While being able to bring in leads from your marketing is great, in order to earn money for your your business, you need to go even further and convert these leads to real paying customers.

Therefore we need to make sure every enquiry that comes in is handled in a professional manner leading to a face-to-face meeting after which you will get the business.

By having a good sales process, you will be able to ensure that all of your team can repeat best practices to ensure success. You will also have a record of what went wrong with those sales or leads you failed to win.

Sometimes it is good to base your sales process on a proven template. However, it is important to remember that you know your products best. The key elements you need to incorporate are those we have already discussed when creating your marketing messages:

• Who is your target market?
• What problems does your product solve or what needs and desires does it fulfil?
• How do customers generally put a value on these capabilities?
• Who is the final decision maker within your potential customers?
• Who are the influencers of a buying decision within your customers?
• How do customers evaluate your products?
• Do your customers have a budget in place?
• Who is your competition, how do you deal with them?

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