Sales Funnel Outline
- Pre and Post Proposal Sent Process
- Complete project planner / process
- When you get done reviewing the planner process, immediately
setup a time to follow-up with the potential Client to
answer questions they may have, offer assistance, or help
move things along for them
- Make sure to offer to setup a call time to review their
project in detail if theyare hesitant to complete the
planner
- Pointout the advantages and benefits (leverage your time by
doing it right once andgetting apples to apples from all
potential partners)
- Follow-upconsistently with potential Clients (i.e. if the
deal size is smaller and / or they express little interest
then typically keep the follow-up automated (shoot drip
notes through CRM auto-emailer). If the deal size is larger,
then make sure you beat down their door so to speak to let
them know you're serious and want to serve them to get more
info about Clarity and to help Clarity provide them with an
accurate estimate
- Review planner with Client and generate a proposal
- A Classic process is to set the next appointment before
ending the current appointment. Make sure you immediately
setup the appointment time for the potential Client to
review the generated proposal with you in detail. Make sure
you also review the calendar and ensure there is an
experienced team member with the skill set you require
available to join the follow-up call.
- Try to review with a technical person in advance of your
call to flesh out specific potential areas we would like
more detail on. Note that bringing in a technical contact at
this point could show us in a good light and is therefore
encouraged within reason.
- Make sure you have a firm budget/timeline confirmation from
the Client before putting significant time into generating a
proposal for them
- Review proposal with Client in a webinar with Partner or
seasoned developer
- It is critical to review the proposal in detail with the
potential Client to ensure they understand and are able to
get questions answered, etc. This process of being on the
line during the proposal review is a great process to ensure
open communication and candid feedback. If the Client is
within a reasonable range (usually about 5-25% variation
from our estimate) then we will continue working with them,
otherwise we will weed them out of our project pipeline.
- Review webinar/demos with Client in an interactive webinar with
Partner or seasoned developer
- It is critical to review the key offerings at Clarity that
give us additional value add
- Clarity's strong SEO capabilities are a key element
- Clarity's detailed design and project management
processes are a key element
- Clarity's CMS system, eCommerce platform, Integration to
internal systems, etc.
- Continue following up with valuable information
- Rather than following up with a simple check in or status
check, make sure to offer value add each time you follow-up
- Do some quick research on their industry and suggest
that you would like to send over a few sites you think
they might be interested in
- Review with an internal team member (i.e. a Partner -
Chris, Chad, etc. - is a great solution for larger
projects) and ask for ideas and suggestions to send the
potential Client
- Begin offering yourself as a resource right away so the
potential Client gets a good "feel" from us from day
one.
- Be consistent and don't take VM or "not in, etc." as an
answer
- Import leads
- Sales Genie
- Other
- New Dials
- Phone script
- Entire process
- Automated call disposition and scheduling workflow
- E-mail
- Segment and timing-based automated emails with relevant attachments, links, etc.
- Website
- Marketing Collateral
- Links/Portfolio
- Appointment
- Conference call/Needs Analysis
- Proposal
- Generate
- Send
- Confirm receipt
- Move to next steps
- Close/Drip
- Webinar
- Live Demo
- Discount
- E-mails
- Brief Calls
- Links
- Mock-ups
- Review their code
- Suggestions
- Case Studies
- 5 autoresponder e-mails - over 5 weeks
- Pain Points Videos on website
- Whitepapers to offer
- Follow-up every 3 months, minimum
- Newsletter
- Whitepapers