If you read Part 1 of this article, you learned about the five key things to consider when building your formal (yes, formal) sales process. Now, let’s look at what that process looks like.
Are you ready for some petty theft?
Well, I guess it’s not technically “theft” if I’m offering it to you.
Over the years, I’ve refined… and refined… and refined… our sales process.
And today, I’m going to let you steal that entire process so you can make it your own.
(You’re welcome.) 😀
I’ve gotten my sales process to the point where it's pretty efficient and scalable. Still, it’s always being tweaked by my team.
But here are the main elements of the process – freely given – so you can learn, leverage and copy whatever works for you!
Tracking Actions with “Stages”
Your sales process tracks every step your event organizer takes from the moment they make an inquiry through to that final signed agreement.
When mapping this journey, you’ll want to track both the “stages” of the process along with the “status” for the entire gig.
When describing each stage milestone, you’ll want to use language that’s definitely phrased. In other words, you know for sure whether they’ve done an action or not.
For example, the first stage is “initial contact complete.” That means somebody has reached out to you (usually after a referral or a stageside lead) – or you’ve reached out to them and they’ve responded to that initial contact.
It’s either yes or no. You did or you didn’t make initial contact.
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