Boost Your Financial Services Business with b2b sales funnel metrics for Financial Services

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in this video we are going to be doing a deep dive on some of the best sales processes that I've learned over the years working in B2B sales and also starting my own company we're gonna start from the very beginning from the lead generation side to how to generate leads how to qualify customers to talk to them on the phone and then close a deal and I'm going to be sharing you my personal experiences things I'm going through right now as I develop this process for one of my new businesses which is an nft agency so if you are a consultant agency owner or if you do anything related to Tech and you have to sell expensive High ticket products this is going to be for you now before we get started make sure to give this video a like subscribe and turn on notifications and let's dive in first thing we're going to cover is going to be the lead generation side so for lead generation it's probably the most important part of the funnel meaning it's that how many qualified people are you getting into your funnel your system whatever that looks like because if you don't have any leads then it doesn't matter how great you are in talking on the phone you just cannot close a deal so in the beginning it's all about focusing on leads for my particular business in the nft space in my agency what I personally do is two things number one I actually generate leads inbound meaning I create content on YouTube on my other YouTube channel called The Parallax and I also do a lot of Twitter content as well and then people there they see me they like me they think I'm a credible person they click on the link in the my description they go to my website and then from there they learn about who I am and they book a call so that's the first way I generate leads sometimes my goal is to grow my audience sometimes my goal is to get people to click right but if I'm creating a piece of content to get people to click my goal is just to get them on the website the website does all the selling for me because I already wrote all the copy and things like that and then they eventually book a call now the other way we generate leads is actually through referral so we can ask our current clients like hey do you know anybody who might be interested in similar service that I provided you and it's also you know using industry connections so when I worked at Oracle when I worked at y combinator back startup a lot of times when we do lead generation we're reaching out to people cold meaning send out 100 emails maybe 25 people respond and then maybe three people actually take a meeting five people take a meeting and then we just send emails emails emails to all these people we have no idea who they are and we can sell them stuff yes but then it's a lot more grueling if you know what I'm saying right if you so with my agency I took a different approach where I wanted more warmer people to come to me so that's why we did content we focus so much on content and we are able to attract high quality clients that way the other way we do it is like we use our industry connections so me being in the nft space me being a content creator trying to promote good projects and things like that I'm able to reach out to certain individuals certain Founders and then have them introduce me to other people and it's really all industry connections right if someone else try to do the exact same thing I'm doing it's very hard for them to replicate the results because they haven't built that credibility in the industry so I think brand in the future is going to be a huge thing so no matter what product or service you're selling if you think of yourself as a commodity you're going to be seen as a commodity and your prices are going to go straight to the ground because everyone's going to be like why would I pay you high price when I can get the next guy who does the same thing now instead what I'm doing is I'm building a brand and brand is everything when it comes to margin and getting clients in so if you look at Adidas or Nike Nike is a perfect example they're selling sneakers that typically cost them like ten dollars to make seven dollars to make they'll sell for 200 right of course there's gonna be a distribution process they go through to get it in the store and do the marketing but it's a brand you're really buying into a brand so brand is going to be key moving forward and that's what I'm building and I've learned myself like if you have a brand everybody responds to my DMs if I hit them up on Twitter there's a pretty high chance they're going to respond right whereas if you're a nobody with no following if you do any cold Outreach very low chance you're gonna respond but if you build a personal brand and you're the one that reaches out they're gonna respond so that's very key when it comes to lead generation right and that's just for me personally right depending on your situation you know you might do something different but I would say like if you can if you have the opportunity you have the resources build a brand create content like garyvee always says content content content it's that simple now the next phase of the sales process it's more about filtering right so it's qualification so before you actually sell something to somebody you want to make sure you're talking to the right person on the phone so for us for example when you go to our website plxlabs.com you press the button and then you have to fill out a form so we're going to ask you a bunch of questions like what's your budget what kind of project are you what's your website what are the challenges you have so I want all these questions answered before somebody talks to you on the phone because if I don't know these things I don't have contacts my team should spend time talking to you right a lot of time if they don't answer the questions properly or we find they don't have a budget then we're not going to talk to them right that just is what it is so having a filter saves you a lot of time for sure if you want to look at what that filter looks like just go to my website check it out reverse engineer whatever you want to do that's totally fine and then from there what we're doing now is that a lot of times because we just set this up I'm getting on the phone all the time and I'm trying to sell customers it does work but the problem is that sometimes people get past the filter and then I realize they're not going to be a good fit so for me as a person who is a business owner I'm also the account executive and I have to close but what I'm realizing is that now it makes sense for me to have like a sales development rep someone else on my team essentially get on a call with this person for five to ten minutes ask them more questions to vet them to qualify them to make sure they have have money they have a problem that we can solve before they actually get a chance to talk to me over the phone because as a salesperson and as an entrepreneur I am still selling right so I am a sales person I'm always going to be a sales person you know your time is the most valuable so having someone take the qualification call before the account executive which is also me comes on the phone and closes the deal very very important especially if you are a coach consultant entrepreneur your time is Super valuable so you need people to help filter it for you even if you have to do it manually now of course if you have an automated way to filter all these things even better but you know you can do that to a certain point then you have a sales development rep get it to a certain point and then the account executive comes in to a certain point and then you get the close right in the perfect situation you know as the company gets bigger I'll have different people doing closing for me right which may or may not happen we'll see how it goes right because a lot of times people want to talk to me and they buy into my brand I get it I'm sure garyvee had the same problem where people want to work with Gary but he has a whole team so he's like sorry you know I'm just a personality but you got to work with my team and that's probably the direction that we're gonna have to go as well for now I'm the one closing and I'm the one you know I'm helping them out quite a bit now the last part of the sales process is closing right so closing is quite interesting because for our agency advisory whatever you want to call it for us it's about a two call close so meaning they go through the process they answer the questions me or someone will talk to them and then we kind of understand what they want and then sometimes it takes one more call to make sure that we hammer out all the details they get approval from you know their stakeholders and stuff like that and then what will typically happen is I would just write up a contract it's a very short contract just basically the problems they have how I solve those problems and the price to it send it to them they go back and forth on pricing if they need to and then usually it's pretty quick because I position myself as like the only solution to their problem right and they're like all right cool sounds good and then they sign the contract and that's it right so it's just two calls send a contract close so for me it's pretty easy because I identify the pains and like I'm in a hot Market as well and people want to get into the space but for you guys you know you really have to think of how to make your process as simple as possible the less calls the better if you can close a deal within like one week which for me I typically do that's the way to go right and so for us you know that is the current sales process that we are going through hopefully that helped hopefully you got some inspiration from that so you can apply it for your own products and services with that said if you enjoyed this video make sure to give it a like subscribe and turn on notifications and I will see you in the next one