can fill your pipeline with new opportunities without sacrificing precious time.

Your appointment setting program will:

  • Provide a steady stream of qualified prospects
  • Help you to capitalize on new markets or opportunities
  • Create a new source of referrals
  • Save you all of the pre-work for vetting and setting an appointment

Our services have provided a key source of new business for our clients, and this is your chance to achieve similar levels of success. Contact us to talk about your goals or start reading our white paper, Beyond Referrals, to learn how an appointment setting program can take your business to new heights.

Beyond Referrals: The Keys to Building a Well-Rounded Sales Pipeline          

Growth can be gradual. Growth can be exponential. And growth can be explosive.

Think back to high school. You can probably recall going home for the summer and coming back in the fall to discover that one of your “little” classmates suddenly sprouted by a full foot, going from 5 ft nothing to 6 ft. He looked like he swallowed another person.

In terms of expanding your business with appointment setting, that’s the kind of growth we are talking about.

Referrals are a powerful source of new business opportunities. The recommendation from an existing client sets the stage for a successful client dynamic. The prospect enters the first conversation with a degree of comfort and trust in the services you offer because someone they trust vouched for the quality of your work. You will still go through the formalities of introducing yourself and the services you offer, but you get to skip the sometimes difficult process of taking a cold lead and initiating a completely new relationship.

In terms of generating new business, referrals are an essential piece of a profitable, well-rounded sales pipeline. Many producers, however, come to rely exclusively on referrals for growing their businesses. The rewards are significant, and the sales process is less demanding. We find that what separates the good from the great is an aggressive approach to initiating new relationships in areas that are not necessarily natural or comfortable.

…read the rest by downloading our white paper!

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About the Author/Host

John Pojeta

John Pojeta - Vice President of Business Development

John researches new types of business and manages and initiates strategic, corporate-level relationships to expand exposure for The PT Services Group. John came to The PT Services Group in 2011. Before that, he owned and operated an Ameriprise Financial Services franchise for 16 years.

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