What Is A Sales Process And Why Should I Care?

Well, I guess if you are not interested in growing your business and making more money, then you may not care. Otherwise, it becomes very important.

A sales process is simply a series of steps that a person goes through before they give you money for your product or service. Many businesses, though, never stop and think about these steps, they just figure that if they advertise, they should make more sales. At least, that is what they have been told.

I did a little exercise the other day for one of my businesses that I found extremely helpful. Then I sent an email over to my partner and told him to do the same thing. He was blown away by the result!

Here is what I did…

I simply drew out the steps that a prospect takes as they hear about and interact with my business. Get out a piece of paper and make boxes and draw out the steps that a person takes on the path that turns them from a prospect to a customer.

Here is what I mean. Let’s say for example that first, you advertise, what happens then? What is your call to action? What happens to them if they contact your business? What happens to them if they buy? Do you have a process in place to sell them something else? What happens if they don’t buy? Do you have a follow-up system in place to convert them later?

See, once you draw it out and can see what action leads to the next step, then it can help you organize your business. You may realize that you have neglected an entire group of people that you could be selling to. You may be missing an entire system in the sales process.

The main benefit, though, of doing this exercise is that it helps you understand what moves people along from one step to the next and then you can improve each step for exponential growth in your business. If you understand what action people take after they see your ad, then it is easier to write your ad. All you have to do is get them to take the next action. And so on until they hand you their money.