TBolts20
Junior Member
- Sep 12, 2018
- 143
- 79
Hi friends,
I watched this video on YouTube a while ago and decided to implement this sales process into my agency and I would highly recommend checking it out if you are selling any digital service B2B.
It’s a 45-minute-long video so I will break down the sales process that he follows here and trust me it works very well. As of right now I have 100% close rate for clients that have gone through the full sales process. They have been extremely impressed and its definitely due to the attention to detail and professionalism with the process.
The guy literally says in the video that as long as you can speak basic English that by the final stage you will close 95% of clients haha
It’s honestly a brilliant process and although I do not have the documents or power points that he mentions in the video, I will attach the ones that I have created as a guideline for anyone interested!
Just to be clear, this process does not cover how to get the leads. It just covers what to do when you have a warm/cold lead and anything in between! I am also in no way associated with this video and DO NOT take credit for this process. Enjoy:
Essentially, he breaks down the process into 4 steps:
1. Lead Analysis
2. Phone Interview
3. Discovery
4. Presentation of services
Lead Analysis: Is the lead worth your time???
This is essentially figuring out whether or not your lead qualifies and if it is worth spending time on. You need to be honest with yourself here and not pursue a shit lead that is just going to waste your time.
Even if you are strapped for cash and need clients you shouldn’t go through the entire sales process for a brand-new company with zero capital that will not be able to afford your services. Spend this time refining your services, focusing on providing value for your current clients or trying to find new ones.
Make sure you do your due diligence and ensure these people can pay you, period. Most of this is common sense. Analyze their website, social accounts and anything at your disposal. Taking the 20 minutes to do this rather than wasting hours in the long run is well worth it.
Some additional tools he uses for this are:
Who is: To check how recently a domain name was registered
https://www.whois.com/whois/
Ahrefs: To see if they have any backlinks/social signals
https://ahrefs.com/
Phone Interview: Learn the basics of their business
This phone call should be no more than 5-10 minutes long. The purpose of the call is to build a relationship/trust with the client and get information on their business.
One other thing that he mentions which I think is very valuable is to not only make sure they can afford your services, but make sure your services will work for their business. You aren’t just trying to cash a pay cheque here; you’re trying to develop a relationship with a client so they can refer you more clients down the road. In order for this to happen, you need to give them results!!
What to ask them is really quite simple.
Tell me about your business?
With this question you want to get an idea of the 3 things
- The size of the business
- If they have employees or not
- Are they making money (better to just infer based on what they say, don’t go asking them like a dickhead unless you’re certain it’s a good idea haha)
What are their goals?
This should be very brief as we will be asking the same thing in the next meeting but really getting down to the details. Just small talk and bullshit here
This should eat up around 5-10 minutes and now it’s time to set up a follow up meeting either in person (This is Ideal) or over the phone (30-45 minutes will be needed). Do not get off the phone until you’ve booked a time, place and date!!
Discovery Meeting: Purpose is to gain an in depth understanding of their business and to gain ammunition for any objection they may have later on
Really important here that you do 5% of the talking in this meeting and the customer does the other 95%. Because our agency isn’t a big one, we start by doing a little intro about the business and ourselves then explain to them exactly what the meeting is for. Then we get into the questions.
You will be asking the following open-ended questions:
1. What are your goals?
2. How do you plan on achieving them?
3. What’s stopping you from getting there?
4. Where are you now in this process?
5. What are you doing right now on your website and digital advertising?
a. What else are you doing (keep asking till they have nothing else to say!!)
Throughout the entire time you are asking these questions you should be taking extensive notes on everything they say. This is the ammunition you will use if they have objections later on and you will include it in your final presentation/proposal.
After you have gone through all the questions and have great notes on everything you will say this, “I think we've got enough information to go back to the office and prepare a custom plan for your business”.
At this time, you will now set up a meeting time for your final meeting, the Presentation of services. Once again, make sure you set up this meeting before they leave or hang up!!!
After this meeting is over, you will also be emailing them a nicely formatted copy of your notes to ensure that all the information is correct, and you are both on the same page. This makes you look extremely professional and like you genuinely give a shit about their business. I have attached a copy of my notes from a meeting and the email I sent:
Email:
Hi Client Name,
Thank you for taking the time to meet earlier today. My Business partners name and I enjoyed learning more about your business and its plan for the future.
Attached is our notes from the meeting to ensure we have covered everything. Please let me know if there is anything we have missed. I have also attached a document that tells you a little bit more about who we are and what we do.
We are excited to start working on your custom digital strategy and present it to you next week!
Kind regards,
Name
One other document I attach here is a really nice looking 5-page document that I build with Canva that provides the client with more information on Who we are, what the agency does and how they can contact us. I will not attach this document, but it follows this format:
Title Page: Background image is of a landmark or city view where the client’s business is located, and we include “Prepared for: The Businesses Name” for a personalized feel.
Who we are: touches on the business in general & the backgrounds of my business partner and I
Service 1: Detailed explanation of your first digital offering and how it helps businesses
Service 2: Detailed explanation of your second digital offering and how it helps businesses
Contact Information: A thank you message about taking the time to meet today, all contact info for both my business partner and I, and a nice little message at the bottom saying, “We hope to do business with you in the future”
At this point the client now thinks you are super professional, and they are very excited to hear how you plan on solving their problems.
Presentation of services: This is where we close the deal
This is the big day and if you have followed steps 1-3 to a T you should be fired up for this meeting. When the client arrives, you should have the presentation up on the projector, TV, laptop or whatever device you plan on presenting it on and have a printed-out a copy of the proposal/contract you plan on getting them to sign. (I keep this on our side of the table so they don’t jump to grab it and check prices haha)
I do not have the presentation slides from the video, but I have created my own based on what is mentioned.
To summarize, you will recap the client’s goals, challenges, where they are right now and then get into your solution for them.
With each element of your solution you will refer back to exactly what challenge it solves and how it relates to a specific goal they have.
This is exactly why you took notes in the first place. It shows you listened to their needs and developed a custom plan that will help them with exactly what they are struggling with. We also provide them with 2 options for services and make it very clear what goals and challenges are not addressed If they chose the shittier option.
Then afterwards we will physically ask them for their business. If you have any objections just refer back to your slides because you should know exactly how to handle them as your plan is created around this business’s problems.
If they are shocked by the prices and don’t go through with it you fucked up in step 1. It’s that simple. TAKE THE INITIAL 20 MINUTES TO MAKE SURE THEY CAN PAY YOU!!
Two images that I did not include simply because I cant have more than 10 images are the Title Page and Agenda. Definitely include these so when they walk in the meeting room you have a dope looking title page up there ready for them that catches their eye. Also the agenda is super important to set the tone/expectation for the meeting. I have it follow this format:
- Goals
- Challenges
- Your Current Digital Position
- The Solution
- Website Design
- Hosting
- Facebook Ads
- Pricing
This lets them know that you will talk about pricing at the end so they wont be constantly asking you for the prices and ruin your delivery and sales flow.
Here are the slides:
The final Slide that I did not include is simply a black slide with big white writing in the center that says, "So let's Solve your Problems" and this is where you ask them for their business.
So, there you have it folks, a sales process that currently has my agency with a 100% close rate. It’s a long one and it can be tedious at the beginning to get all your templates created, but it is so worth it.
Just remember when meeting with these clients to act professional, dress half decently, be prepared, and most importantly have confidence in your products and be enthusiastic about helping them.
This will build trust with them and at the end of the day a business will go with the agency that they think cares the most and will do anything to help them.
If you have any questions about the process feel free to ask or refer to the video as he will explain everything more in depth.
Cheers,
TBolts20
I watched this video on YouTube a while ago and decided to implement this sales process into my agency and I would highly recommend checking it out if you are selling any digital service B2B.
It’s a 45-minute-long video so I will break down the sales process that he follows here and trust me it works very well. As of right now I have 100% close rate for clients that have gone through the full sales process. They have been extremely impressed and its definitely due to the attention to detail and professionalism with the process.
The guy literally says in the video that as long as you can speak basic English that by the final stage you will close 95% of clients haha
It’s honestly a brilliant process and although I do not have the documents or power points that he mentions in the video, I will attach the ones that I have created as a guideline for anyone interested!
Just to be clear, this process does not cover how to get the leads. It just covers what to do when you have a warm/cold lead and anything in between! I am also in no way associated with this video and DO NOT take credit for this process. Enjoy:
Essentially, he breaks down the process into 4 steps:
1. Lead Analysis
2. Phone Interview
3. Discovery
4. Presentation of services
Lead Analysis: Is the lead worth your time???
This is essentially figuring out whether or not your lead qualifies and if it is worth spending time on. You need to be honest with yourself here and not pursue a shit lead that is just going to waste your time.
Even if you are strapped for cash and need clients you shouldn’t go through the entire sales process for a brand-new company with zero capital that will not be able to afford your services. Spend this time refining your services, focusing on providing value for your current clients or trying to find new ones.
Make sure you do your due diligence and ensure these people can pay you, period. Most of this is common sense. Analyze their website, social accounts and anything at your disposal. Taking the 20 minutes to do this rather than wasting hours in the long run is well worth it.
Some additional tools he uses for this are:
Who is: To check how recently a domain name was registered
https://www.whois.com/whois/
Ahrefs: To see if they have any backlinks/social signals
https://ahrefs.com/
Phone Interview: Learn the basics of their business
This phone call should be no more than 5-10 minutes long. The purpose of the call is to build a relationship/trust with the client and get information on their business.
One other thing that he mentions which I think is very valuable is to not only make sure they can afford your services, but make sure your services will work for their business. You aren’t just trying to cash a pay cheque here; you’re trying to develop a relationship with a client so they can refer you more clients down the road. In order for this to happen, you need to give them results!!
What to ask them is really quite simple.
Tell me about your business?
With this question you want to get an idea of the 3 things
- The size of the business
- If they have employees or not
- Are they making money (better to just infer based on what they say, don’t go asking them like a dickhead unless you’re certain it’s a good idea haha)
What are their goals?
This should be very brief as we will be asking the same thing in the next meeting but really getting down to the details. Just small talk and bullshit here
This should eat up around 5-10 minutes and now it’s time to set up a follow up meeting either in person (This is Ideal) or over the phone (30-45 minutes will be needed). Do not get off the phone until you’ve booked a time, place and date!!
Discovery Meeting: Purpose is to gain an in depth understanding of their business and to gain ammunition for any objection they may have later on
Really important here that you do 5% of the talking in this meeting and the customer does the other 95%. Because our agency isn’t a big one, we start by doing a little intro about the business and ourselves then explain to them exactly what the meeting is for. Then we get into the questions.
You will be asking the following open-ended questions:
1. What are your goals?
2. How do you plan on achieving them?
3. What’s stopping you from getting there?
4. Where are you now in this process?
5. What are you doing right now on your website and digital advertising?
a. What else are you doing (keep asking till they have nothing else to say!!)
Throughout the entire time you are asking these questions you should be taking extensive notes on everything they say. This is the ammunition you will use if they have objections later on and you will include it in your final presentation/proposal.
After you have gone through all the questions and have great notes on everything you will say this, “I think we've got enough information to go back to the office and prepare a custom plan for your business”.
At this time, you will now set up a meeting time for your final meeting, the Presentation of services. Once again, make sure you set up this meeting before they leave or hang up!!!
After this meeting is over, you will also be emailing them a nicely formatted copy of your notes to ensure that all the information is correct, and you are both on the same page. This makes you look extremely professional and like you genuinely give a shit about their business. I have attached a copy of my notes from a meeting and the email I sent:
Email:
Hi Client Name,
Thank you for taking the time to meet earlier today. My Business partners name and I enjoyed learning more about your business and its plan for the future.
Attached is our notes from the meeting to ensure we have covered everything. Please let me know if there is anything we have missed. I have also attached a document that tells you a little bit more about who we are and what we do.
We are excited to start working on your custom digital strategy and present it to you next week!
Kind regards,
Name
One other document I attach here is a really nice looking 5-page document that I build with Canva that provides the client with more information on Who we are, what the agency does and how they can contact us. I will not attach this document, but it follows this format:
Title Page: Background image is of a landmark or city view where the client’s business is located, and we include “Prepared for: The Businesses Name” for a personalized feel.
Who we are: touches on the business in general & the backgrounds of my business partner and I
Service 1: Detailed explanation of your first digital offering and how it helps businesses
Service 2: Detailed explanation of your second digital offering and how it helps businesses
Contact Information: A thank you message about taking the time to meet today, all contact info for both my business partner and I, and a nice little message at the bottom saying, “We hope to do business with you in the future”
At this point the client now thinks you are super professional, and they are very excited to hear how you plan on solving their problems.
Presentation of services: This is where we close the deal
This is the big day and if you have followed steps 1-3 to a T you should be fired up for this meeting. When the client arrives, you should have the presentation up on the projector, TV, laptop or whatever device you plan on presenting it on and have a printed-out a copy of the proposal/contract you plan on getting them to sign. (I keep this on our side of the table so they don’t jump to grab it and check prices haha)
I do not have the presentation slides from the video, but I have created my own based on what is mentioned.
To summarize, you will recap the client’s goals, challenges, where they are right now and then get into your solution for them.
With each element of your solution you will refer back to exactly what challenge it solves and how it relates to a specific goal they have.
This is exactly why you took notes in the first place. It shows you listened to their needs and developed a custom plan that will help them with exactly what they are struggling with. We also provide them with 2 options for services and make it very clear what goals and challenges are not addressed If they chose the shittier option.
Then afterwards we will physically ask them for their business. If you have any objections just refer back to your slides because you should know exactly how to handle them as your plan is created around this business’s problems.
If they are shocked by the prices and don’t go through with it you fucked up in step 1. It’s that simple. TAKE THE INITIAL 20 MINUTES TO MAKE SURE THEY CAN PAY YOU!!
Two images that I did not include simply because I cant have more than 10 images are the Title Page and Agenda. Definitely include these so when they walk in the meeting room you have a dope looking title page up there ready for them that catches their eye. Also the agenda is super important to set the tone/expectation for the meeting. I have it follow this format:
- Goals
- Challenges
- Your Current Digital Position
- The Solution
- Website Design
- Hosting
- Facebook Ads
- Pricing
This lets them know that you will talk about pricing at the end so they wont be constantly asking you for the prices and ruin your delivery and sales flow.
Here are the slides:
The final Slide that I did not include is simply a black slide with big white writing in the center that says, "So let's Solve your Problems" and this is where you ask them for their business.
So, there you have it folks, a sales process that currently has my agency with a 100% close rate. It’s a long one and it can be tedious at the beginning to get all your templates created, but it is so worth it.
Just remember when meeting with these clients to act professional, dress half decently, be prepared, and most importantly have confidence in your products and be enthusiastic about helping them.
This will build trust with them and at the end of the day a business will go with the agency that they think cares the most and will do anything to help them.
If you have any questions about the process feel free to ask or refer to the video as he will explain everything more in depth.
Cheers,
TBolts20
