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[Music] yeah let's take a look at your sales process and see if we can turn it into an online sales process that's really the purpose behind this one i've got my whiteboard here which i'm going to do to describe this to you so let's get a little sort of heading going up here we'll talk about the sales process now your sales process will be your sales process and it probably follows this this kind of sort of routine really so let's just get a black pen here for you the first thing in your sales process is probably lead generation or prospecting or marketing call it what you like that's the first thing you probably do so once you've generated the lead you'll probably then go into some kind of a trust uh rapport building uh general conversation possibly you might get more interaction there but general sort of contact with people trust building all those good things at that point you'll probably go into some kind of discovery mode yeah discovery um exploring fact-finding finding out a bit more about the business what they're up to that kind of thing as well would come into its own along the way from discovery which might take a number of meetings at that point you're probably looking at presenting um some kind of solution presenting and closing as well along the way so let's put in their present and close again that can all take time of course it can once you've presented and closed then you'll want to tidy things up there might be some kind of contract involved a proposal for business whatever you want to call it and at that point you're probably going to be delivering whatever it is you need to deliver you know deliver so that's kind of the old-fashioned sales process which we which we've operated for for donkey's years really when it comes to it and that's fine there's no big deal there now the point is though that we've got the situation where we turn it online so how do we turn these things online well that traditional sales process would have been in person one-to-one events in person jumping the car drive to the uh the place of business the surgery the the client's details clients information clients offices all that kind of lava and you probably would have spent a couple of hours possibly in some of these meetings now online of course that's all changed you don't have that need to do that you don't want to either so let's just take a look at some some changes to the sales process for you first of all in lead generation in lead generation you want to be doing your social stuff your social selling is where it's at there you want to be doing your linkedin maybe facebook whatever is your social media your youtube channels check out your social selling index on linkedin make sure that you're using that really well and you can use social selling to find your customers get to know them their problems challenges issues goals etc connect with them online get talking to them fix up a meeting for you to start the sales process that's marketing and social selling social marketing inbound marketing is where it's at putting out content youtube channels information blogs podcasts people use loads of things now in order to find people find prospects reach out to them connect with them on social selling and get get to get to know them that way but at some point though you'll then want to fix up a meeting with them now the whole point about meetings or face-to-face we're talking here about video of course facebook screen to screen is so is is where we're at with this one screen to screen selling is what we're talking about here is you want to start doing shorter meetings so maximum 20 minutes is the maximum kind of period of time in which you'll be wanting to operate your meetings really when you fix up appointments or meetings you suggest video so suggest the video to the customer um or telephone of course works fine i'm not saying doesn't but if you suggest video then they will probably go for video um fix the meetings off the hour so never have a meeting on the hour always happen like five past ten past it just makes people more precise with their timings if you go off the hour as well use your calendar invites as well so use microsoft calendar or whatever is your your method of contacting people to to set up them put in the zoom link or or the little or the teams link in the calendar get them to confirm it and everything's dealt with that way and that way of course you can get straight in when you get to the discovery mode or or the trust mode or you fixed up a meeting make sure that you have a tight agenda have a tight agenda on the calendar invites obviously don't miss that out keep the agenda yes there's small talk of course there is but you tend to get more to the point with video consultations video meetings you don't tend to you know have a cup of coffee and chew chew the fat shoot the breeze for too long and that's fine i get that totally so keep the agenda tight drive the agenda all the way through at the end of the meeting make sure that you've got a connection for the next meeting i call that velcro so make sure you velcro each meeting to each other you know what's the next step what's the action plan a result of it as well when it comes to presenting make sure you use all the powerpoints and pdfs and things invite other people in as well of course invite experts in to to help you with the with the presentation have experts when you're doing the contract you know get your get your procurement people in as well if you know that that's coming down to the contract time you can invite people into meetings with no trouble whatsoever that's a particularly useful um online facility as well so that's online really it doesn't change a lot you still follow the same sales process you probably have lots of smaller meetings all that sort of short short durations you can fix it meetings up very quickly have them you know one or two a week if you need to if you're getting close to doing a sale and make make sure that they're done via video teams zoom links sent out keep them short keep them sharp keep them tight the agenda as well make sure you link every meeting together which you do anyway get people in invite people in when you need to a sales manager maybe some experts from from head office bring them in get them involved and then get yourself comfortable with the zoom zones which we've talked about before but essentially you're following the same process really the same process doesn't really change that much at the end of the day you're still doing selling you're just doing it via video what we call screen to screen selling it's still face to face as far as i'm concerned because your face is connecting with the customer's face and you're doing the business that way so not a lot of change really with online sales process but you can get a whole lot more work done by using the screen as long as the customer of course is happy to use the screen themselves or telephone whichever is easier you