The Business of Freelancing, Episode 6: Establishing A Sales Pipeline

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
  • Patience
  • 30:56 – Follow up after project completion


Brennan – Obie’s Document TemplatesIndieConf 2012
Eric – Freelancing WeeklyPipelineDeals

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.


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