BRX Pro Tip: How Do You Keep Your Pipeline Full?
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, anyone in a selling-marketing relationship-building capacity needs to be thinking through this question, how do you keep your pipeline full?
Lee Kantor: [00:00:19] Yeah. Every successful business development person knows that it’s imperative to have a full pipeline, and do you have an effective way to ensure that good quality leads are entering your pipeline every single day?
Lee Kantor: [00:00:33] At Business RadioX, we’re fortunate that we’ve kind of figured out a simple yet effective way to keep our client’s pipelines filled with the right people at the right quantity and scalable over time. So since we’ve figured this out, I thought we could share some of this with our listeners right now.
Lee Kantor: [00:00:53] The first thing we do is we reverse engineer a show that serves the people that are most important to our clients. When we reverse engineer the show, what we’re doing is we’re saying, “Okay, who? What? Who are the right people for our client to meet? Who do they have to meet more of? And what can we do right now to create a show that attracts them to us?” And then, we reach out and then we invite all those people onto the show. And it’s not just the top of the funnel in terms of, okay, this is the prospect that writes the check. We’re also inviting the association that serves that group. We’re inviting on the influencers and the people with authority inside that group. We’re inviting on the referral sources within that group. We’re creating a whole 360-degree kind of a hug around that industry, that niche, and it’s putting our client at the center of this. They become the de facto media outlet for that niche that they serve. And we have the tools and the skills in place to help them serve that group by telling their stories and by inviting them onto the show that they want to become part of.
Lee Kantor: [00:02:06] When we do this, our clients then go out on their own and invite these people onto the show to tell their stories and to share what makes them special and unique. This helps our clients get to know and serve the people most important to them. And most importantly, they get to build great relationships with these people that often lead to them doing business down the road.
Lee Kantor: [00:02:26] This isn’t a quick fix. This isn’t a get-rich-quick scheme. This is something that helps them over the long term. Build the brand that they need to have that puts them at the center of the most important people to them. They get to be the generous, good corporate citizen that’s serving the entire ecosystem and that we are the engine that helps them do that. And we do that every day with different businesses and different niches and in different communities around the country.
Lee Kantor: [00:02:54] So that’s what helps us keep that business development pipeline full. We’re serving the entire ecosystem so our pipeline never dries up. As new people enter the pipeline, we’re there first because we’re the official media program or show for that niche in that local market. We’re in that industry. So that’s how we do it at Business RadioX. Our pipeline is always full.
