I have a client who sells high ticket items.
I’m not talking $5,000… I’m referring to $30,000 to hundreds of thousands of dollars.
This is great when sales are generated.
But the danger is, you can’t get slack.
You need to be CONSTANTLY aware of your pipeline.
Because it’s very difficult to make a phone call today, and generate a sale tomorrow.
VERY unlikely to happen.
It does happen sometimes, like when we sent a direct marketing letter I wrote out to schools and the timing was perfect… and
the sale occured within 7 days.
However normally there’s a much longer sales cycle.
And that’s why my focus is always…
What are you doing to build the funnel?
And how many people are in there who you’re expecting to convert in 1 week, 2 weeks, 3 weeks, 4 weeks, 8 weeks?
Because a percentage of those people will almost always pop out at the end of the funnel.
So my question to you, if you offer a higher end product…
Do you know how many people, right now, are in your funnel?
Do you know how to get more of the right types of clients into your funnel?
Do you know how to nurture those people, so more of them come out at the other end of your funnel?