Collector - February 2020 - 5
CHIEF EXECUTIVE OFFICER
Anne Rosso May
Building Your Sales Funnel
The YGS Group
Ideas to help your business thrive all year long.
hh, tax season ... the time of year when margins are made. Lest we forget, though,
lean months are just around the corner. Because of this, it's imperative that we keep
the sales funnels flowing. While it's true that we are a service and production-based
industry, we often forget that we must be sales (and marketing) engines.
Do you want the good news or the bad news first? The answer in both scenarios is that sales
is not easy-in any industry.
If it was, everyone would do it. The reality of it is that sales has become a juggling act of
emails, phone calls, in-person visits, automated campaigns, social media marketing, contentrich marketing, and a thousand other strategies.
If you don't develop, deploy and nurture your sales and marketing processes, while working
on your existing client relationships, you may quickly find yourself in a world of hurt. Sales
come from building personal connections and the accounts receivable management industry is
no exception. Today's landscape is evolving into RFP-driven processes that focus on objective
measures (and rates).
Business relationships will often turnover thanks to consolidations, promotions, job
relocations and retirement. There are no guarantees that the client who once adored you will
continue with the status quo and remain loyal to your company. In fact, most times I would
suggest that newcomers want to put their mark on their new position, either from bringing in
their own team or, at a minimum, conducting a rate review.
Don't get me wrong. I believe you must maintain, foster and build those personal
relationships, confidence and trust with your clients, many of whom become friends over time.
I would urge you to not take those relationships for granted and regularly meet with them to
discuss performance, challenges, compliance and possible opportunities for growth. Organic
client growth is sometimes the most valuable, of course.
As you read this issue, which includes tax-season strategies you can use right now (see the
article on p. 22), I'd encourage you to keep an eye on the future. Take the time to mentally
review the processes you have in place or need/want to get in place. The bottom line? If you
don't have a process, you could quickly find yourself scrambling.
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Collector - February 2020
Table of Contents for the Digital Edition of Collector - February 2020
Taking on Tax Time
Making Connections in D.C.
Ask the Experts: Reaching Out
Legal Liability & the FDCPA
Advocacy and Parenthood: Not So Different
Your Opinion Matters
Beyond the Boundary of the Law
Collector - February 2020 - Cover1
Collector - February 2020 - Cover2
Collector - February 2020 - 1
Collector - February 2020 - 2
Collector - February 2020 - 3
Collector - February 2020 - 4
Collector - February 2020 - Presidents Page
Collector - February 2020 - Industry News
Collector - February 2020 - 7
Collector - February 2020 - 8
Collector - February 2020 - 9
Collector - February 2020 - 10
Collector - February 2020 - 11
Collector - February 2020 - Best Practices
Collector - February 2020 - 13
Collector - February 2020 - FYI
Collector - February 2020 - 15
Collector - February 2020 - Collection Tips
Collector - February 2020 - 17
Collector - February 2020 - Overlapping Responsibilities?
Collector - February 2020 - 19
Collector - February 2020 - 20
Collector - February 2020 - 21
Collector - February 2020 - Taking on Tax Time
Collector - February 2020 - 23
Collector - February 2020 - 24
Collector - February 2020 - 25
Collector - February 2020 - Making Connections in D.C.
Collector - February 2020 - 27
Collector - February 2020 - 28
Collector - February 2020 - 29
Collector - February 2020 - 30
Collector - February 2020 - 31
Collector - February 2020 - Calendar
Collector - February 2020 - Honor Roll
Collector - February 2020 - Education Spotlight
Collector - February 2020 - 35
Collector - February 2020 - Creative Solutions
Collector - February 2020 - 37
Collector - February 2020 - Ask the Experts: Reaching Out
Collector - February 2020 - 39
Collector - February 2020 - Legal Liability & the FDCPA
Collector - February 2020 - 41
Collector - February 2020 - Advocacy and Parenthood: Not So Different
Collector - February 2020 - 43
Collector - February 2020 - Your Opinion Matters
Collector - February 2020 - 45
Collector - February 2020 - Beyond the Boundary of the Law
Collector - February 2020 - 47
Collector - February 2020 - ACA SearchPoint
Collector - February 2020 - 49
Collector - February 2020 - Membership
Collector - February 2020 - Ad Index
Collector - February 2020 - Last Word
Collector - February 2020 - Cover3
Collector - February 2020 - Cover4