Page 24 - Energy and Ideas Get More Business 2023 v 2 flip

strategy

& PLAN

Have you got a plan to generate new opportunities, cross sell and build relationships with your
existing clients?
Focus Niche Ideal Targets Campaigns Direct Approach
Plan the work, work the plan

Direct Intermediaries Cross selling

Customers or clients
(Now) (Source of referrals as in aligned (Internal referrals)
business or similar customer (Partners)
Prospects base but not directly (Collaborators)
(Real opportunity competing) (Affiliates)
identified)

Suspects
(Want to work with)
(Lapsed)

A proactive well defined process to create opportunities through identifying suspects and referrals
and then converting them to prospects and business.
q Filling your pipeline — a numbers game
q Following up and follow through — commitment and consistency
q Opportunities to pitch, propose and present — a numbers game
q Generating business — helping, offering solutions and building relationships

Use the funnel to work out what you need and look at the data to identify the ratios for conversion.
Work backwards creating quarterly or 6 week sprints of activity to generate (marketing) and convert
opportunities (selling). In addition to your networking activities.