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Until recently the concept of a sales funnel was new to me. Working on projects as they come in the door, became and is the norm. Just having an opportunity to create someone vision, who had funds became the norm. And we hated it!!!
Our Intro to Sales Funnel Process
About a year ago, I was invited to be on a panel. It consisted of an agency owner, search engine optimization specialist and myself. Taking questions from the audience, provided opportunities to share how I grew my web design and brand development business. Then someone asked me about my sales funnel. Not having one, the agency owner answered the questions…they had about three months worth of business in their funnel. Quickly scheduling a lunch meeting with the agency owner to discuss sales funnel and how it can help me.
Sales funnel is scheduling projects months out. Securing projects that you will work on in a month or two. Most who use the sales funnel process will secure down payment, and even might begin some of the early design process. So it is not a process of taking your potential client’s down payment, and nothing is occurring on the project. Most of the heavy lifting, such as content research, content writing, review of competitors, figuring out target audiences, and reason for the project.
Why did no Sales Funnel for us?
Fear! Fear! And more Fear! Fear is the reason! Why I never had a sales funnel? How do you sell this process to a potential client? Can I receive 50 percent of the project today, and by the way, I will begin working on your project in a couple of months. Most of my projects from a design perspective, began on day #1, but how much value is produced on day #1. Little to none…
After my conversation with the agency owner…value is provided by using sales funnel. There is no rush factor. Allowing clients a couple a few months, to provide content (and using email task from Asana)…provide me with adequate time to make any content/image changes and think about the design process.
Final thoughts on Sale Funnel Process
Admitting my projects look better is not going to happen…having the ability to work on more than three projects at one time and know where each one stand is. The financial part is not bad. My recommendation would be …
*Make sure your design process is solid
*Set your sales funnel around your design process
*Communicate the process and why with your client
*Set some financial incentives for the sales funnel (if this is a rush project, then charge extra)
*Make sure all your milestones are hit…do not become complacent
Image courtesy of Dan Dimmock
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