B2B Sales for Creative Professionals

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  • 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…
  • B2B Sales for Creative Professionals

    1. 1. B2B Sales for Designers & Developers
    2. 2. Who am I?
    3. 3. Why are sales important <ul><li>Increase exposure </li></ul><ul><li>Increase revenue </li></ul><ul><li>Grow your business </li></ul><ul><li>Pick and choose your projects </li></ul><ul><li>* Pick your why * </li></ul>
    4. 4. What a consistent sales strategy solves
    5. 5. What’s my sales process? <ul><li>Leads research </li></ul><ul><li>Initial contact </li></ul><ul><li>Follow-ups </li></ul><ul><li>Proposal writing </li></ul><ul><li>Follow-ups </li></ul><ul><li>Close </li></ul>
    6. 6. Leads research <ul><li>Industry/trade magazines/articles </li></ul><ul><li>Networking </li></ul><ul><li>Social Media </li></ul>
    7. 7. Making contact <ul><li>Email </li></ul><ul><li>Networking </li></ul><ul><li>Social Media </li></ul><ul><li>Cold calls </li></ul><ul><li>* Keep it short and sweet! * </li></ul>
    8. 8. Follow-up <ul><li>Phone calls </li></ul><ul><li>Emails </li></ul><ul><li>Social Media </li></ul><ul><li>Enewsletters </li></ul>
    9. 9. The opportunity <ul><li>Uncover and understand the opportunity. </li></ul><ul><li>Ensure expectations are in line. </li></ul>
    10. 10. Quotes & proposals <ul><li>Demonstrate your understanding of their business, their goals and their specific needs. </li></ul><ul><li>Demonstrate the value you provide through your approach and your methodology or processes. </li></ul><ul><li>Define your deliverables as clearly as possible as they relate to your budget. </li></ul>
    11. 11. Follow-up & close <ul><li>Phone calls </li></ul><ul><li>Emails </li></ul>
    12. 12. The sales job is never over <ul><li>All touchpoints during the production process are opportunies to sell. </li></ul><ul><li>Any support and consultation you can provide after project completion is an opportunity to sell. </li></ul>
    13. 13. Final thoughts and tips <ul><li>Invest in a CRM </li></ul><ul><li>Set weekly/monthly goals based on revenue, projections, opportunities vs closes, lead generation vs opportunities </li></ul><ul><li>Twitter for sales </li></ul><ul><li>Social media CRM </li></ul>
    14. 14. Thanks! <ul><li>www.expressdesign.ca </li></ul><ul><li>www.dennispowers.ca </li></ul>

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