I am a VA who LOVES processes.
I don’t think there is anything more rewarding than setting up, following through a process and reaping the benefits as a result.
All processes have a beginning, a middle and an end and joined together it helps make any business run smoothly and helps to maintain repeat custom from your client base.
My particular expertise is with sales processes. Whatever your business be it a trainer, a management consultant, a handyman, or a legal advisor – all sectors of business need to have some kind of sales process to help them win business and retain clients.
This sales process, can also be referred to as your ‘Customer Journey’. It is key to map out all of the touch points your customers experience from their first point of contact, to contracting with you, delivery of the product/service and the follow up.
There is a variety of software that helps with sales processes, but for years as a sales manager, I managed a manual system;
‘A manual system!!!’ – I hear you cry. Yes that’s right, but it worked.
Today’s new software does save time and makes things automated so the process is much more seamless. More recently in my career I have used Salesforce and it has been amazing to see its capabilities, BUT it can be costly to a small business and not everyone wants to rely so heavily on technology and prefer to ‘keep it simple’.
There is no right or wrong, as long as you have a process in place the end result of ‘winning business’ will still be the same.
Once the service or product has been provided let’s not forget that’s not the end of the relationship. It is invaluable to make sure you get customer feedback. What did they like or dislike? When they provide positive comments ask if you can share on social media platforms and your website, or if they would be happy to provide you with a recommendation on your chosen selling platform. Efficient follow up processes and ongoing client relationship management is vital for future referrals and repeat custom.
Happy customers come back, and they talk to their family and friends about positive experiences. Which in turn leads to more business and greater revenue potential.
So here are my personal TOP 5 benefits of having a sales process in place;
1. It introduces prospective clients to you and your business and provides them with the Unique Selling Points (USP’s) of your product or service
2. Allows you to learn about your customers, their expectations and in turn create bespoke proposals based on their requirements
3. Puts in place a procedure and methods to maintain contact with your prospect clients which contributes to building lasting relationships
4. Allows you to capture the attention of your target market, instilling trust in you and your product and getting commitment to buy
5. Supports return custom and/or business referrals
So, in short, get your sales processes and procedures in place and ensure you follow them through.
I can guarantee positive results will follow.
