Updated: Dec 15, 2020
Why It's Important To Have A Sales Process
A sales process is important for your business because not only will it establish a routine, but it will have a positive impact on your growth. A sales process is defined as, "a series of repeatable steps, divided into well-defined stages, which you complete to convert potential customers." It also serves as a map to help your sales team (or yourself) stay on track so you never miss a step and can close more business.
It took me many tries to get a format perfect for me. Do I like cold calling? Nope. Maybe mailers. Ehh. Many business owners that I work with hate to be pushy or salesy - but you don't have to be like that. Once you finetune a process that works best for you, it's important to stick with it!
I'm going to start my personal "Sales Process" with you. This is from when you first made contact with a prospect. You can use it however you'd like and edit as you see fit.
Day after meetings, send out a "nice to meet you card."
Email after a few days, suggest a meeting for a coffee/Zoom date.
Offer several dates, times, and locations.
Follow-up after 1 week of no response.
Prepare a contract the day before, like you're going to close the deal. If they have any follow-up questions, make sure to add them to the follow-up email.
1st Follow-Up: Day 3 (or when they open the contract)
Be sure to write something personal. Remember the details of the meeting. Mention something about their company.
2nd Follow-Up: Day 7 (a few days later)
Mention the key points of what had them interested at first.
3rd Follow-Up: Day 13 (1 week later)
"Are there any questions or concerns related to the proposal that I can help you with?"
4th Follow-Up: Day 26 (2 weeks later)
Of course, you can continue with a 5th and 6th contact - it's entirely up to you.
At the end of the day, you can see why the sales process is important for your business. As you can see, I've discussed some of the steps, but it's important to customize them as your own and stick to them!
Salty Red Dog Marketing, LLC is a marketing agency in Westport, Connecticut, and Red Bank, New Jersey. We service businesses with marketing strategies, digital marketing, social media, and consultations.
Contact: firstname.lastname@example.org Phone: (203) 429-9671