6. Sell completely remotely
In the previous episode dedicated to social networks, we showed how to use this medium properly for online business and social networking expert Albina Matusevych shared with us the basic rules we should follow when starting with social networks. In this part, we will talk about how the business part of the business can be served purely remotely.
Personal contact has ceased to be possible even with the advent of the current situation for the implementation of trades. Traders across sectors are starting to operate predominantly online, which radically shortens and streamlines the trading process. Distance commerce is not only different, it is much better. Let's explore why.
Creating new opportunities starts with your website, which you can use campaigns to promote on search engines and social media. The moment a new visitor comes to your website, the goal is to get their contact information, which is what a number of conversion elements your website should naturally contain are designed to do. Modern conversions that can lead to great results include scheduling or directly initiating online calls, chats and chatbots, or "click-to-call" conversions. The possibilities are numerous.
If your website can generate an adequate amount of leads to new clients (called leads), it's time to bring automation into play. This is handled perfectly by advanced CRM tools such as Salesforce, Hubspot or PipeDrive, which clearly store all your leads (contacts to potential clients who are interested in your product/service and want to establish communication with you), which are then further processed throughout the sales process.
For scheduling follow-up appointments, try tools like Calendly, through which clients can book appointments at pre-selected times directly in your calendar. Your right-hand man will then be video conferencing tools like Zoom, Google Meet or Teams, which you use to handle all face-to-face communication with your clients.
Radek Botoš, the founder of the digital agency Breezy , will describe his business process, which takes place purely remotely:
- Qualifications. Unfortunately, all of the contacts you get from the site will not be your future clients and that's okay. At the very beginning, you need to be able to categorize your contacts effectively so you're clear on who your salespeople should really be targeting and who shouldn't. That's exactly what lead qualification is for. Qualification can be done over the phone, through another web form, or even on a video call. You can use a variety of models to qualify leads, one of the most well-known being the BANT lead qualification model.
- Discovery. If a lead passes your qualification, it enters the discovery stage. In this stage, you get to know the client better through a meeting, and they tell you detailed information about themselves and the problem you have to solve. This is where Calendly and your preferred video conferencing tool comes in. The recording function can come in handy during this meeting, you can then replay all the important points from the recording and the recording is also great for handing over the project to the implementation team.
- Creating and presenting the bid. After the discovery phase, you have all the information you need to create a bid. A pre-prepared template that you will use for this purpose will come in handy. To present the offer, schedule a video call with the client, emailing all the necessary documents to the client.
- Hand it over to the implementation team. Once the offer has been agreed and the client has entered into an agreement, the next stage is to hand over all the necessary information to the team that will be working on the job. For this, you will need a recording of the discovery meeting and a completed brief (the processed brief from the client).
- Evaluation and statistics. All the necessary statistics will be processed for you by the CRM system you use. However, it is important to keep adding all the necessary data and to set up what you want to know at the end of the sales process.
- Continuous process streamlining. Don't stand still, learn from your own mistakes and try to streamline the steps after each closed cycle. Use automation and look for the little things that save you time - my tip in this regard is pre-made email templates for each step of the process.
Do you have a project planned that you don't dare to do yourself? Then get in touch, we'd love to help you turn your entrepreneurial dreams into a digital reality.