The conviction with which you carry yourself and the confidence you have in your product or service is almost always dependent on your pipeline. When you have a full pipeline, you'll have more confidence, more conviction, and be able to be honest, direct, and courageous in the advice that you give and the way you show up to serve in sales and entrepreneurship.

Do not ignore your pipeline. Do not ignore your outbound efforts.

The more opportunities you have in your pipeline, the better you can show up and sell, the better you can show up and serve the people who need your help. But how? Sometimes keeping your pipeline full of new opportunities can be easier said than done. Let's review some of the top ways you can consistently keep new business flowing towards you! 

Make More Outbound Calls
One of the most effective ways to discover new prospects is to make more outbound calls. This means proactively reaching out to potential customers, whether cold calling or following up on leads. While making cold calls might seem intimidating, it’s important to remember that the more calls you make, the greater your chances of finding new opportunities. Remember to stay organized and keep track of your progress so you can adjust your strategy as needed.

I highly recommend creating your own scorecard to identify the exact behaviors that will get you the results you are looking for. You can access our free Create Your Own Scorecard template here! The video lesson and template will walk you through exactly how to set yourself (and your pipeline) up for success.

Go to Networking Events
Networking events provide you with an opportunity to meet potential clients and establish new connections. Attend trade shows, conferences, and industry events that align with your product or service offering. Be an active participant in the event, don’t just attend. Strike up conversations, ask questions and gather information. Ensure you have a goal in mind, such as securing one new appointment with a prospect. When you go into these events with a specific intention, you're much more likely to leave feeling like it was a good use of your time.

Ask for the Introduction
Asking for introductions can be a game-changer in filling your pipeline with qualified leads. An introduction takes the referral one step further and actually does the work of introducing you. Anyone who is ready to refer your business to others will be happy to make the actual introduction and connect you with someone directly. They have the option to include you on the touchpoint, or check in with the other person before looping you in and connecting you directly. Whichever route they decide to take, be sure to understand next steps and have an agreed upon timeline for how and when the introduction will happen.

Leverage Social Media
Social media can offer you an excellent opportunity for prospecting. Use platforms like LinkedIn to connect with potential clients, share helpful information and content, and establish yourself as a thought leader in your industry. Make sure you leverage the channels that your prospects are active on. While digital channels can be a fruitful avenue for prospecting, ensure that you always remain professional and intentional in all your interactions.

Find New Ways to Create Value for Your Customers
Finally, one of the most effective ways to fill your sales pipeline is to find new ways to create value for your clients. This often translates to identifying and solving a significant pain point for them. Remember to stay in touch with your clients to understand their changing needs. This could give you an opportunity to upsell or expand the existing business relationship while providing value.

 
Filling your sales pipeline is an ongoing process that requires a dedicated effort and the right mindset. Use these tips and strategies to build a steady stream of new prospects and keep your sales pipeline full. Remember always to be proactive in searching for leads, be open to new channels and create value that separates your products or services from the crowd. With the right approach, you’ll be well on your way to building a robust sales pipeline that can support your business growth. Start planning your prospecting activities to fill your pipeline today!

Need help with any of this or want to talk more? Please book a call with me here.