When you’re in business to business, your main marketing aim should really be to move as many people as possible into that “90 day” buy cycle… Not to get the sale.
Simple – you can’t control how many sales you make, but you can control putting people into that 90 day buy cycle…
Where you know, they are possibilities of investing with you in the next 90 days.
Once they are in that “buy cycle” then the sales process takes over.
But in the meantime, you network and market your business not to make sales…
But to add people to your funnel.
And you wear two hats, your marketing hat – to put people in the 90 day buy cycle. And your sales hat, to nurture and close the sale.
Now all of this sounds like common sense, but you’d be amazed at the people I’ve met over the years who have no idea how many people are in their 90 day buy cycle.
No idea at all.
Right now, I’ve got my sales pipeline in a Trello board.
There are 9 people in the 30 day sales cycle.
There are 18 people in the 90 day cycle.
And I’m constantly doing things to push more people into this process.
How about you? How many are in yours?
If you don’t know… when would now be a good time to document this 🙂