Define Your Pipeline Stages

Before you start filling the pipeline, define what it looks like. A simple framework for agents: Lead Identified, Initial Contact Made, Meeting Booked, Proposal Sent, Negotiation, Closed Won, Closed Lost. You can customise this, but start simple and add complexity only when needed.

Start With Who You Know

Your existing network is your warmest source of leads. Former colleagues, friends in business, family connections, old classmates. Make a list of everyone who might need what you sell or who might know someone who does. This is not about being pushy with friends. It is about letting people know what you do now.

Target Company Research

Identify 50 to 100 companies that fit your ideal client profile. Use LinkedIn, industry directories, and local business listings. For each company, find the right person to contact. In most cases, this is the decision maker for the problem your product solves. Build a spreadsheet with names, titles, contact information, and any relevant notes.

Multi Channel Outreach

Do not rely on one channel. Combine email, LinkedIn, phone calls, and in person networking. Different people prefer different channels, and a multi touch approach across channels dramatically increases your chances of getting a response. Aim for at least three touches across two channels before marking a lead as unresponsive.

Qualify Ruthlessly

Not every lead deserves a spot in your pipeline. Use a simple qualification framework. Do they have the problem you solve? Can they afford the solution? Are they the decision maker? Is the timing right? If the answer is no to two or more of these, move on. A pipeline full of unqualified leads is worse than a small pipeline of genuine opportunities.

Keep It Moving

A pipeline with deals stuck at the same stage for weeks is a dead pipeline. Every opportunity should have a clear next step and a deadline. If a prospect goes quiet after a proposal, follow up. If they stay quiet after three follow ups, either disqualify them or reset the conversation with a new angle.

Review Weekly

If you are selling across multiple brands through Zepys, your weekly review should include checking each product line's pipeline health. Set aside time every week to review your pipeline. What moved forward? What stalled? What needs to be added? This discipline is what separates agents who grow from those who plateau.