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Posted on Mon, 01/30/2012 - 01:56 PM by
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But consider the statistic to the right. 60% of your sales efforts are what happens before you have actively put someone into the funnel. In other words — it’s not you who is doing the selling. Who is?
How much do you know about your pre-funnel sales machine? Do you know what’s being said? Maybe the bigger question — how should you be influencing those conscious and accidental sales efforts? Think about how you shop — whether it’s for work or something for home. Do you beeline for a salesperson or sales collateral? Or do you do a little bit of investigating first? Get out a piece of paper and do this exercise. Write down the bullet points I have above (starting with your existing customers) and next to each bullet point — describe what you would ideally like a prospect to hear/see/experience from each source. Then — go to each source and see what’s actually being said/experienced. I’m guessing you’ll identify some areas that require your attention. After all — your prospects are paying attention to these sources — shouldn’t you?  
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We all think and talk about our sales funnel a lot. We’re always saying things like: