Are you concerned that your sales process isn’t as strong as it could be? If you’re like many agency owners, you struggle to convert leads into clients because your sales process is missing a few key components.
This process plays a vital role in your agency’s ability to land new clients and retain them long-term. With our sales blueprint, you’ll have the tools you need to master the sales process and boost your profitability.
Want additional guidance from the professionals? Work with a digital agency mentor through Seven Figure Agency today.
1. Mastering Lead Generation
Before you can close more sales, you need to generate leads. The first step in the blueprint involves refining your lead generation process so that you consistently attract more business owners who may be interested in your digital marketing services and then gain the opportunity to guide them through the sales funnel.
Many marketing agencies excel in marketing their clients yet neglect to market themselves. These strategies can boost potential client engagement and get more business owners knocking on your (digital) door:
- Running targeted ads for businesses in your niche
- Offering valuable resources (such as case studies or guides) for free when potential clients leave their contact information
- Leveraging automated marketing tools (such as HighLevel) to nudge potential clients as soon as they first interact with your business
The goal of this stage is to encourage prospects to raise their hands and express interest in your services.
2. Landing a Discovery Call
Aside from eventually purchasing your services, you need to give leads a very good reason to engage with your business. The initial discovery call helps you understand a prospect’s needs and qualify them as a good fit. It also shows that your business is invested in their service and establishes rapport with potential clients.
During this discovery call, keep the focus on the prospect. Ask open-ended questions to explore their business goals, along with specific questions to pinpoint gaps and opportunities in their marketing strategy.
Finally, don’t let prospects get away after the discovery call. Schedule your next interaction, the strategy session, before you hang up.
3. Conducting a Consultative Strategy Session
In contrast to discovery calls, which help you get to know your prospects, strategy sessions position your agency as an expert. They build trust with potential clients and show them how your services align with their goals. Nailing the strategy session gives you a window to close more sales.
Use targeted pitching to demonstrate your value to potential clients. Spend time:
- Reviewing the client’s existing digital presence
- Showing examples and case studies relevant to the client’s industry
- Sharing your marketing program with clear ROI expectations and benefits
In this session, use assumptive closing techniques to subtly nudge clients to hire you. Use language like “When we implement this for you…” instead of “If.” Also, navigate objection handling tastefully; address any concerns early in the call, and offer tailored solutions.
If a client seems hesitant at the end of the call, you can always schedule another follow-up to maintain momentum.
4. Leveraging Hot Lead Follow-Ups
Potential clients may be interested in your services after a strategy session but not interested enough to hire you immediately. Implement follow-up techniques to stay top-of-mind with these leads, such as:
- Pre-planned email sequences
- Personalized follow-up materials
- Tangible materials (such as books or brochures)
You may also want to give potential clients a deadline by which to make a decision about your services. If the lead has not responded at the end of the deadline, send a polite “disconnect” email that leaves the door open for future discussions. If nothing else has worked, this step often re-engages hesitant leads and helps close more deals.
5. Facilitating a Streamlined Closing
Don’t speed through the closing process just because a client has agreed to work with you. Make this stage as seamless as possible through a simple proposal and contract, automated signatures, and payment collection tools.
Once a new client has signed the contract, schedule onboarding calls immediately. This shows clients that you intend to get to work right away to support their marketing strategies.
Seven Figure Agency: Helping You Grow Your Agency and Close More Sales
If you want to close more sales in your digital marketing agency, this blueprint can help you fill gaps in your sales strategy and increase lead conversions. Want to build a $1,000,000+ marketing agency this year? Seven Figure Agency can help.
Book a free coaching session now to get started, then check out the Seven Figure Agency podcast for more resources.
