Web lead for a service led business
Step 1: 1st contact with prospect via email (create professional template email and follow up within 24 hours)
Step 2: 1st contact with prospect via phone (create phone script and practice. Build rapport. Preempt common objections. Book appointment)
Step 3: 2nd contact via email (send email confirmation template and relevant details)
Step 4: Call on the day to confirm appointment (practice script)
Step 5: Sales appointment (clear positioning \ setting the scene, map out a structured process, practice closes, practice objections, practice talking about fees)
Step 6: Follow up within the agreed time (practice script)
Having a clear, simple sales process will enable you focus on each stage so you can tweak it and improve where necessary. The more you practice your pitch, the more confident you will be. When I first went out selling many years ago, I would practice my pitch over and over again until I could quote it verbatim!
This is particularly important when it comes to talking about your fees. Most new (and established) business owners can turn into stuttering wrecks when they start talking about price! Write out what you want to say and practice, practice, practice until you can pitch your price without sounding like a blithering wreck!
Lots more to come on sales as it is a speciality of mine, but as these blogs are designed to be read in a couple of minutes, I'll leave it there for today!
Keeping you hanging...
Jo Richings x