Are you looking for guidance when building your prospecting processes? A clear step-by-step process can help your salespeople succeed. Help your team build a routine by writing out each stage of the selling journey, then adjust and automate as necessary. Here is a sample prospecting process to get you started:
- Create Account - Ensure business information is correct and complete to your best knowledge.
- Assign Salesperson - Ensure no hot lead notification is missed.
- Add User - Add the business contact as a user on the account. You can choose to send the welcome email now or later.
- Activate the Local Business Online Toolkit - This will give the user a selection of freemium products to test and will establish value early on.
- Add the account to an email campaign - Automations like drip campaigns can save time and help you pounce on the hottest leads and most engaged customers. Start with Snapshot Report or Local Business Online Toolkit campaigns. You can save time by using a campaign with a Snapshot Report creation event included in it.
- Create Snapshot Report - If you do not create Snapshot Reports via email campaigns, create them manually before going to speak with a prospect. They need 24 hours to fully populate with data. Some agencies choose to run Snapshot Reports only for engaged customers or they charge for the digital audit, this is up to you.
- Customize Snapshot Report - In Sales & Success Center, go over the Snapshot Report and customize it to ensure the order of topics and contents of those topics match the conversation you want to have with the prospect.
- Call, Leave Voicemails, Email Prospect - It is important to call, text, leave voicemails, and email the prospect repeatedly. Try to set up a cadence where you reach out once or twice a week (or more often in some cases), always leaving notes indicating your efforts in Sales & Success Center. Try to schedule a meeting with the client to go over their Snapshot Report as soon as possible. You can use tools like the Street Level Sales Deck to give your meeting structure.
- Prescribe Solution - After researching the customer’s business, running a Snapshot Report, and listening to their pain points/goals, give a recommendation for a solution. This can be a pre-existing package in your store, or you can offer to create a custom combination of products to best suit their needs. You can create a detailed proposal using our Proposal Builder.
- Purchase Solution - When ready, your customer can either purchase their package via the store tab in Business App, or, you can invoice them for it and activate it on their behalf.
- Once you have your steps written out, you will see opportunities for Automations. You could automatically assign salespeople, send email campaigns when prospects take certain actions, and more! Check out our Automation Examples and Academy Course to get ideas.
- Help your prospects login to Business App for the first time. Show them where to connect their accounts, view the Executive Report, access product dashboards, and adjust their notification settings. Our Marketing Services team also offers Dashboard Walkthroughs to help your clients get started.
- Adjust user permissions to simplify or customize the Business App dashboard. This is useful when your prospect is not tech savvy, or you’re giving access to a prospect’s team member to use just one of the product dashboards. For example, if a law office wanted to give their receptionist access to Business App so they could post to Facebook using Social Marketing.
- When using the Local Business Online Toolkit, create a sense of urgency by telling your prospect that it is a 1 month trial. Set up check-in calls each week to see how their trial is going.