Crafting an Effective Sales Process for Your Bookkeeping Business
I Love Bookkeeping · Hannah Robinson, Melissa Honan
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Show Notes
Co-hosts Hannah Robinson and Melissa Honan talk about the 3 key principles of an effective sales process, as well as some tools you can use to make your own sales process a more efficient one.
[1:33] Hannah asks Melissa what's something that each of her sales processes have in common.
[3:57] For Melissa, crafting an effective sales process starts with the desire to make sales easy.
[6:08] Melissa shares a pet peeve she has when it comes to scheduling meetings.
[9:14] Melissa believes that making it as easy as possible for someone to sign up for a free consultation is key. And she discusses what she asks in the form her prospects have to fill out.
[11:08] Hannah talks about how she goes about buying and touches upon something that she considers a game changer when it comes to sales processes.
[12:04] Melissa talks about the importance of putting yourself in a prospect's or client's shoes and actually going through your own sales process to experience it as they would.
[13:28] Melissa shares her biggest takeaways – and resources – for creating touch-points with potential customers.
[19:44] Melissa has 3 big points in her sales process: making sales easy, having significantly more touch points than you feel comfortable with, and managing expectations.
[23:02] Hannah and Melissa share their thoughts regarding managing clients' expectations.
Mentioned in this episode:
ILB episode 27 - How to Communicate Value as a Bookkeeping Business Owner