Steps to Building a Successful and Scalable Sales Process

first_imgIf you run a business and are not happy with your current results, you are likely wondering how you can boost your sales to the next level. Crafting a viable sales process that you can scale is the best way to reach your goals and get the sales rate you have always wanted.Finding a winning strategy for your business won’t always be an easy task, but it’s vital to design a game plan if you wish to get the most from your effort in the long run.Discovering and understanding who your target customers are and sending them the right message will get you started in the right direction. You will also need to watch and test the results you see; make changes to your plan if needed, and predict directional targets so you can experience lasting improvement.Set Sales GoalsSome business owners and marketing experts make the mistake of moving forward without knowing what they would like to achieve. Without a clear sense of direction, they will never know if they are doing the right thing, which increases their odds of failure.Overcome that problem and reduce the risk by setting solid, objective sales goals for the next several months and years. Solid objectives give you a target at which you can aim, and you won’t have trouble deciding if you are still on the correct path. Having a realistic plan is one of the top ways to create a sales process that will take your profit to the next level in no time.Do Market ResearchVital to your ongoing success, market research is an essential piece of the puzzle that can be the difference between success and bankruptcy. Market research lets you understand the most critical needs and desires of your audience so that you can write marketing material that appeals to them. Understanding the needs of your audience, however, is only the beginning.Rather than buying from faceless companies, consumers want to buy from people they know, like and trust, and you must keep that fact in mind. Proper market research lets you learn the words and phrases your prospects use when describing their problem. Using the same words in your marketing message grabs their attention and compels them to pay a little more attention.Craft Your Customer PersonaMaking your prospects feel as if you were speaking directly to them is a fantastic way to boost your results to where you want them. Don’t make the mistake of talking to a wide audience when you craft your marketing material unless you would like to leave money on the table. If you want to avoid that trap and maximize your effectiveness, craft a customer persona. Your customer persona is the average of the people who are the most interested in your product or service.If you condense the average age, income level, interests and needs of the people who buy your products into a single person, how would that person look and speak? Once you have decided on your customer persona, print out a stock image of the person you have in mind and give him a name. Imagine you are speaking directly to that person each time you write marketing material.Create Your Sales PitchYou now have all of the information you need to create your sales pitch. The pitch you craft must grab attention and compel people to listen to what you have to say. Appealing to their biggest needs and desires is how you can reach your goal and get the outcome you want, and you will be pleased with what you can accomplish. This information applies no matter if you are giving your pitch in person or writing a sales letter for your audience to read online.Generate Targeted TrafficWhen everything else is in place, you are ready to send targeted traffic to your website and sales page. Using pay-per-click advertisements is one of the best ways to get the right people to view your content. You can target your ads to people who are actively searching for the products or services you offer, and closing the deal will be that much easier. You can also buy advertisements on Facebook, Twitter and a range of other social platforms when you are ready to improve your results.Track Your Results and Enhance Your ApproachAt this point, your sales process is already in place, and the only thing left is to track your results and make small changes to improve your profit. You can use split tests to see which sales page offers the highest conversion rate, and you can test a range of headlines to see what works better than the rest. Making these changes and monitoring the results allows you to keep enhancing the profitability of your business, and you will know you have done the right thing when you see the numbers.Scale Your Sales ProcessBy now, you have your sales process fully operational and are making slow changes to boost the outcome, and you can finally scale your sales process. Once you have laid the foundation, increasing your marketing budget is all it takes to scale your profit to a whole new level.You should be able to predict how much income you can generate for each dollar you spend on your marketing effort, and you will get results of which any business owner would be proud. Many people are shocked to see how much these steps can improve their bottom line when they commit to the process, and they wish they had started a lot sooner.Final ThoughtsWith the right systems in place, crafting and scaling a profitable sales process is much easier than most people would ever believe. Using your customer persona to keep the needs of your prospects in mind at all times will help, but market research and split testing will take you even closer to your goal. The steps in this guide apply to all businesses across every industry of which you can think. Setting your system up and laying the right foundation takes time, energy and effort, but the rewards are worth it once you complete the task. How OKR’s Completely Transformed Our Culture Former collegiate athlete Evan Loring attended the University of New Hampshire (UNH), where as an undergraduate he earned a bachelor’s degree in economics and received three Academic All-Colonial Athletic Association selections. He remained at UNH for graduate studies and while completing an MBA he coached the UNH football team’s wide receivers, including all-league wide-out Mike Boyle. More recently, Evan Loring supervised the scholarly and athletic performance of 11 football players as a wide receiver coach for Harvard University. During his tenure, he helped the Harvard Crimson field the top-rated offense in the Ivy League for two consecutive seasons.Having transitioned into the information technology (IT) consulting field, Evan Loring serves as a senior manager for MSDI in Pembroke, Massachusetts. He works with enterprise-level companies to evaluate and manage operating costs associated with their yearly IT budget. Also in charge of marketing MSDI’s cloud computing, performance optimization, business continuity, and other IT solutions, Mr. Loring has grown annual revenue to $10 million for the company’s enterprise business units. 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