The process
Building a successful sales process for an ecommerce agency requires careful planning, clear communication, and a deep understanding of your target audience.
Here are the 6 key sales process steps to close a new business.
1. Prospect clients
The first step in the sales process is to identify potential clients who may be interested in your monthly support services. You can identify prospects through a variety of channels, including social media, email campaigns, and networking events.
To effectively prospect clients, identify your target audience and understand their pain points and needs. This will allow you to create messaging and marketing materials that resonate with potential clients and compel them to learn more about your monthly support services.
One effective way to prospect clients is to send targeted email campaigns that highlight the problem that your monthly support services solve. Be sure to personalize the emails and tailor them to the specific needs of each prospect. You can also use social media and online advertising to reach potential clients and drive them to your website or landing page.
2. Qualify leads
Once you identify potential clients, you'll need to determine if they are a good fit for your monthly support services.
An effective way to qualify a lead is to create a discovery questionnaire with targeted questions about the client's needs, pain points, and goals. With information from the questionnaire, you can quickly determine if the client is a good fit. You can then provide a customized proposal that meets their specific needs.
3. Build a proposal
It is essential to have a well thought out proposal that outlines the services you offer and how they can help the client achieve their goals. When building a proposal, include the following:
- Service offerings
Clearly outline the services you will be offering, including the scope of work, the frequency of the services, and any additional services that may be required. - Goals and objectives
Include a detailed description of the client's goals and how your services will help them achieve these goals. - Timeline
Provide a clear timeline for the services you will offer. This will help the client understand the time frame for the services and plan accordingly. - Pricing
Clearly outline the pricing for your services and any additional fees that may be required. It is essential to be transparent about your pricing to avoid any confusion or misunderstandings. - Terms and conditions
Include any terms and conditions that the client needs to be aware of, such as payment terms, cancellation policies, and confidentiality agreements.
By building a well-structured proposal, you can showcase your expertise and professionalism while providing the client with a clear understanding of the services you will be offering.
Download the Klaviyo support proposal template to use as a starting point for your agency’s client proposals.
4. Pitch your solution
In the highly competitive landscape of ecommerce marketing, the ability to pitch solutions effectively is a key factor that distinguishes successful agencies from the rest. This involves crafting a compelling argument for why your monthly support services are the ideal solution to meet their specific needs.
Agencies can greatly enhance their chances of winning bids by understanding the client's needs, tailoring solutions, showcasing expertise, providing transparent pricing, building relationships, and offering ongoing support.
5. Handle objections
To thrive in a competitive landscape, you need to employ a strategy that showcases your expertise and effectively addresses clients' objections. View objections as opportunities to showcase your value and address clients' needs. Anticipate objections and devise a strategic approach to tackle each one. And familiarize yourself with common objections, such as pricing concerns, competitor comparison, lack of trust, and time commitment.
Use these strategies to pave the way for a successful sale:
- Listen actively
Demonstrate genuine interest by actively listening to clients' concerns. - Use empathy and understanding
Acknowledge the clients’ worries and validate their feelings. - Provide relevant information
Use data, case studies, and success stories to illustrate your agency's positive impact. - Customize solutions
Tailor strategies to meet each client's unique needs. - Focus on value
Emphasize long-term benefits, return on investment, and overall impact your agency can provide.
6. Close the sale
Closing the sale is the final step where your hard work results in clients signing up for your monthly support services. To effectively close the sale:
- Utilize pricing psychology
Offer preferred pricing to attract price-sensitive clients without compromising profitability or credibility. For example, offer a free month for a 6- or 12-month contract. - Create urgency
Offer limited-time discounts or limited spots, emphasizing the potential missed opportunities and lost revenue by delaying their decision. - Provide exceptional customer service
Demonstrate your agency's commitment to their success, ensuring responsiveness, clear communication, and empathy toward their needs. - Build relationships
Ask relevant questions and position yourself as a strategic advisor rather than solely focusing on making a sale. - Leverage social proof
Showcase your agency's success, featuring testimonials, case studies, and emphasizing your team's expertise and qualifications.