Stage 6: Negotiating
contracts
The thin end of the sales funnel is closest to your bottom line. The clients here have accepted your proposal in principle, and now you're talking out the details. (Of course, few proposals get signed off as-is; that's why this stage exists.)
Contract negotiations take time. You might have 4 submitted proposals at 80% probability, but budgets get cut, people move jobs, and requirements change. Watch the calendar; it's no use having a megabuck of projects in contract negotiation at 80% probability if those projects sit in the funnel for six months.
With a managed conversation over time, some proportion of those negotiations will reach the end result: a sale. And that's your sales funnel.
There's one more activity: using it to manage your business.
GET ME IN YOUR INBOX: blank email to
What I do for clients: sales[at]redpump.com
Rate card: rates[at]redpump.com
Book links: book[at]redpump.com
Contact info: contact[at]redpump.com
The thin end of the sales funnel is closest to your bottom line. The clients here have accepted your proposal in principle, and now you're talking out the details. (Of course, few proposals get signed off as-is; that's why this stage exists.)
Contract negotiations take time. You might have 4 submitted proposals at 80% probability, but budgets get cut, people move jobs, and requirements change. Watch the calendar; it's no use having a megabuck of projects in contract negotiation at 80% probability if those projects sit in the funnel for six months.
With a managed conversation over time, some proportion of those negotiations will reach the end result: a sale. And that's your sales funnel.
There's one more activity: using it to manage your business.
GET ME IN YOUR INBOX: blank email to
What I do for clients: sales[at]redpump.com
Rate card: rates[at]redpump.com
Book links: book[at]redpump.com
Contact info: contact[at]redpump.com