My revised (and insanely successful) sales process introduced three key elements: qualification, positioning and proposal.
Great qualification:
* Ensures the person you are speaking with would be a good customer
* Communicates to the prospect what you / your company does and what to expect on the call
👉 I now send all leads to an intake form that helps me better understand, the founder, their startup and communicates that I am a professional early stage startup coach.
Great positioning:
* Presents something both unexpected and inevitable OR puts into words something the prospect deeply feels but is unable to articulate
* Explains how you are different from other options in the market
* Imagines an amazing future and creates confidence you can take them there
👉 In the first call, I walk founders through a ten-minute presentation about why most startups fail, how my background is different from most early stage startup coaches and paints a picture of a startup CEO who wakes up every day knowing exactly what they need to work on.
Great proposals:
* Illustrate that you understand the prospect's context and specific needs
* Describe a specific process by which you'll get them to a desired outcome
* Exude your specific style and brand, and feel like a natural extension of you
👉 I create a custom Notion doc that includes dozens of subpages filled with brief articles about things like the customer acquisition lifecycle, fundraising fundamental and a section titled "Speedrunning Startup Success". Additionally, I record and embed a personalized 12-minute Loom video walking the founder through specific details of the proposal.
In total, this took about four days worth of work spread out over a six week period.
Worth every minute invested 🤘🏻