what is Sales Funnel:
Steven Werley, a certified DM partner who runs the agency for maximum effort, participated in the CP program last year. But in recent months, the way he uses computing resources has changed and his client meetings have been completely redesigned.
And that completely changed the game for him. Not only has the customer disruption rate doubled, but you can now charge more for your services as it provides more direct value to customers with this new setup.
Steven heard about his new meeting structure recently on a training day and we explained why he wants to change the process, what the results are and what is going well.
We both wanted to show Steven’s success and write winning tactics that could be the missing piece in his agency’s puzzle. Here is Steven’s story and the four tactics that make this new strategy the perfect strategy to integrate into your business.
Make the change
The main factor in the change in Steven’s company was simple. Pressure. With the change that has taken place, there has been a change in priorities. And with the global shift to virtual communications as a result of COVID-19, Steven is in the perfect position to try something new.
And while he saw success with his previous process – sending his customers through the Double Your Sales session and then the 90-day acceleration program – he wanted to bridge the gap between new field research and virtual weakness.
Not only that, but it also struggled with the broad sales cycle of the textbook CP meeting structure. Continuously go through a long conversation with a potential person and bring them to DYSS. And DYSS is generally not closed yet, so you will have to wait even longer to see any form of payment.
Steven, therefore, wanted to shorten the sales cycle to deliver value to the customer faster and thus make it more profitable.
At the time, he was committed to the strategy session format he now uses.
To make it yours
A shorter strategy session, instead of the full 90-day accelerator, wasn’t a completely new concept and was used by several marketers in the industry, but Steven followed the advice of one of his mentors. it is a success in itself.
In addition, Steven tried to give up the website design and personalization services that were at the heart of his business offering. He wanted to help his clients with their overall marketing strategy as he sees many of his clients struggling with the big picture.
Which meant a strategy session was perfect for him.
And since he had all the valuable tools in the DMCP program, he had to put it all together.
So Steven pulls the most direct and value-oriented tool from the 90-day accelerator program and packs it into a single three-hour meeting that will create an immediate strategic foundation for his customers.
Your sales funnel should now look like this:
Steven has a free 20-minute discovery session with all prospects in which he finds out what his customers are looking for. If that seems like a good option, it offers a single prepaid strategy session.
The strategic session will go through the three most effective DM tools: the customer avatar screen, the customer value trail, and the bottleneck and opportunity overview. With these three tools, Steven lays the foundation for just three to five hours of marketing strategy. Write down future work during the meeting so that he can focus on the customer at the end of the strategy session.
If the strategy session goes well and Steven thinks he can help them with few opportunities, he will immediately bid on a short-term project or contract.
This strategy may seem super simple, but Steven has had incredible success with it.
It sends its DYSS customers almost 20-25% to the 90-day accelerator, up to 50% (and even more than 70%) to send it from the discovery session to the strategy session.
Plus, he was able to nearly double the amount he spent on his strategy sessions, proving to himself and clients that he was bigger.
But as impressive as the numbers are, Steven’s success is more than that. He can really focus more on the parts of his job that he really wants to do: the strategy. And this without sacrificing income or time.
Not only are your customers happier because they are listened to during the discovery session, but they are also considerate because they see immediate value in their working relationship with Steven.
While there was nothing wrong with his old system, Steven’s new sales process gets him exactly where he needs to be.
Why it works (and what you can do)
There are several reasons why it worked so well for Steven, and we highlight a few that even if the strategy session isn’t the best for your business, you can make the most of it and integrate it to recoup your prizes. closing. . . Double.
After meeting his client during the discovery session, he asked for more than a long-term maintenance contract. He started small with the strategy session and then offered small projects or short contracts.
Starting small not only means that Steven is back immediately due to the shorter schedule, it also means that he and the client feel a certain amount of space and freedom. Nobody wants to get stuck in a bad contract. Keeping things small at first allows him and the client to feel things before they connect.
Value first of all
It was a huge element of success for Steven and an important factor for him to change. He wanted to reduce the time it takes for his customers to see the value of his services.
If your clients immediately feel that their meetings or work is paying off, they will not only be happy but also more willing to pay more.
And if you can promise immediate results to your potential customers, your closing price will skyrocket.
Find the right opportunities for you
The fastest way to build a bad relationship with a client is to promise a job you don’t want or don’t want to do. The quality of your work will suffer and your clients will no doubt feel guilty if you hate what you do for them.
So if you want more job options, make sure you know your strengths and only bid on services. Offering fewer, better-performing services is much better than trying to combine all potential services and not ending up in one contract.
Make an offer now
One of the elements Steven pointed out in his CPTD speech was to make the offer directly. You want to take advantage of all the feelings and love relationships you have built up during the meeting and make the offer in a timely manner (if you make an offer to cooperate more).
The longer you wait, the more the client will forget how much you helped them and how good the meeting was. So keep your eyes peeled for opportunities and keep your bid closed so that you can intervene at the right time to make a bid.
Change for the better
If you don’t choose anything else from Steven’s story, remember that changing the main offering or structure of your business is incredibly limited.