How to generate sales pipeline

A few ideas on how to create more conversations with qualified buyers

Before You Begin

Who’s Your Target Audience?

To successfully conduct outreach, you need to understand your ideal customer profile (ICP). This involves identifying specific customer types that are easier to work with and have a greater need for your product or service. It's better to have fewer ICPs that you understand well, rather than more ICPs that you only have a surface-level understanding of. You can determine your ICP by observing patterns in your customer base and it's the most important thing you can do to avoid downstream problems.

Combining Strategies

Some of the most popular strategies are described below, but they’re most effective when combined. For example, you can promote your presence at a conference by using mass emails; or follow up with webinar attendees by reaching out to them via LinkedIn. Everyone has a different approach that works for them.

Note: I assume that you’re looking to sell to lawyers. If you’re a law firm that serves individuals, there are ethics rules that prevent you from contacting clients directly. Having said that, hopefully some of these ideas will still be helpful to you in your practice.