This document summarizes key lessons and strategies for systematizing sales funnels and lead generation processes for productized service businesses. Some of the main points covered include: - Content marketing should be personalized and target the specific market, following two main "rules". - Mass automation of outreach through software is not effective and can't replace human engagement at scale. - The focus should be on delivering results for customers through flexible frameworks rather than strict standard operating procedures. - Proper lead qualification, personal follow up, and delivering value are emphasized over quick automation or buying lists of questionable quality leads. An effective sales process involves profiling ideal customers, catching their attention through direct mailers, followed by cold calls

1. S Y S T E M I Z E D S A L E S F U N N E L S
F O R Y O U R P R O D U C T I Z E D
S E R V I C E S B U S I N E S S
S Y S T E M I Z E D S A L E S
w/ Damian Thompson & Ryan Meo

2. The 3 Linchpins LeadGen Lessons Learned
(besides aliteration)
Content Marketing
personalized - target market - the 2 "rules"
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Automation Software
Mass automation is BS, can't automate humanity at scale
Demand Genesis
Focus on results / flexible frameworks / not SOP's

3. The Rules of Lead Gen
Stop Buying Lists
How Do you define a lead?
Giving away a pen for a name is not a lead
No such thing as Magic Leads
Automate at Your Own Risk
If you have to use fake servers you're sending spam
Software is NOT THE solution (quick mail.io / send
bloom / etc etc) - Solving real problems for real people is
Scale the right part of the business not always sales &
marketing Value, Value, Value
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4. S A L E S P R O C E S S
Is Your Business
Scalable?
Can your service business
handle systemized sales?

5. S A L E S P R O C E S S
Profiled Database Mining
Step1Step2Step3Step4Step5
Lumpy Mailer Delivery
Timed Cold/Warm Phone Call
Timed Cold/Warm Email
Timed Follow Up Calls (these are done indefinitely)

6. S A L E S P R O C E S S
Profiling Our Perfect Client
Characteristics of
our Perfect Client
Currently sell websites
(3-5 per month)
Employee project managers
Already offer packaged
website services
!
Questions to ask when
profiling your best customers.
What do they have in common?
Where are they located?
What do they do?
What services do they offer?
How many employees do they have?
Etc

7. S A L E S P R O C E S S
Catching Their Attention - Lumpy Mailer

8. S A L E S P R O C E S S
Cold Call
How To Connect Cold Email
1. How we found them (similar circles)
2. Conversation Starter (Lumpy Mailer)
3. Sets digestible time constraint
4. Delivers service overview
5. Sets expectations
6. Listens to customer to ask questions
7. Ask questions to find pain points
We send an email when:
1. We don’t connect on first cold call
2. Follow up on answered cold call
Email Contains:
1. How we found them
2. Reference the lumpy Mailer
3. Short overview of who/what we are
4. Link to our website and Become a
Reseller Landing Page.

9. S A L E S P R O C E S S
Rules to Following Up Like A Badass
1. Never get annoyed - Leads can tell. You look like an asshole
4. Finish with an email - For each phone call that goes unanswered follow up
with a curtsey email.
3. Get permission - Save yourself sometime by simply asking the lead “when
is a good time to follow up?” or “Would you like me to follow up with you?”
or “Is this something your interested in talking further about?”
5. Know when to quit - Following up too much may be taking time from
closing other deals.
2. Get Personal - Get to know your lead, make a point to bring up non
business things.

10. What has been your most
successful and scalable
sales method?
TheWebsiteProject.org/DCBKK
What has not worked?
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