10 step sales process
- 2. 1. PROSPECT Define the target audience you want to a2ract and use channels such as social media to find them. Focus on the types of customers you wish to a2ract. For example, a financial adviser can use advanced search filters on social media to find and target lawyers within a specific geographical loca=on and tailor messages to appeal to that audience. The more targeted you are with your prospec=ng the more likely you are to generate contacts who fit the criteria of your ideal client type. TM econnexx
- 3. 2. QUALIFY By gathering answers to the following ques=ons can help you qualify each lead, allowing you to focus on those most likely to convert to sales. • Budget: do they have enough money to buy the product? • Authority: can they make a purchase decision? • Need: do they have a need that the product or service in ques=on can fulfill • Timescale: do they have a specific =me when they wish to make their purchase ✔ TM econnexx
- 4. 3. CONNECT Connect with prospects through email, telephone or face to face mee=ng to communicate your value proposi=on. Depending on your business and proposi=on, email is typically the best and most cost effec=ve form of communica=on for early stage prospects. Automa=on processes provide you with a means to nurture prospect interest through the scheduled delivery of automated emails. TM econnexx
- 5. 4. IDENTIFY PAIN POINTS Why would someone who fits within your target client profile choose to bypass your product or service? To understand why, you must put yourself in their shoes, understand their pain points and take preemp=ve measures to address those pain points. Use your website, blog content, videos, or emails to clarify any concerns and remove obstacles that could impact your sales. TM econnexx
- 6. 5. PRESENT Show exactly what you have to offer and why it would benefit that prospect. Use product demos, samples, examples or presenta=ons. Develop a process to present your service through the most suitable media. Whether it is face to face product demonstra=ons, videos, booklets or online demonstra=ons, use the right media to fit your proposi=on. TM econnexx
- 7. 6. HANDLE CONCERNS To help address any doubts the prospect might have, include an FAQ sec=on on your website. Help build trust and authority by providing them with tes=monials and case studies. For the prospects who need more =me, send them regular and valuable blog posts or email newsle2ers to help keep your service front of mind. TM econnexx
- 8. 7. PROPOSAL When you understand your prospects specific needs and they see the value in your service, draught and present to them a proposal that fits their requirements. TM econnexx
- 9. 8. CLOSE Whenever you feel you have nurtured your prospects interest and alleviated any concerns, ask for the business and close the deal. TM econnexx
- 10. 9. DELIVER The most important part of any transac=on is to deliver value. By ensuring your customers receive the product or service they signed up for is cri=cal for business longevity and client sa=sfac=on. Ensure you have client care processes in place to promote customer delight. TM econnexx
- 11. 10. UPSELL/CROSS-SELL Remain in contact with clients through regular blog distribu=on, email newsle2ers or product updates. Benefit from flawless customer care processes to upsell and promote posi=ve word of mouth and social referrals. TM econnexx
- 12. econnexx Find out what we do and how we can help you at: www.econnexx.com TM