Have you heard the term “sales funnel?” I hadn’t until recently, when I spoke with Joanne Black, referral selling expert and founder of No More Cold Calling.
She explained to me that in an economy like we’re dealing with, “it’s easy to be lured by business which clogs our sales funnel. We can’t afford to attract the wrong kind of clients to our business. A full funnel is only valuable if it’s filled with the kind of clients that are right for you – clients that are qualified and referred.”
Black identified the following three myths that can block the “sales funnel” and keep you from the kind of clients you need.