026: A Step-by-Step Sales Process for Agencies

In today’s episode, Melissa and Meredith dive deep into the sales process for agencies, with a focus on attracting and closing high-ticket clients. They explore the key stages of building a structured, efficient sales process that helps you close deals faster and with more confidence. The episode covers everything from initial client engagement to sending proposals, avoiding ghosting, and nurturing long-term relationships that drive sustainable growth for your agency. Tune in to learn how to build a sales process that not only closes high-ticket clients but keeps them coming back for more.What to expect in this episode:The importance of building a thoughtful sales process for high-ticket clients.How to engage potential leads before they even reach out and qualify them effectively.Best practices for personal connection and how to move potential leads through your sales pipeline.Why understanding timing is crucial to qualifying leads and ensuring you don’t waste time.Actionable strategies for handling sales calls, proposals, and follow-ups to close deals quicker.How to nurture long-term relationships with high-ticket clients for sustainable agency growth.Actionable takeaways:Create a lead qualification form to gather important information upfront, saving time during calls and ensuring you only engage with the right leads.Set clear expectations for sales calls by controlling the agenda and focusing on understanding the client's needs.Use a structured follow-up process, such as a three-step email sequence, to keep the conversation moving and avoid chasing uninterested clients.Implement a discovery call process where the client does most of the talking, helping you position your offer as the solution to their challenges.Prioritize understanding your client's timeline and needs before sending a proposal to ensure it aligns with their goals and expectations.Real talk moments:Qualify before you buy: You don’t need to chase leads who aren’t a good fit. Use forms and initial contact points to ensure that you’re investing time in high-value prospects, not wasting energy on low-budget clients.The power of personal connection: Building relationships before a sales call through content engagement and DMs sets you up for a smoother, more effective sales conversation.No proposal without timing: Don’t waste time crafting a proposal unless you understand the client’s timeline and commitment level. A proposal isn’t a guarantee—it’s just a tool to move the process forward.Don’t be afraid to test: Testing for commitment with small asks during the sales process (like setting another call or asking for a proposal) helps weed out clients who are “just not that into you.”Follow-up with purpose: Use follow-up sequences to gauge a prospect’s interest, but don't overdo it. If they’re not responding, move on to more promising leads.-Connect with Us:Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.For all inquiries, contact us at [email protected] Your Hosts:Melissa Lohrer is the Founder of Waverly Ave Consulting, a Growth Consultancy for indie agencies. She partners with agency owners to create...

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