Simple and Proven 8 Step Sales Process

Hey guys, Rich Scott here with another quick video. Today we're going to talk about the eight-step sales process for professional services.

Today, when we're talking about a professional sales process, this is really the whole cycle from choosing who our client is all the way to selling to them, marketing to them, servicing them, collecting, and having them stay with us and promote us ongoing.

So when I use the term sales process and specifically an intentional sales process for professional services, what I'm referring to is the whole process.

The Staircase Analogy

If you think of a staircase and I just meet somebody, I bump into them in a restaurant, and I say, hey, how are you? Would you like to get married? I mean, that's ridiculous, yet oftentimes, that's what I see people doing in their professional services practice.

Step 1: Choose

Philosophy and how you do what you do, right? So obviously those aren't your clients, but who is your client? Who's your ideal client? Who do you want to go after? Where are you going to go?

If you want to have a great client five, seven, eight, ten, twenty years down the line, it all starts by choosing who you want right now.

Step 2: Connect

Once you've chosen, step number two is connect. If you know who you want to have as a client, then the very next step is actually to connect with them.

Step 3: Conversation

Once you've made a connection with someone, ultimately then, we just start a conversation.

Step 4: Clarify

If there's a fit, verify that before wasting time on proposals. Have a conversation that clarifies what they want, why they want it, when they want it, and what the value is.

Step 5: Compel to Action

Once we've clarified that we can help, the next logical step is to dive deeper and ultimately compel some form of action.

Step 6: Become a Client

Becoming a client doesn’t have to happen all at once. It may simply mean starting an engagement and beginning the relationship.

Step 7: Continue

The purpose of a business is to get and keep a client. Define what success looks like in continuing that relationship.

Step 8: Champion

A champion buys consistently, refers others, leaves strong reviews, and actively promotes your business.

Review: The 8-Step Sales Process

1. Choose who you're going after.
2. Connect with them intentionally.
3. Start a conversation.
4. Clarify the opportunity.
5. Compel action.
6. They become a client.
7. Continue serving them well.
8. Help them become a champion.

Closing

So hopefully that was helpful. I would love your feedback on this.

Tell me how you maybe see this fitting into your business, some things that maybe work for you, some questions you might have or some areas that you have some concerns or where you might be stuck.

I would love to answer and continue the conversation below.

Until next time, I'm Rich Scott and thanks again for listening.

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