The Agency Growth Blog - For Owners Who Want Growth

Did you know that 44% of salespeople give up after one follow-up?  The average sales person only makes two attempts to reach a prospect.  Eighty percent of sales require five follow-up phone calls after the meeting.  Research shows that 35-50% of sales go to the vendor that responds first. 

Are you making some of these mistakes? Are your clients making some or all of these mistakes? What do you do about it and what’s the impact to revenue if you can fix all of or at least most of these basic blocking and tackling mistakes inherent in your sales process? The answer is significant!

Even the simplest sales process improvements, when properly designed, deployed, managed and tracked produces major improvements in all of the key metrics.

Today there are more inbound agencies on the planet than ever before. Regardless of what they look on the inside, from your prospect’s perspective they all look alike. It’s your job as an inbound agency owner and as a marketer to make your agency look different.

This differentiation exercise has to start from the first time a potential client visits your website. The prospect is probably visiting three or four inbound marketing agency websites and if they don’t know what makes you special in the first ten seconds, they might never come back.

But that’s an article for another day, today we’re talking about what happens when they actually reach out to you and ask to speak with you. 

In Part One of this Blog Series on New Business Development we talked about planning, executing and optimizing your own inbound marketing program to ensure businesses are reaching out to you on a daily basis.

In this Part Two of the series, we’re going to focus on your sales process. This is by far the weakest area for agencies, whether they want to be inbound or not, most of the agencies I’ve spoken with are working without a defined and documented agency sales process.