{"id":85886,"date":"2026-07-13T07:00:00","date_gmt":"2026-07-13T14:00:00","guid":{"rendered":"https:\/\/dhblog.dream.press\/blog\/?p=85886"},"modified":"2026-07-23T08:07:28","modified_gmt":"2026-07-23T15:07:28","slug":"comment-construire-un-pipeline-de-ventes-pour-ton-agence-en-croissance-fr","status":"publish","type":"post","link":"https:\/\/www.dreamhost.com\/blog\/fr\/comment-construire-un-pipeline-de-ventes-pour-ton-agence-en-croissance-fr\/","title":{"rendered":"Comment Construire un Pipeline de Ventes pour ton Agence en Croissance"},"content":{"rendered":"<div class=\"tldr-block\" style=\"display: none;\">\n\t<div class=\"svg\">\n\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 119.25 37.8\">\n\t<g>\n\t\t<g>\n\t\t\t<path fill=\"#ffffff\" d=\"M23.4,6.93h-8.1v24.57h-7.2V6.93H0V0h23.4v6.93Z\" \/>\n\t\t\t<path fill=\"#ffffff\" d=\"M45,24.57v6.93h-18.45V0h7.2v24.57h11.25Z\" \/>\n\t\t\t<path fill=\"#ffffff\"\n\t\t\t\td=\"M90.9,15.75c0,8.91-6.61,15.75-15.3,15.75h-12.6V0h12.6c8.68,0,15.3,6.84,15.3,15.75ZM83.97,15.75c0-5.4-3.42-8.82-8.37-8.82h-5.4v17.64h5.4c4.95,0,8.37-3.42,8.37-8.82Z\" \/>\n\t\t\t<path fill=\"#ffffff\"\n\t\t\t\td=\"M105.57,21.15h-3.42v10.35h-7.2V0h12.6c5.98,0,10.8,4.81,10.8,10.8,0,3.87-2.34,7.38-5.81,9.13l6.71,11.56h-7.74l-5.94-10.35ZM102.15,14.85h5.4c1.98,0,3.6-1.75,3.6-4.05s-1.62-4.05-3.6-4.05h-5.4v8.1Z\" \/>\n\t\t<\/g>\n\t\t<path\n\t\t\tfill=\"#0173ec\"\n\t\t\td=\"M53.97,37.8h-5.4l1.8-13.27h7.2l-3.6,13.27ZM49.02,12.55c0-2.34,1.93-4.27,4.27-4.27s4.27,1.94,4.27,4.27-1.93,4.27-4.27,4.27-4.27-1.94-4.27-4.27Z\"\n\t\t \/>\n\t<\/g>\n<\/svg>\n\t<\/div>\n\t<div class=\"tldr-wrap\">\n\t\t\n\n<p class=\"wp-block-paragraph\">Les recommandations sont pr\u00e9cieuses, mais elles ne devraient pas \u00eatre la seule chose qui maintient ton agence en vie. Lorsque tu passes de freelance \u00e0 propri\u00e9taire d&#8217;agence, ton processus de vente doit passer de la vente de ton talent personnel \u00e0 la vente du r\u00e9sultat que <strong>ton \u00e9quipe<\/strong> peut fournir.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La plupart des agences naissantes ont besoin d&#8217;un m\u00e9lange de sources de prospects \u00e0 court et long terme, incluant les recommandations, la prospection \u00e0 froid, les partenariats, les \u00e9v\u00e9nements, le marketing de contenu et le SEO.<\/p>\n\n\n\n\n\t<\/div>\n<\/div>\n\n<p class=\"wp-block-paragraph\">Les parrainages sont formidables \u2014 jusqu&#8217;\u00e0 ce qu&#8217;ils ne le soient plus. Si tu as d\u00e9j\u00e0 dirig\u00e9 une entreprise qui en d\u00e9pendait, tu sais qu&#8217;ils peuvent \u00eatre aussi capricieux que le temps en \u00e9t\u00e9.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Certains mois, ils arrivent comme un front chaud. D&#8217;anciens clients envoient des amis, un ancien coll\u00e8gue recommande un associ\u00e9, et le partenaire commercial de quelqu&#8217;un dit : &#8220;Je connais une personne.&#8221; Tu es r\u00e9serv\u00e9 et occup\u00e9.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Les autres mois ? Rien. Juste toi et ton calendrier vide, laiss\u00e9 de c\u00f4t\u00e9 dans le froid.<\/p>\n\n\n<div style=\"width:100%;height:0;padding-bottom:55%;position:relative;\"><iframe data-src=\"https:\/\/giphy.com\/embed\/xUOwGoV4fmBd0fiyGI\" width=\"100%\" height=\"100%\" style=\"position:absolute\" frameBorder=\"0\" class=\"giphy-embed lazyload\" allowFullScreen src=\"about:blank\" data-load-mode=\"0\"><\/iframe><\/div><p><a href=\"https:\/\/giphy.com\/gifs\/groundhog-day-xUOwGoV4fmBd0fiyGI\">via GIPHY<\/a><\/p>\n\n\n<p class=\"wp-block-paragraph\">C&#8217;est le danger de construire une agence uniquement sur des relations. Les recommandations sont de haute confiance, de haute qualit\u00e9 et souvent tes meilleurs <a target=\"_blank\" href=\"https:\/\/www.dreamhost.com\/glossary\/seo\/lead\/\">prospects<\/a>. Elles sont \u00e9galement impr\u00e9visibles. Tu peux les encourager, les demander et r\u00e9aliser un travail excellent qui les rend plus probables, mais tu ne peux pas totalement contr\u00f4ler quand tu les obtiens.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Les freelances peuvent parfois survivre \u00e0 ce rythme parce que l&#8217;entreprise n&#8217;a qu&#8217;une seule personne \u00e0 nourrir, mais les agences, avec leurs frais g\u00e9n\u00e9raux plus \u00e9lev\u00e9s, ont besoin de plus de stabilit\u00e9. Une fois que tu as des employ\u00e9s, des sous-traitants, des chefs de projet et des co\u00fbts logiciels, tu dois \u00eatre strat\u00e9gique concernant ton pipeline.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Cela ne signifie pas que tu dois abandonner les parrainages. Tu as juste besoin d&#8217;un syst\u00e8me de vente plus robuste pour que ton agence dispose de multiples moyens de trouver, conclure et fid\u00e9liser des clients. Voici comment le construire.<\/p>\n\n\n<h2 id=\"h-transitioning-from-freelancer-sales\" class=\"wp-block-heading\">Passage De La Vente En Freelance<\/h2>\n\n\n<p class=\"wp-block-paragraph\">Lors de la transition de freelance \u00e0 agence, les parrainages resteront probablement ta meilleure source de prospects pendant des ann\u00e9es. Mais tu <em>auras<\/em> besoin de canaux suppl\u00e9mentaires afin que les parrainages ne soient pas la seule chose qui maintient les lumi\u00e8res allum\u00e9es.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Cela t&#8217;exige d&#8217;arr\u00eater de te vendre toi-m\u00eame et de commencer \u00e0 vendre des r\u00e9sultats. En tant que freelance, les clients t&#8217;ach\u00e8tent. En tant qu&#8217;agence, ils ach\u00e8tent le r\u00e9sultat que ton \u00e9quipe fournit. Cela signifie que ton syst\u00e8me de vente doit faire plus que mettre en avant ton talent. Il doit communiquer :<\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Qui tu aides<\/li>\n\n\n\n<li>Quel probl\u00e8me tu r\u00e9sous<\/li>\n\n\n\n<li>Quels r\u00e9sultats les clients peuvent attendre<\/li>\n\n\n\n<li>Comment fonctionne ton processus<\/li>\n\n\n\n<li>Pourquoi ton \u00e9quipe peut fournir des r\u00e9sultats de mani\u00e8re constante<\/li>\n\n\n\n<li>Ce qui rend ton approche diff\u00e9rente<\/li>\n\n\n\n<li>Ce qui se passe apr\u00e8s que quelqu&#8217;un dit oui<\/li>\n\n\n<\/ul>\n\n\n<p class=\"wp-block-paragraph\"><strong>Tes mat\u00e9riaux de vente, \u00e9tudes de cas et discours doivent tous mettre l&#8217;accent sur ce que les clients obtiennent, et non sur qui fait le travail.<\/strong><\/p>\n\n<div class=\"single__related-article\">\n\t<span>Related Article<\/span>\n\t<div class=\"single__related-article__wrap\">\n\t\t<div class=\"single__related-article__title\">\n\t\t\tHow To Position Your Agency So Clients Know Exactly Why To Hire You\n\t\t<\/div>\n\t\t<a href=\"https:\/\/www.dreamhost.com\/blog\/how-to-position-your-agency\/\" class=\"btn btn--sm btn--brand\" target=\"_blank\" rel=\"noopener\">\n\t\t\tRead More\n\t\t<\/a>\n\t<\/div>\n<\/div>\n\n<h3 id=\"h-outbound-vs-inbound-strategies\" class=\"wp-block-heading\">Strat\u00e9gies Sortantes vs. Entrantes<\/h3>\n\n\n<p class=\"wp-block-paragraph\">Les agences en d\u00e9but d&#8217;activit\u00e9 ont g\u00e9n\u00e9ralement besoin \u00e0 la fois de ventes sortantes et entrantes.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Le sortant est un jeu rapide : email froid, prospection LinkedIn, partenariats et conf\u00e9rences. Il peut obtenir des r\u00e9sultats plus rapides, mais n\u00e9cessite une plus grande tol\u00e9rance au rejet. Un bon sortant est sp\u00e9cifique, pertinent et bref.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Le marketing entrant est une strat\u00e9gie \u00e0 long terme : marketing de contenu, SEO, participation \u00e0 des \u00e9v\u00e9nements. Il construit l&#8217;autorit\u00e9 et g\u00e9n\u00e8re des prospects int\u00e9ress\u00e9s, mais prend des mois pour produire des r\u00e9sultats.<\/p>\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><tbody><tr><td><strong>Strat\u00e9gie<\/strong><\/td><td><strong>Temps Pour Obtenir Des R\u00e9sultats<\/strong><\/td><td><strong>Id\u00e9al Pour<\/strong><\/td><td><strong>Erreur Commune<\/strong><\/td><\/tr><tr><td>Parrainages<\/td><td>En continu<\/td><td>Prospects de qualit\u00e9, contacts directs<\/td><td>Aucune structure &#8211; compter sur la chance plut\u00f4t que de demander<\/td><\/tr><tr><td>D\u00e9marchage direct<\/td><td>1-3 mois<\/td><td>Combler les lacunes du pipeline, cibler les clients id\u00e9aux<\/td><td>Messagerie g\u00e9n\u00e9rique qui est ignor\u00e9e<\/td><\/tr><tr><td>Partenariats strat\u00e9giques<\/td><td>2-4 mois<\/td><td>R\u00e9f\u00e9rencements crois\u00e9s de services compl\u00e9mentaires<\/td><td>Accords vagues sans suivi<\/td><\/tr><tr><td>\u00c9v\u00e9nements et conf\u00e9rences<\/td><td>3-6 mois<\/td><td>Cr\u00e9dibilit\u00e9, construction de r\u00e9seau<\/td><td>Choisir la visibilit\u00e9 plut\u00f4t que la pertinence<\/td><\/tr><tr><td>Marketing de contenu et SEO<\/td><td>6-12 mois<\/td><td>Flux r\u00e9gulier de prospects, construction d&#8217;autorit\u00e9<\/td><td>Inconstance \u2014 la publication diminue quand tu es occup\u00e9<br><\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1836\" height=\"1251\" data-src=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule.webp\" alt=\"Chronologie montrant quand diff\u00e9rentes sources de leads g\u00e9n\u00e8rent habituellement des leads qualifi\u00e9s, s'\u00e9tendant sur un \u00e0 douze mois.\" class=\"wp-image-85607 lazyload\" data-srcset=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule.webp 1836w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-300x204.webp 300w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1024x698.webp 1024w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-768x523.webp 768w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1536x1047.webp 1536w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-600x409.webp 600w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1200x818.webp 1200w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-730x497.webp 730w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1460x995.webp 1460w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-784x534.webp 784w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1568x1068.webp 1568w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-877x598.webp 877w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/06-Not-All-Leads-Arrive-on-the-Same-Schedule-1754x1195.webp 1754w\" data-sizes=\"(max-width: 1836px) 100vw, 1836px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1836px; --smush-placeholder-aspect-ratio: 1836\/1251;\" \/><\/figure>\n\n\n<p class=\"wp-block-paragraph\">Plut\u00f4t que de toucher \u00e0 tout, il est pr\u00e9f\u00e9rable de choisir un ou deux canaux et d&#8217;\u00eatre constant. Joue sur tes forces \u2014 si tu es un bon \u00e9crivain, <a href=\"https:\/\/www.dreamhost.com\/blog\/content-storytelling\/\" target=\"_blank\">penche-toi sur le contenu<\/a>. Si tu es un connecteur naturel, construis des partenariats. Et souviens-toi que tu peux toujours <a href=\"https:\/\/www.dreamhost.com\/blog\/youtube-marketing\/\" target=\"_blank\">d\u00e9velopper plus de canaux<\/a> au fur et \u00e0 mesure que tu grandis.<\/p>\n\n\n<div class=\"article-newsletter article-newsletter--gradient\">\n\n\n<h2>Get Content Delivered Straight to Your Inbox<\/h2><p>Subscribe now to receive all the latest updates, delivered directly to your inbox.<\/p><form class=\"nwsl-form\" id=\"newsletter_block_\" novalidate><div class=\"messages\"><\/div><div class=\"form-group\"><label for=\"input_newsletter_block_\"><input type=\"email\"name=\"email\"id=\"input_newsletter_block_\"placeholder=\"Enter your email address\"novalidatedisabled=\"disabled\"\/><\/label><button type=\"submit\"class=\"btn btn--brand\"disabled=\"disabled\"><span>Sign Me Up!<\/span><svg width=\"21\" height=\"14\" viewBox=\"0 0 21 14\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<path d=\"M13.8523 0.42524L12.9323 1.34521C12.7095 1.56801 12.7132 1.9304 12.9404 2.14865L16.7241 5.7823H0.5625C0.251859 5.7823 0 6.03416 0 6.3448V7.6573C0 7.96794 0.251859 8.2198 0.5625 8.2198H16.7241L12.9405 11.8535C12.7132 12.0717 12.7095 12.4341 12.9323 12.6569L13.8523 13.5769C14.072 13.7965 14.4281 13.7965 14.6478 13.5769L20.8259 7.39879C21.0456 7.17913 21.0456 6.82298 20.8259 6.60327L14.6477 0.42524C14.4281 0.205584 14.0719 0.205584 13.8523 0.42524Z\" fill=\"white\"\/>\n<\/svg>\n<\/button><\/div><\/form><\/div>\n\n<h2 id=\"h-proposal-and-closing-processes\" class=\"wp-block-heading\">Processus De Proposition Et De Cl\u00f4ture<\/h2>\n\n\n<p class=\"wp-block-paragraph\">D&#8217;ici \u00e0 ce qu&#8217;un prospect re\u00e7oive une proposition, il devrait d\u00e9j\u00e0 comprendre le probl\u00e8me, l&#8217;approche recommand\u00e9e, l&#8217;investissement, et ce qui va suivre. La proposition confirme la conversation et sert d&#8217;outil de d\u00e9cision.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Une proposition d&#8217;agence solide comprend :<\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Contexte client<\/li>\n\n\n\n<li>R\u00e9sum\u00e9 du probl\u00e8me<\/li>\n\n\n\n<li>Solution recommand\u00e9e<\/li>\n\n\n\n<li>Port\u00e9e des travaux<\/li>\n\n\n\n<li>\u00c9ch\u00e9ancier<\/li>\n\n\n\n<li>Livrables<\/li>\n\n\n\n<li>Investissement<\/li>\n\n\n\n<li>Hypoth\u00e8ses et exclusions<\/li>\n\n\n\n<li>R\u00f4les de l&#8217;\u00e9quipe<\/li>\n\n\n\n<li>Processus d&#8217;approbation<\/li>\n\n\n\n<li>Prochaines \u00e9tapes<\/li>\n\n\n<\/ul>\n\n\n<p class=\"wp-block-paragraph\">Ne te contente pas d&#8217;envoyer la proposition et d&#8217;attendre. Construis une s\u00e9quence de suivi d\u00e9finie. Passe-la en revue lors d&#8217;un appel et fais un suivi dans environ 48 heures pour aborder toutes les pr\u00e9occupations.<\/p>\n\n\n<h2 id=\"h-sales-team-development\" class=\"wp-block-heading\">D\u00e9veloppement De L&#8217;\u00c9quipe De Vente<\/h2>\n\n\n<p class=\"wp-block-paragraph\">Tu n&#8217;as pas besoin d&#8217;un vendeur avant d&#8217;avoir un processus de vente r\u00e9p\u00e9table \u2014 il ne peut pas r\u00e9gler un positionnement flou, une offre faible, une tarification inconsistante, ou un fondateur qui n&#8217;est pas \u00e0 l&#8217;aise avec la vente.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Avant d&#8217;\u00eatre pr\u00eat \u00e0 d\u00e9l\u00e9guer les ventes, tu dois documenter :<\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Ton profil de client id\u00e9al<\/li>\n\n\n\n<li>Points douloureux communs<\/li>\n\n\n\n<li>Questions de qualification pour tes clients id\u00e9aux<\/li>\n\n\n\n<li>Structure d&#8217;un appel de d\u00e9couverte<\/li>\n\n\n\n<li>Logique de tarification<\/li>\n\n\n\n<li>Mod\u00e8les de propositions<\/li>\n\n\n\n<li>R\u00e9ponses aux objections<\/li>\n\n\n\n<li>Cadence de suivi<\/li>\n\n\n\n<li>Drapeaux rouges<\/li>\n\n\n<\/ul>\n\n\n<p class=\"wp-block-paragraph\">Construis un playbook de vente m\u00eame si tu es le seul \u00e0 l&#8217;utiliser. De cette fa\u00e7on, il sera pr\u00eat lorsque tu devras embaucher et former une \u00e9quipe de vente.<\/p>\n\n\n<h3 id=\"h-build-out-and-document-your-sales-pipeline\" class=\"wp-block-heading\">D\u00e9veloppe Et Documente Ton Pipeline De Ventes<\/h3>\n\n\n<p class=\"wp-block-paragraph\">Ces \u00e9tapes t&#8217;aideront \u00e0 cr\u00e9er trois outils de vente pratiques que tu peux utiliser maintenant et transmettre plus tard si tu d\u00e9cides de constituer une \u00e9quipe de vente.<\/p>\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Audite Tes Sources de Prospects : <\/strong>Liste chaque projet client des 12 derniers mois. Pour chacun :\n<ul class=\"wp-block-list\">\n<li>Enregistre le nom du client, comment ils t&#8217;ont trouv\u00e9 \u00e0 l&#8217;origine, et la valeur totale du projet.<\/li>\n\n\n\n<li>Trie par source.&nbsp;<\/li>\n\n\n\n<li>Additionne les revenus provenant des recommandations et du bouche \u00e0 oreille, puis calcule cela en pourcentage de ton total.&nbsp;<\/li>\n\n\n\n<li>Si les recommandations repr\u00e9sentent la majorit\u00e9 de tes revenus, toute ton entreprise d\u00e9pend d&#8217;un canal que tu ne peux ni contr\u00f4ler ni pr\u00e9voir. Travaillons l\u00e0-dessus.<\/li>\n\n\n<\/ul>\n\n\n<\/li>\n\n\n\n<li><strong>Construis un Plan \u00e0 Un Canal, 90 jours : <\/strong>Choisis un seul canal non bas\u00e9 sur les recommandations \u00e0 tester. Pour le canal choisi, r\u00e9dige quatre t\u00e2ches sp\u00e9cifiques hebdomadaires et une m\u00e9trique principale que tu peux commencer \u00e0 suivre d\u00e8s le premier mois. Fixe un seuil minimum pour cette m\u00e9trique. Si tu ne l&#8217;atteins pas au 90e jour, tu arr\u00eateras et essaieras un autre canal.<\/li>\n\n\n\n<li><strong>Cr\u00e9e un Mod\u00e8le de Proposition R\u00e9utilisable : <\/strong>Dans un document vierge, construis le squelette :\n<ul class=\"wp-block-list\">\n<li>Contexte du client<\/li>\n\n\n\n<li>R\u00e9sum\u00e9 du probl\u00e8me<\/li>\n\n\n\n<li>Solution recommand\u00e9e<\/li>\n\n\n\n<li>\u00c9tendue du travail, chronologie<\/li>\n\n\n\n<li>Livrables<\/li>\n\n\n\n<li>Prochaines \u00e9tapes<\/li>\n\n\n<\/ul>\n\n\n<\/li>\n\n\n<\/ol>\n\n\n<p class=\"wp-block-paragraph\">Maintenant, remplis tout ce qui reste identique pour tous les clients : tes conditions standards, processus, etc. Pour les parties qui changent selon le prospect, laisse des espaces r\u00e9serv\u00e9s entre crochets comme [d\u00e9fi principal du client] et [chronologie propos\u00e9e].<\/p>\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1836\" height=\"1227\" data-src=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_.webp\" alt=\"Comparaison du mix des sources de prospects montrant une diversification saine par rapport \u00e0 une d\u00e9pendance dangereuse aux parrainages.\" class=\"wp-image-85608 lazyload\" data-srcset=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_.webp 1836w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-300x200.webp 300w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1024x684.webp 1024w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-768x513.webp 768w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1536x1027.webp 1536w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-600x401.webp 600w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1200x802.webp 1200w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-730x488.webp 730w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1460x976.webp 1460w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-784x524.webp 784w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1568x1048.webp 1568w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-877x586.webp 877w, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/07\/07-If-Referrals-Dry-Up-What_s-Left_-1754x1172.webp 1754w\" data-sizes=\"(max-width: 1836px) 100vw, 1836px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1836px; --smush-placeholder-aspect-ratio: 1836\/1227;\" \/><\/figure>\n\n\n<h2 id=\"h-build-the-sales-system-before-you-need-it\" class=\"wp-block-heading\">Construis Le Syst\u00e8me De Ventes Avant D&#8217;en Avoir Besoin<\/h2>\n\n\n<p class=\"wp-block-paragraph\">Tu n&#8217;as pas besoin d&#8217;un CRM compliqu\u00e9 ou d&#8217;un manuel de vente de 40 pages. Tu as juste besoin d&#8217;un chemin clair et r\u00e9p\u00e9table pour comment quelqu&#8217;un passe d&#8217;\u00e9tranger \u00e0 prospect, de prospect \u00e0 client potentiel, et de client potentiel \u00e0 client.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Commence par regarder d&#8217;o\u00f9 viennent r\u00e9ellement tes clients actuels, puis examine quelles sources ont produit le meilleur travail.<\/p>\n\n\n<p class=\"wp-block-paragraph\">\u00c0 partir de l\u00e0, choisis une ou deux canaux \u00e0 am\u00e9liorer d\u00e9lib\u00e9r\u00e9ment. Si les parrainages sont ta source la plus forte, <a target=\"_blank\" href=\"https:\/\/www.dreamhost.com\/blog\/referral-program\/\">cr\u00e9e un v\u00e9ritable processus de parrainage<\/a>. Si le contenu est ton jeu \u00e0 long terme, <a target=\"_blank\" href=\"https:\/\/www.dreamhost.com\/blog\/content-marketing-funnel\/\">publie r\u00e9guli\u00e8rement<\/a> sur les probl\u00e8mes que tes meilleurs clients posent d\u00e9j\u00e0. Si les partenariats sont judicieux, d\u00e9finis qui sont les bons partenaires, ce qu&#8217;ils peuvent parrainer, et comment tu g\u00e9reras les suivis.<\/p>\n\n\n<p class=\"wp-block-paragraph\">Un entonnoir de ventes n&#8217;a pas besoin d&#8217;\u00eatre compliqu\u00e9. Il suffit qu&#8217;il existe \u2014 et qu&#8217;il soit quelque chose que tu utilises r\u00e9ellement. Commence par l&#8217;audit, choisis un canal \u00e0 tester, et construis \u00e0 partir de l\u00e0. La plupart des agences qui font cela de mani\u00e8re consistante trouvent qu&#8217;elles ne restent plus \u00e0 attendre que le t\u00e9l\u00e9phone sonne.<\/p>\n\n\n\n<div class=\"article-cta-shared article-cta-small article-cta--product\">\n\t<div class=\"tr-img-wrap-outer jsLoading\"><img decoding=\"async\" class=\"js-img-lazy \" src=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/themes\/blog2018\/assets\/img\/lazy-loading-transparent.webp\" data-srcset=\"https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/03\/remixer-background-877x590.webp 1x, https:\/\/www.dreamhost.com\/blog\/wp-content\/uploads\/2026\/03\/remixer-background-1754x1179.webp 2x\"  alt=\"DreamHost Remixer AI website builder\" \/><\/div>\n\n\t<a href='https:\/\/www.dreamhost.com\/lp\/from-freelancer-to-agency\/' class='link-top' target='_blank' rel='noopener noreferrer'>\n\t\t<span>From Freelancer to Agency<\/span>\n\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 384 512\" width=\"15\"><path d=\"M342.6 233.4c12.5 12.5 12.5 32.8 0 45.3l-192 192c-12.5 12.5-32.8 12.5-45.3 0s-12.5-32.8 0-45.3L274.7 256 105.4 86.6c-12.5-12.5-12.5-32.8 0-45.3s32.8-12.5 45.3 0l192 192z\"\/><\/svg>\n\t<\/a>\n\n\t<div class=\"content-btm\">\n\t\t<h2 class=\"h2--md\">\n\t\t\tReady to Scale From Freelancer to Agency?\n\t\t<\/h2>\n\t\t<p class=\"p--md\">\n\t\t\tA free playbook for freelancers deciding whether to build a team: positioning, hiring, sales, finances, and the math to decide if scaling is right for you.\n\t\t<\/p>\n\n\t\t        <a\n            href=\"https:\/\/www.dreamhost.com\/lp\/from-freelancer-to-agency\/\"\n                        class=\"btn btn--white-outline btn--sm btn--round\"\n                                    target=\"_blank\"\n            rel=\"noopener noreferrer\"\n            >\n                            Get the Free eBook                    <\/a>\n\n\t<\/div>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Apprends \u00e0 construire un pipeline de ventes d&#8217;agence r\u00e9p\u00e9table avec des r\u00e9f\u00e9rences, du marketing sortant, du marketing entrant, des propositions, des suivis et un playbook de ventes document\u00e9.<\/p>\n","protected":false},"author":1060,"featured_media":85598,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_yoast_wpseo_opengraph-title":"Comment Construire Un Pipeline De Ventes Pour Ton Agence En Croissance - 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