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hey how are you guys it is Harrison Baron from growthgenerator.com now in this video I want to talk about a sales process you should be following but also how long that sales process is going to take I'm going to take you from the beginning from lead generation all the way to your onboarding phase and every step along the way along with time frames which is really really important because some people think they can Sprint a marathon and as much as we all want to that is not possible so let's dive into it before I get in I do want to mention a couple things number one my master class is down below like I said it is currently getting revamped it is going to be amazing now the current one that's there is phenomenal five ways to make significantly more money online but if you do watch this in the future it may be even better so don't miss out on that that's number one number two there are links down below to helpful resources and videos that I've made that have transformed msps if you have not already checked those out I highly recommend doing it and I do update those links so that way you can go in doesn't matter when you're seeing this there are even more beneficial links down below so don't miss that out and number three last but not least if you want to sit down and interview me I'm leaving that open I'm booking calls I'm going to be setting people up and we're gonna sit down and interview now that interview is going to consist of you and me on a zoom call and you're going to be able to ask real questions typically objections but anything along the sales process I'm going to answer it in real time I'm going to have my editor chop that up and make a video out of it to add a massive massive value to you guys so I will be batching that out but I'm going to leave that open currently permanently so check that out as well so let's get into it your sales process now this is not going to be the most in-depth video of your sales process but this is what you should be following to go through it if you're interested in a very detailed sales process there is a link to my blueprint down below check that out you are not going to want to miss that that is every single minute fine detail including anything that you can imagine as far as MSP sales but the first and foremost the one part that everybody hates is lead generation now if you haven't subscribed already you're going to want to subscribe already as soon as I'm done with my sales areas sales videos I'm going to be going into marketing and lead generation for msps you are going to want to get notified about that hit that little notification Bell so you don't miss out on it but lead generation there is no time frame because this is like putting your pants on every single morning if you don't wear pants and you're like me and like shorts putting your shorts on putting your underwear on think of the most ridiculous thing you gotta eat every day you should be prospecting and looking for leads every single day if it is not ingrained in your brain to be looking for leads every single day the rest of this does not matter you should always always always be looking for leads it doesn't mean you have to spend all day every day I don't expect you to spend eight hours a day prospecting but you should spend at the bare minimum 15 to 20 minutes every single day and for sales people you might be prospecting every single day so there is no time frame on this because it's something that you should be doing perpetually forever it does not matter how big how many millions of dollars your MSP is doing or tens of thousands or hundreds of thousands of dollars your MSP is doing you and your team should be prospecting every single day no matter no matter what you eat lunch every day you eat dinner every day you eat breakfast every day do it every single day there's no reason not to do it because you have to keep a full pipeline now number two initial contact which is arguably the most important part that is when people start to figure out who you are that could be the moment that phone connects to that caller it could be the first time you reach out to somebody on social media it does not matter but that initial contact should happen relatively quickly I would say within a week of finding that Prospect you should be reaching out to them I would say that day if you can and that initial contact is just going to be a couple messages hey how are you doing this is so and so from so-and-so's company we help XYZ companies do this with their technology if this is interesting to you great if not no worries do you know anybody that I might be able to help that's okay to ask that's okay to say to people after your initial contact you have your secondary contact this is the actual meeting or your needs assessment that is going out on site and figuring out what they actually need now you are not a doctor you can't go and prescribe every single thing to them unless you're very very tech savvy on the spot there are two things you're going to need to do in this meeting one be genuine and try to understand what they're currently dealing with their technology needs and their Hardware that they're currently using this little device is the greatest device in the world because it has that little thing right there that camera you should be taking pictures of everything and ask the client respectfully hey do you mind if I take a bunch of pictures I want to go back and check it out with my team and just make sure that whatever we recommend in our proposal is the best for your situation is that cool with you I have never gotten anybody that says no they might say hey just don't take pictures of this part of the office we deal with sensitive information totally fine I have had to sign ndas and non-disclosures for clients it's nothing out of the normal for me and many people that I've worked with but your needs assessment has to be thorough enough that when you get to that proposal development you can do it effectively now that needs assessment should happen hopefully within one week of that initial contact now this is what the process looks like you find a prospect you're hopefully reaching out to that lead within a week probably that day but within a week you should try to book a meeting within the next five business days you have to get it while it's fresh you don't want to be forgotten about it you don't want to be last week's breakfast when nobody thinks about it anymore you have to be aggressive with your sale it doesn't mean you have to be forceful with it but you have to be diligent on staying on top of getting in front of that person and getting that needs assessment done what is your technology landscape look like let's go through it and let's take a journey of seeing what you actually need and how we might even be able to help or if we can't help to recommend you to somebody that could help you so that needs assessment should be done one week after that initial contact you should be able to get that person in an in-person meeting now there's always extenuating circumstances they're going on vacation you're going on vacation don't worry about it push back at most two weeks if it's anything further than that you've probably lost it you might have to revisit it again if you've spoken to that client before you might be able to somehow save it but after two weeks it's a it's a dead fish it's a dead fish in the water it doesn't matter anymore there's no that person we've already covered why people buy painted the present pain in the future pleasuring the present pleasure in the present pleasure in the future you have to get aggressive and be quick with it now you have your proposal development when you leave that meeting you have about 72 hours to get that person a proposal now you can buy time and the reason why I say you can buy time is you have 72 hours to deliver that proposal this is from last video by the way but you can submit that proposal within 72 hours an easy way to buy more time if you need if you need is to tell the prospect hey it's against my company policy to just send you a proposal do you have a quick hour that we can either sit down on Zoom or preferably in person and go over your proposal together the reason we do that and it's part of company policy is to make sure that if you have any questions we can answer them immediately without you going to Google and getting potentially wrong information not bad but wrong other people write other things on the internet I own a digital marketing agency surprise surprise I have gotten plenty of things to rank on Google a lot of those things are true but it not all of them will be true on the internet I know it surprises many of you that not everything's true on the internet but you have about 72 hours to send them a full proposal now I've already covered there will be a link down below to a video on whether or not you should include part numbers and product numbers in your proposal you're going to want to watch that after this video but 72 hours to get that proposal ready next is going to be your presentation proposals do not go in the mail they don't go in the email they don't go anywhere unless you are watching that person like I'm currently watching you to go over it some of you have already asked me for proposals for websites and you all know that I will not send you anything unless we're on the phone on Zoom or in person which at this point most of you are not in North Carolina specifically the Charlotte region so we're all doing it over Zoom or phone that does not get sent out I cannot stress how important that is because if you let that sucker go and it vanishes it might as well be dead because they can go take it to everybody else there's no emphasis on the sale there's no stress and scarcity urgency all of that is gone it does not matter how good your meeting was Prior they have will have plenty of time to either shop you around or think about it which they won't be making a quality decision if they say no I will repeat that they won't be making a quality decision if they say no you are the right solution for their business if you are sending that proposal I can't be more serious than that it is so critically important now that's going to be presenting that proposal Zoom phone in person those are the only three ways that you send a proposal out to anybody if they're not willing to meet with you that proposal does not even get sent I know it's gonna kill you I have made companies insane amounts of money you cannot let it go otherwise unless one unless they are a government agency hear me out when you deal with a government agency or government contract work typically you can do the whole presentation the whole nine they are not allowed to make a decision right there they aren't your policy is not to send that proposal their policy is not to accept that proposal until they have at least three other ones they've interviewed everybody else and they make a sound decision and that usually involves a board of directors or a board or multiple people involved yes you can present to all of them but they are not going to send you a signed proposal until they've met they've gone over all the details and then they'll hit sign that's the only time that you can hit send and hope for the best at the end of it you are not going to get a yes or no at the end of that call now that presentation should take no more than maybe an hour or two after you've met with them and you've gone over everything that's it you should have an answer by the end of that day at the most the next business day if you don't get an answer by then more than likely it's lost and your proposals should have an expiration date this proposal expires in you know most businesses do five business days five business days is fine if you want to be a little bit more on the scarcity or urgency three business days if you're a little more relaxed two you know two weeks ten business days whatever works for you find out what works for you in your Market it may be very different I'm from Long Island things happen quickly specifically New York so keep that in mind now there may be some negotiation that happens I typically don't negotiate these are our numbers whether or not you like it you can add value but you don't want to negotiate there is a big difference there negotiation should almost never happen on a proposal you should be giving Fair numbers that are competitive with everybody else so that way God forbid they do ask their friend or another contractor they can say that's competitive instead of you're raking them over the coals that is the worst thing and that'll make a horrible horrible client relationship if they hear from their friends or family that you are getting screwed by that MSP be very careful there and after that once they sign onboarding should happen within the next 30 days it doesn't have to happen the next day it doesn't happen to have to happen the next week but there should be a clear conversation and detailed in The Proposal that onboarding will start between 10 to 20 business days after a signed proposal together all the information whatever we need and to start that onboarding how long your onboarding takes is totally up to you I do have an onboarding video coming up once again you might want to hit that subscribe button and that notification Bell and that like button now this video is already long so in the next video I want to share with you guys how to speed up this decision making process of making that proposal go from a prospect or just a lead that you think is a lead to a closed deal faster hit that like button subscribe button notification Bell and don't forget about those links down below I'll see you guys in the next video love you bye