How full is your pipeline? How to get more.

Keeping your pipeline full is one of the best ways to build and maintain a thriving business. The problem is that people are often clueless about how to stuff their pipeline and keep it that way.

Quite often, they alternate between heavy periods of marketing followed by having tons of work to do during which time, they stop marketing.  Then when the client work is all done and they can breathe again, they gasp because there’s no one waiting in the wings ready to do business.
Sound familiar?

There are a variety of activities that can raise your visibility, awareness and credibility for you and what you offer.  We’ll cover a four key suggestions today.

1. Attend networking events
Be selective here though because you could literally spend all day, everyday driving from one event to the next.  Ask for recommendations from people whose opinion you trust.  But decide for yourself if the group is a good fit for you.  The key is to attend events filled with people in your target market but resist the urge to try to sell them on the spot.  Build relationships and over time, your sales will grow. Also, join groups where you’re in the minority.  If you sell primarily to people over 50, think of hobbies they might enjoy and join those groups.

2. Get more active online
Start a blog.  It doesn’t have to be perfect. That’s the beauty of blogs.  They’re informal rantings about issues you consider important.  You’ll attract other people who think those issues are important too.  Make sure you visit other people’s blogs and get involved in the discussions at their sites.

3.  Volunteer with one or two key business groups
This is a great way to build credibilty and make invaluable connections.  You can gain so much by attending a networking event.  Your benefit magnifies dramatically when you take on a leadership role. People will see your skills in action in ways they wouldn’t notice if you are just hob-nobbing and passing out cards like everyone else.

4.  Get your name in print
One of my clients is very active in the community. The company made a big donation to a local nonprofit but they missed out on an opportunity for media attention for their good deed.  It’s great to be civic minded.  But it’s just as ok to leverage your generosity to bring attention to yourself and your favorite ’cause’.

One thought on “How full is your pipeline? How to get more.”

  1. What great advice! And written so very well. I think one of the biggest mistakes people make is attending networking events that don’t serve them. They don’t target their referral market.

    Thank you so much for this well written article. How nice that there is someone out there to tell us like it is.

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