LIFESTYLE BUSINESS ACCELERATOR 90 Day Program | 11 Sales & Business Development © The Startup Garage
THE SALES PROCESS
“Every step of the sales process went perfectly except the part where the customer buys our product.”
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THE SALES PROCESS First Leads Driver & Follow Up
Approach Leads
Sales Process Need Recognition
Close
Solution
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THE SALES PROCESS
1 A series of stages or milestones that both the prospect AND the salesperson go through when deciding whether to make a purchase
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Each phase is designed to gradually turn a prospect into a paying customer
Easy to follow progression to help you map out interactions with your customers- Helps you earn more clients and sell more product- 18% more business by using this
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4 Benefits of sales process: - Reminder to you which sales techniques to use - Plan our your sales flow with each prospect -
Blueprint for use with a future salesforce
KEY ELEMENTS OF SALES PROCESS Awareness Whitepaper, Ebook, Tip Sheet, Checklist, How-To Video, Educational Webinar
Evaluation Product Webinar, Case Study, Sample, FAQ, Data Sheet, Demo Video
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Purchase Free Trial, Live Demo, Consultation, Estimate, Coupon
STEPS OF SALES PROCESS 1
Create a tool to track leads and all you do to communicate with prospects
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- Spreadsheet
Preparation Before you begin interaction can you qualify the prospect?
- Does this prospect need my service / product?
- CRM ( Customer Relationship Management Software)
- Can they afford my service/ product?
- Other tools?
- How likely are they to be open to buying?
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Initial Interaction - Positioning your company- can you create differentiation?
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- Tell them why you matter! - Demonstrate your value-----( stories, proof, examples, testimonials) - How will you communicate this ( Š The Startup Garage online, brochures, presentations,
Discover the customer needs - What will be your methodology for interacting with prospect? In person or online? - What are the tools you can use to engage with them to discover their needs?
PRESENT YOUR SOLUTION
STEPS OF SALES PROCESS
Make this customer-centric-- it’s not just a product / serviceit’s about a solution that makes your prospect’s life better, easier, etc. -
What is the underlying cause of their need / problem?
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How does my product or service address this issue?
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What is the outcome for them if they accept my offer?
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How can I communicate to help them see the value?
THE CLOSE
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What constitutes a closed deal for you? For the customer?
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Make it simple!
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What is the process to close the deal?
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Purchase order / payment / payment processing?
STEPS OF SALES PROCESS Fulfillment and Fostering The Customer Relationship - How to measure customer satisfaction? - Follow on sales opportunities (upsell, cross sell)? - Refund policies? - Referral programs and incentives? - How does your customer prefer to be communicated with for maximum benefit to you & him/ her? Š The Startup Garage
PRODUCT DELIVERY SYSTEM
1 How to ensure great customer service?
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How to get referral & repeat customers?
Communication with customers
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YOUR SALES PROCESS IS A CONTINUOUS LOOP The Customer Journey
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Study: Nearly 100 Percent of Consumers Research Online Before Buying If you’re not already devoting most of your marketing budget to the Internet, now is the time to change your game plan. A new study by BIA/Kelsey indicates that 97 percent of consumers go online to research products and services locally. If they’re not finding you during their searches, there’s no doubt about it: You’re losing business, and probably lots of it. Consumers are getting their information from a variety of sources, but most of them start with popular search engines such as Google, Yahoo! and Bing. Of those who participated in the study, 90 percent reported using search engines to conduct research. Forty-eight percent use the online Yellow pages, 42 percent use shopping comparison sites and 24 percent use vertical sites. Consumers are also becoming more Internet savvy, the study shows. The average consumer uses 7.9 different sources when looking to buy products and services locally; that’s up from 2009’s 6.5 and 2008’s 5.8. Fifty-eight percent take advantage of online coupons and 19 percent have made appointments via the Internet in the past six months. With numbers like this, it’s baffling that, as of a year ago, 44 percent of small businesses didn’t even have websites. Report: March 10, 2016 © The Startup Garage
SALES SUCCESS LINKED TO ONLINE PRESENCE
Customers in control
Customers and sales share control
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THE SALES + MARKETING PROCESS HAS CHANGED
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BUSINESS DEVELOPMENT OPPORTUNITIES
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BUSINESS DEVELOPMENT
1+1=5
Partnerships and collaboration enhance your market reach, visibility, sales opportunities- and make you look bigger than you are! Business Partnerships VAVI - 24 hour Fitness Partnership World Nativ & The Startup Garage Partnership
Social Good Partnerships Create social impact and good will in your community Powerful way to gain visibility and interest in your business
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ALP-N-ROCK + ROOM TO READ
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MOGL & FEEDING AMERICA
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CREATING BUSINESS DEVELOPMENT + PARTNERSHIP OPPORTUNITIES 1
Can you identify businesses / services that are complementary to / enhance your own offerings?
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Is there a joint offer you can create that customers would perceive as more valuable than the individual offerings?
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What is the compelling call to action?
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Is there “compatibility” with your two businesses and owners?
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How will you share the leads?
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What are the metrics for success of the partnership / joint offerings?
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How do you turn leads into sales from this? © The Startup Garage