Sales is the lifeblood of every successful business. Without a clear, efficient process, you risk losing valuable leads and, ultimately, revenue. If you want to boost your sales outcomes, here’s an eight-step process that delivers consistent results.
Step 1: Generate Quality Leads
Everything starts with a lead. Whether through networking, referrals, advertising, or social media, your pipeline depends on a steady flow of potential clients.
Step 2: Screen Your Leads
Not all leads are worth pursuing. If someone isn’t in your target market, doesn’t have a problem you can solve, or isn’t ready to engage, refer them to someone who can help. This keeps your focus sharp and your time well-invested.
Step 3: Schedule the Sales Meeting
Once you’ve identified a qualified lead, book that all-important sales meeting.
Step 4: Send an Information Kit
Before the meeting, share a polished information kit that highlights your business’s strengths. This allows your prospect to familiarize themselves with your credibility and value, freeing up the meeting to focus on their needs.
Step 5: Build Rapport
Follow up before the meeting to answer questions or simply establish a connection. This small step can lay the groundwork for trust and collaboration.
Step 6: Execute the Sales Meeting
This is where preparation meets execution. Stick to your proven sales script, which should include a purpose statement, fact-finding questions, and strategies to handle objections. Remember, every interaction is an opportunity to move closer to closing.
Step 7: Follow Up (Relentlessly)
Most sales don’t close on the first meeting. That’s where follow-ups come in. Studies show you need at least seven follow-ups to maximize conversions. Mix it up—emails, phone calls, and even texts—to keep the conversation alive.
Step 8: Welcome Your New Client Like a Hero
When you get the “yes,” celebrate it with an outstanding onboarding process. First impressions matter, so use strategies like our “Hero’s Welcome” to make clients feel valued and excited about working with you.
This isn’t rocket science—it’s a basic, tried-and-tested sales process that works. But here’s the catch: having a process isn’t enough. You need a great process, executed consistently, to outperform your competition.
If you’re ready to dive deeper into building and optimizing a winning sales system, check out our 12 Week Sales MasterClass
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