Presenting Your Agency Solution
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This is where the rubber meets the road. This is call number three in your agency’s sales process.
The first two calls in the sales process are the connect call and the qualifying call.
The Solution Call
During the solution call, we are presenting the prospect with a solution to the challenges we uncovered during the first two calls. In this episode of Inbound Sales Journey we pe into how to present your solution and gain a verbal commitment to move forward.
Before the Solution Call
In order for the solution call to go well you need to have the decision-maker on the call with you. Too many agencies pitch their services to the person below the decision-maker and rely on that person to convince the decision-maker to choose you.
It is not the job of the marketer for the company you are trying to partner with to sell your services, it’s your job. The homework assignment we left the prospect with after the qualifying call was to get the decision-maker on this call with you. If they are not willing to do that, then do not even proceed with the solution call until they agree to spend time with you.
If the decision-maker has agreed to join the call, send everyone an email ahead of time outlining the agenda and time estimate for this call. I find that this call typically runs around an hour depending on how well-educated everyone is coming in.
During the Solution Call
Nine times out of ten the first step for a prospect is going to be to purchase an Inbound Marketing GamePlan from you. If your agency is not charging for an inbound strategy upfront this article will help explain why you should be.
During this call, you need to have a concise and easily understandable explanation of the process you will take them through as an agency and how that process will help to address their company’s main challenges. I love using metaphors, such as building a house, to explain the importance of a GamePlan and why that is the best first step for their company.
Break your services down into phases that they can easily understand. Only focus on gaining commitment on the first phase (GamePlan) and lightly touch on what follows. Too much information can be overwhelming for the prospect.
The goal at the end of the call is to get a verbal commitment to taking their next step forward. Usually, this is the call where you will close them on purchasing the GamePlan. Walkthrough each step of the GamePlan process with them and why each step will help them become ready to overcome the challenges you have discussed previously.
At the end of the call outline for them their next steps. During the next call, you will walk through the contract with them and have them sign things during that call. We will explain why that is important during the decision call.
Set a date for your next call together and let them know you will be sending over the contract for them to review 48 hours in advance and then they can bring any questions they have to the next call.
After the Solution Call
Document your notes in your CRM and send all emails through the CRM so they are recorded. Send a meeting invite to everyone for the next meeting.
Now you have some homework to do. You should have a boilerplate contract ready to edit to add in your prospects’ information.
Send the contract to the prospect 48 hours ahead of time. During the next call, you will walk through the contract with them so they can ask you any questions that come up during signing.
The Agency Sales Process Checklist
To go along with this season of Inbound Sales Journey we have created a checklist to help your salespeople follow the process we are outlining this season.
You can grab a copy of that checklist and share that with your team below!
