Setting up a Sales Pipeline to track leads

A typical sales pipeline for a business consultant or coach consists of several key stages designed to guide potential clients from initial awareness through to closing a deal and, ideally, long-term relationship building. These stages may vary slightly based on the specific business model, but the following stages are commonly used:

1. Lead Generation: Identify potential clients who could benefit from your consulting or coaching services.

- **Activities:**

- Content marketing (e.g., blog posts, webinars, social media posts)

- Networking (e.g., conferences, online communities)

- Paid advertising (e.g., LinkedIn ads, Google ads)

- Referrals from current or past clients

2. Lead Qualification: Determine if the lead is a good fit for your services before investing more time.

- **Activities:**

- Initial research on the lead’s business needs, size, and industry

- Assessing whether they have a budget, the decision-making authority, and a problem your services can solve (often referred to as BANT: Budget, Authority, Need, and Timing)

- Offering a free consultation or discovery call

3. Initial Contact/Discovery: Engage with the lead and uncover their pain points, goals, and challenges.

- **Activities:**

- Introductory discovery call or meeting

- Asking open-ended questions to explore their challenges and expectations

- Clarifying their goals and whether they align with the services you provide

4. Needs Assessment/Proposal Development: Understand the lead’s specific needs and develop a tailored solution.

- **Activities:**

- Conducting a more in-depth conversation or series of consultations

- Offering an initial analysis or feedback on their current situation

- Drafting a proposal or package that outlines the specific services you will offer, timelines, and pricing

5. Presentation/Demo: Present your solution and demonstrate how it will address the client’s needs.

- **Activities:**

- Formal presentation of your proposal or strategy

- Demonstrating value through case studies, past results, or testimonials

- Answering any questions or addressing concerns the prospect may have

6. Negotiation: Finalise the details of the contract and address any final concerns.

- **Activities:**

- Discussing pricing, terms, and conditions

- Offering potential incentives (e.g., discounts for longer contracts or referrals)

- Handling objections and ensuring both sides are aligned on expectations

7. Closing: Secure the agreement and convert the prospect into a paying client.

- **Activities:**

- Sending and signing the contract or agreement

- Collecting the first payment (if applicable)

- Confirming timelines, deliverables, and the next steps

8. Onboarding: Start the coaching or consulting engagement smoothly, ensuring the client is set up for success.

- **Activities:**

- Setting up communication channels and outlining how you will work together

- Defining milestones and key performance indicators (KPIs)

- Delivering any initial materials, assessments, or frameworks the client will need

9. Delivery & Relationship Management: Deliver high-quality consulting services while building a long-term relationship.

- **Activities:**

- Regular check-ins, progress reviews, and adjusting strategies if necessary

- Providing value through insights, reports, or tailored solutions

- Gathering feedback and ensuring client satisfaction

10. Follow-Up/Cross-Selling & Upselling: Maintain the relationship and offer additional services or engagements.

- **Activities:**

- Recommending additional services (e.g., ongoing coaching or new consulting packages)

- Asking for testimonials, reviews, or referrals

- Keeping the client engaged through email marketing, events, or exclusive content

11. Referral/Repeat Business: Leverage satisfied clients for repeat business and new leads.

- **Activities:**

- Asking for client referrals to expand your network

- Offering loyalty discounts or referral incentives

- Ensuring long-term client retention through regular touchpoints and continued value delivery

Each stage aims to build trust, demonstrate value, and convert potential clients into long-term partners while offering opportunities for upselling and continued service.

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