Mastering the Last Leg of the Agency Sales Process
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This is it.
The last, and what seems to be most agencies ‘ hardest, is 10% of their sales process.
This really should be the easiest call in the entire process, and in this episode of Inbound Sales Journey, we will explain why.
The Decision Stage
This is the fourth call in the process.
If you are jumping in late, I recommend you check out the connect call, the qualifying call, and the solution call first.
That will help set your mind frame coming into the decision stage call.
Before the Decision Call
You have some homework to take care of before jumping on this call. 48 hours beforehand you should send over the contract for the prospect to review and have set the expectation that they will be filling that out with you during this call.
Send a confirming email one hour ahead, including a link to whatever screen-sharing platform you would like to use. We love Uberconference and have found it to be very reliable with smooth screen sharing and easy call joining.
During the Decision Call
Most agencies send out their contracts for review but do not go through them with the prospect while they are signing. Why is that? Well for one, it is more convenient.
How many clients do not follow through or drag their feet for a month before getting that signed contract back to you? Setting up a call to walk through it with them allows you to control the process. You now have the ability to step in if there are issues and walk them through the paperwork, answering any questions or concerns that arise.
I look at this process the same way I looked at selling new homes during my previous job. A client came in, explained why they needed to move, we came up with a solution together for them, I drafted up the contract and presented it and they signed it right in front of me.
Why should selling inbound services be any different? The last 10% is getting the signature and deposit in from the client. Why are we sending these important documents for clients to review on their own and not readily available to help them right there on the phone if they have questions?
Start having these conversations together and have them sign the contract right there with you.
After all of the paperwork has been signed layout what the next steps are. Schedule with them the kick-off call with yourself and the project manager. It is important that you be at the kick-off call and we will explain why in the next episode.
After the Decision Call
Be sure to log everything in your CRM. Send a meeting request to their team and your project manager for the kick-off call. Attach an agenda for the call so everyone understands what to expect going in.
