The document provides guidance on developing a consistent sales strategy for designers and developers. It outlines key components of an effective sales process, including lead generation through industry publications, networking and social media. The sales process involves initial contact, follow ups, understanding opportunities, submitting proposals, and following up on closed deals. Maintaining relationships throughout project completion provides additional opportunities to sell. Setting goals and using tools like CRMs and social media are recommended to track performance and generate new leads.
5. What’s my sales process?
Leads research
Initial contact
Follow-ups
Proposal writing
Follow-ups
Close
6. Leads research
Industry/trade magazines/articles
Networking
Social Media
7. Making contact
Email
Networking
Social Media
Cold calls
* Keep it short and sweet! *
8. Follow-up
Phone calls
Emails
Social Media
Enewsletters
9. The opportunity
Uncover and understand the opportunity.
Ensure expectations are in line.
10. Quotes & proposals
Demonstrate your understanding of their
business, their goals and their specific
needs.
Demonstrate the value you provide through
your approach and your methodology or
processes.
Define your deliverables as clearly as
possible as they relate to your budget.
12. The sales job is never over
All touchpoints during the production
process are opportunies to sell.
Any support and consultation you can
provide after project completion is an
opportunity to sell.
13. Final thoughts and tips
Invest in a CRM
Set weekly/monthly goals based on
revenue, projections, opportunities vs
closes, lead generation vs opportunities
Twitter for sales
Social media CRM
Sales is not easy. It’s a numbers game. The harder you work at it, the more opportunities you’ll find and the greater the rewards. For those of us that work at it regularly it’s like an abusive relationship. When it’s bad it’s really bad and you get rejected time after time, but when it’s good and you find and win those projects you want - it’s an amazing rush! There’s any number of reasons why sales are important to your business. If these reasons aren’t inspiration enough and If sales is uncomfortable for you, then make it personal - you need a why. You’re why could be = want to send the kids to university, want to afford that big vacation, pay the mortgage, buy that new car…