If you’re anything like me, your sales process can always be improved upon.
Mastering authentic selling is a practice – not something you’ll achieve overnight.
It’s important to you look at how your sales process has gone, and identify the areas that are working well – and those that need improvement. Additionally, you may need to add elements to your sales process to perfect it even more.
To help you, I created a list of 13 ways you can improve your sales process.
IMPORTANT: You don’t have to implement everything you see here. Pick out the ones that resonate with you. Where I could, I included links to additional resources so you can learn more about that idea.
If you do implement something from this list, give it time to work. For example, adding your programs to your website will not immediately bring clients in droves. Be patient, observe, measure – and stay the course. You got this!
#1: Write a love letter to your ideal client
Your marketing copy is a love letter to your ideal client. That includes email copy, social media posts, webinar slides and e-books. I spell it all out in this blog post: http://www.jillceleste.com/market-with-love/.
#2: Create a “sales” email address
A “sales” email address is a great way to organize your inbox (e.g. firstname.lastname@example.org). It’s like placing a gorgeous flag on these emails so you know it’s related to sales. When you see something from your “sales” inbox, it should inspire you to spring into action.
#3: Firm up your packages and pricing
Look at your existing packages and pricing. Do they need to be finessed? Can the prices be increased? Do you thoroughly explain the benefits of each package? Spend some time with your packages and pricing so you’re confident about what you’re presenting to your ideal clients.
#4: Add packages, programs, services to your website
Once you firm up your packages, add them to your website. I list mine here: http://www.jillceleste.com/programs/
You’ll notice that I list the prices on my website. I did this after a lot of soul searching and conversations with my tribe. For me, it works. There are compelling reasons, however, to not post your prices, and I discuss those reasons here: http://www.jillceleste.com/should-you-post-your-prices-on-your-website/
It’s completely up to you about posting prices on your website. Follow your gut.
#5: Create a PDF flyer of your packages and pricing
You want a PDF of your packages and pricing so you can email it to your ideal clients before, during or after your free introductory calls (more about that in a second).
Here’s what I do: I copy and paste my webpage copy into a Word doc. I add my branding and then convert the Word doc into a PDF. Easy breezy!
#6: Secure an online scheduler
Having an online scheduler is a total time saver. No more emailing back and forth with a prospective client to find a good time for you to speak! The online scheduler also should send automated emails to your sales prospect to remind her of your appointment.
I have used Vcita for years and love it. There are others out there – some are more affordable than others. Do your research and find the best one for you.
#7: Place links to your online scheduler throughout your website
Once you secure your online scheduler, make sure to add links to it throughout your website.
If you peruse my website, you’ll see I mention scheduling a “Get-Acquainted Call” at the bottom of each webpage. I use the same photo and copy. It’s a great call to action, and you should get more introductory calls this way!
#8: Create a “Hire Me” page on your website
In addition to having a call to action at the bottom of each webpage, you may want to create a separate “Hire Me” page. This page would spell out your sales process, including how to get on the phone with you, forms your sales prospects need to fill out, a link to your packages or products, and customer testimonials.
#9: Create a “Free Introductory Call” process
In most cases, you will sell your services through an introductory call (sometimes called Get-Acquainted Calls or Discovery Sessions).
That means you need to have your introductory call process nailed down, including what you’ll email your sales prospects before you get on the phone with them. I share some tips about this here: http://www.jillceleste.com/what-to-email-before-an-introductory-sales-call/
#10: Write a “Free Introductory Call” script
Sales scripts are your friend, especially when you are first starting out. I provide a sales script on the Resources page for my book, That First Client. If you don’t have a copy, you can get a free e-version of my book here: www.ThatFIrstClient.com.
From there, go to page 55 to learn how to access the free resources (that’s where the sales script is – as well as other goodies!).
#11: Plan for objections
I wish our ideal clients would easily buy from us, but that’s not always the case. Many will have objections. Your job as the entrepreneur is to hear their objections and, if appropriate, help your sales prospect steer around them. Often, objections are mindset issues – the voice of your ideal client’s Ego trying to keep her safe.
Make a list of common objections you have received, and brainstorm how you would respond to each one.
I did a blog post about the “I can’t afford you” objection, specifically what to say in these circumstances. You can read it here: http://www.jillceleste.com/sales-prospect-cant-afford/
#12: Make a sales follow-up list
Chances are – you will need to follow up with your sales prospects after your introductory calls.
With most clients not purchasing until after 7-9 “touches” (meaning you reaching out), it’s essential you create a list of people that you need to follow up with.
If you need tips on how to create a sales follow-up list, check out this blog post: http://www.jillceleste.com/making-a-sales-follow-up-list/.
#13: Establish Follow-Up Friday
Making a list of your sales prospects is awesome, but it’s not effective if you are not actually following up.
I created “Follow-Up Friday” for my own business so I have a day on my calendar for following up. It’s alliterative and easy to remember.
You can set up Follow-Up Friday too! Read all about it here: http://www.jillceleste.com/time-establish-follow-friday/
Jill Celeste, MA is a bestselling author, marketing teacher and founder of the Celestial Marketing Academy. Jill teaches purpose-driven entrepreneurs everything they need to know about marketing so they can become the Directors of Marketing for their businesses.
Jill is the author of the Amazon Top 25 Bestselling Marketing Book, That First Client, as well as the co-author of the bestseller, Cultivating Joy, and international bestseller, Gratitude and Grace.
Jill graduated with a B.A. in English from Wesleyan College in Macon, Georgia. She obtained her master’s degree in history from the State University of Georgia in Carrollton. Prior to becoming a marketing coach, Jill worked for 14 years in the private sector, and has experience in marketing and public relations in healthcare, IT and small business.
Jill lives near Tampa, Florida, with her husband, two sons, two guinea pigs and a basset hound named Emma.