Show Notes

• 00:50 – Sales Pipeline
• Moving people through a series of steps to get them to be a paying customer
• Acquisition to qualification to scoping to clients
• 04:11 – Content marketing to project delivery
• 08:02 – Tracking leads
• Highrise
• Fat Free CRM
• PipelineDeals
• Pipedrive
• Whiteboard
• Spreadsheet
• 12:29 – Networking
• Referrals
• Are they a good fit?
• Do timelines overlap?
• 14:36 – Qualification
• Why should this project exist?
• Do you have budget?
• When do you want to start? Are there deadlines?
• Are they the owner of the project?
• Is this a new type of project for your company?
• How did you hear about me?
• Are they talking to any other firms?
• 22:27 – Referring to elsewhere
• End on a good note and don’t burn bridges
• Provide value
• Keep in touch and follow up when they are a good fit
• 26:02 – Scoping Meeting/New Client Consultation System
• 28:48 – Communication
• FollowUp.cc
• Patience
• 30:56 – Follow up after project completion

Resources

Brennan – Obie’s Document Templates
Eric – PipelineDeals

Action Step

Reflect on your own business and put together a checklist of things that you ask a new client to qualify them and to bump up your professional factor by having a systematic icebreaker.