A lot of firm owners assume that more leads would fix their growth problem.
But if your sales process isn’t converting the leads you already have, more of them won’t help.
In this episode, I’m getting into what a healthy sales process actually looks like and what to focus on before you spend another dollar on marketing.
Listen below.
0:37 My wife owns a small digital marketing agency called the Digital Smith. She does great work—website design and development for accounting firms. But bringing in the work has always been a challenge.
1:34 She mentioned hiring a lead generation agency she’d met at a networking event. I told her to pump the brakes. You have leads, I said. What we need is to close more of them.
2:30 A sales process is the steps from first contact to signed deal. And the single most important step is the discovery call.
3:35 Aim for around 30 to 35 percent—about one in three prospects saying yes. But volume isn’t the only thing that matters. They need to be saying yes to the right thing.
5:12 Sales is understanding someone’s motives and pain points—where they are now and where they want to go. Your job is to guide decisions, not persuade or hard sell.
5:54 Something that contributed a lot to my success was simply believing in what we were doing. I had a clear mission and genuinely believed our packages would deliver results for clients.
7:59 Plenty of sales books exist, but Secrets of Closing the Sale and SPIN Selling are two classics that have stood the test of time and could genuinely change how you approach sales conversations.
