How To Set Up A Sales Process with Dave Sullivan

If you want to sell more jobs, for more profit, in less time, you’ll want to listen to Part 4 of our series: “Have Your Best Year Ever.” Learn how to set up a sales process that can be followed with every lead to increase your close rates with the type of customers you want for your business.

What you’ll hear in this episode:

A recap of our first three parts of “Have Your Best Year Ever:”
- Part 1: How to design a website that converts visitors into leads that convert into sales, with Darren Slaughter (Ep. 101)
- Part 2: Keeping leads organized with a CRM system, with Adam Sand (Ep. 102)
- Part 3: How to get more leads, with Marc Levesque (Ep. 103)
Steps to developing a consistent and repeatable checklist in converting leads into sales:
- The initial call
  - Get back to the ASAP
  - This is your only chance to make a great first impression
- Lead warming
  - Warm up the lead and prepare the customer
  - Stand out from the competition
- The visit
  - Leave a great first impression with your first visit
  - Use a scripted checklist
  - Ask the right questions
- The presentation
  - Refer to Episode 22 with Tom Reber on How to Sell
  - Refer to Episode 75 with John DeRosa on How to Escape the Price-Driven Sale
- Lead nurturing
  - This is where contractors drop the ball
  - Give the customer a reason to call you back
  - Use a newsletter, but include helpful information
  - Texting will likely get a response
  - How to handle the “break up” email
- Close the job
  - Do a recap and know your numbers
  - Track your close rate on jobs to evaluate your pricing
After the job, ask for referrals focus on turning the customer into a lifelong customer
A good CRM system will help you keep track of customers