Inline Plastics Playbook v2 JUL-21

LEADS

Pipeline Management Every salesperson should maintain three baskets, one called leads, one called customers, and one called clients. • LEADS

Salespeople who reach the highest levels of success regularly weed out a lot of leads

It begins with a “Lead” – A “Lead” is a person or a company that may or may not have a need for your products or services. All you may know about this person is that they exist and that you have a suspicion that they may need your services – Which is why some companies call them “Suspects”. • QUALIFIED LEADS Once you do your research and possibly make contact with a lead and determine that they do the type of business you do, they become a “Qualified Lead.” You have now determined that they have N-P-O – They have a Need or a Problem or an Opportunity that you can potentially help them with. They now drop into the Qualified Lead ‘Basket’. • CUSTOMERS When the qualified lead purchases the first product – either from Inline or a distributor – the lead becomes a customer. We described the four types of our customers in the Customer section at the beginning of the book. That’s a good category, but there is a better one, and that’s the client basket. • CLIENTS & REFFERALS Once you perform for them and build a solid working relationship with Customers – they become a “Client”. Successful professional salespeople have what they call a “Clientele” – they are doing more business with fewer people. There is one more pipeline, which flows not from lead to client but from client to lead. And that pipeline is filled with referrals because one of the best places to get referrals is from your satisfied clients. Work for Clients – Work Less – Earn More

QUALFIED LEADS

REFFERALS

S A L E S P L AY B O O K

CUSTOMERS

CONFIDENTIAL INFORMATION – For Internal Use Only

CLIENTS

Selling is the transfer of trust, and people do business with people they trust. They get to trust the people they get to know, and they get to know the people they see more frequently. Top performers inspect the ‘baskets’ weekly!