Tuesday

Fill The Funnel




Fill The Funnel
By Don Terrill (c) - www.RacingSecrets.com

The top of the funnel is where you pour the prospects, the bottom is where sponsors come out.

Between the two points we might have:
  • Prospects
  • Planning
  • First Contact
  • Presentation
  • Overcoming Objections
  • Commitment
  • Payment
How to pour more in the top:
  • Explore - Just like oil companies go out and try to discover more oil in areas they haven't looked before, you must go out and look for undiscovered sponsorship prospects.
  • Larger Funnel - Exploring allows you to have more to pour, but you've got to then make sure they make it into the funnel. I'd start by finding their contact info and recording it into software for tracking my efforts.
How to make the funnel flow faster:
  • Start with Qualified Prospects - Nothing flows faster than a prospect that wants/needs what you're offering. You don't want to limit yourself to only the qualified, but I sure would focus on them.
  • Fewer Steps - Every added step is one more point where prospects can be lost. You don't want to complicate the process any more than needed to get the job done - As Albert Einstein said "Make everything as simple as possible, but not simpler."
  • Remove Bottlenecks - Find out at what step most prospects are lost and then work on solutions to keep them flowing down the funnel.
Fine tuning your process will give you the confidence to know that a certain percentage of prospects will always emerge from the bottom of the funnel, all you have to do is pour as many prospects into the top as possible.