In a previous post I mentioned that one of my biggest priorities for this business is to build a sales process. I explained the sales process from when I ran a painting business, which is the primary example I’m pulling from as I figure this one out.

It takes time to build an entire sales process because you have to flip back and forth between executing the process you currently have (which is inefficient) and mapping out improvements.

After going through a few trial runs, here’s what we’ve come up with:

1. Initial Vision Call

Once a lead comes in it needs to be qualified. Right now, the best way to do that is by having a phone call. In that call, two things need to happen.

First, we need to extract enough information from them to build a video proposal with an accurate price. When do you need it done? How many videos? How long? Who will be watching the video? How do you plan to use the video? How much are you looking to spend? By asking detailed questions (and taking detailed notes), we will have everything we need to build a proposal that fits their needs and qualifies that it is a job we can do effectively and profitably. They will also feel more comfortable to let us handle the project.

Second, the customer’s expectations need to be set. They need to know what our process is and there should be no surprises. They should have a ballpark price that fits in their budget, and they should know exactly how long it should take.

2. Build the Proposal

Given that the customer wants something we can do, the next step is to turn the call notes into a professional proposal. Eventually there will be a template to fill out with notes during the call that is formatted like a professional proposal to minimize this second step.

We work with our Creative Director and the editing team.

3. Propose the Proposal

Once the proposal is ready, it’s time to sit down with the customer and pitch them.

The proposal is designed to lead whoever is making the sale through a fluid presentation. It will explain the vision, process, logistics, and cost. We build up to the price, then stop talking. The goal is to get a definitive answer, yes or no, by the end of this meeting. If no, we must understand exactly why so we can either fix it now or plan to improve it before we….

4. Follow Up

Always follow up. As long as it takes.

5. Pass to Production

Once the job is sold, we introduce our new customer to the Creative Director who will manage the project through its completion. The production process is another animal entirely.

We haven’t actually tested out this full sales process yet. This plan is the result of the knowledge gained from a week and a half of disorganized sales calls.