Do You Have A Sales Process? Here’s Why You Need One w/ Matt Davis & Ryan Koral

May 15, 2017

If you’re anything like me, when you first started your creative business, literally the last thing you wanted to be spending your time on was selling. For me, it was all about creating emotional films that moved people, but as I took on more work and got busier and busier I ended up spending less time shooting and more time selling.

Besides the fact that I wasn’t spending as much time doing what I loved, the problem was that I had no idea what I was doing when it came to sales. No way to guide potential clients to the conclusion that my work was worth more than what somebody else down the street was charging. I had always assumed that my work would speak for itself, but was realizing that this was not the case.

Matt and I (Ryan) got together this week to discuss how building out a defined sales process has changed our businesses, and how it can do the same for yours. For each of us, the moment when we actually put a sales process in place was a pivotal turning point for our businesses, freeing up our time to focus on other tasks, helping land bigger clients, and overall making life less stressful on us.

I know you might think the term “Sales Process” sounds heartless, like it takes the personal touch out of your client interactions (I thought the same thing). In truth however, your process can be as simple or complex as you want it to be, and simply allows you to have something to fall back on when dealing with potential clients. This allows you to be more at ease, natural, and attentive to their needs.

Do you have any kind of sales process set up for your business? What do you use and what changes have you seen in your business since implementing it? Let us know in the comments!
In this episode:

  • The importance of knowing when a product is “good enough” and needs to be delivered
  • Why you need to look hard at the responsibilities that are technically yours, but which you procrastinate on
  • The difference between Visionaries & Integrators, and why both are vital to a successful business
  • How to tactfully turn down clients who aren’t a good fit for you

Quotes:

“We did not get into the business of filmmaking to become sales people, to run a business, to have employees… The thing that I wanted to do was create emotional films.” [1:44]

“There are so many better ideas flowing through our business now because I’ve put other people in place where they can thrive.” [16:57]
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