Exactly Why You Need a Formal Speaking Sales Process, Right Now!

You just received a new inbound inquiry… Congrats!

Maybe it’s a result of a client referral… maybe someone filled out your online inquiry form while you were still on stage… or maybe another speaker referred you.

Regardless of how this prospect found you, it’s time to spring into action.

It’s time to move that inquiry through your sales process…

Yes, your formalized sales process – one that’s documented, efficient, effective, and always improving.

Don’t have one yet?

Hmm… let’s fix that.

Here’s why you need to build a great sales process for your speaking business.

Consistency and Predictability

“YAY… I mean… wait, now what?”

Get rid of that moment of uncertainty you feel each time a new inquiry rolls in the door. ?Instead, you’ll know exactly what to do each and every time.

?? A formal sales process ensures you have a consistent and systematic approach to reach out to clients. This not only streamlines your efforts, but it also helps you predict the outcomes based on your past performance.

As a result, your entire sales cycle becomes easier to predict and analyze.

Efficiency

Knowing what to do is important, but doing it quickly and without wasted effort should be your next big goal.

When you have a well-documented sales process, it significantly improves your efficiency. ?It provides that roadmap you need for what steps to take and how you're going to move that prospect forward.

It helps you know exactly when to send out emails and reduces your time spent on unnecessary tasks or guesswork. ?Really, a sales process just helps you focus on what works best – which saves you time and resources.

Measurement and Improvement

By now, you should know that I’m always tracking and analyzing every aspect of my speaking business. ?And the sales process is no exception!

A formal sales process should allow you to measure your success at each and every stage. ?You’ll track and analyze each of these stages and identify small areas for improvement.

This way, you can make small adjustments over time that optimize the sales effort and increase your number of gigs. ?

?? A continual practice of measurement and improvement will improve your overall booking rates.

Professionalism and Credibility

This one is really important and I think speakers often don't really think about it…

???? When you have a clear and formal sales process, it reflects the professionalism that you deliver to your clients.

It shows those clients that you’re organized, serious, and committed to delivering value. ?And that enhances your credibility and your chances of getting booked for a gig.

In other words, a formal sales process makes you look like a pro!

Scalability

We’ve talked before about when and why you might want to add a salesperson to your team. ?Well, if you want to reach more audiences and do more gigs, you’ll need a documented sales process to help scale your efforts effectively.

??? The sales process provides a blueprint for new team members and collaborators.

It helps you understand what can be automated and what can’t. ?And it ensures that your sales efforts are consistent and effective as you grow your team and expand your reach.

Nothing’s Set in Stone

Your sales process should be dynamic. ?Think of it like a framework that adapts and changes while you evolve your business. ?Your market will fluctuate, your audience may change, and you will definitely grow as a speaker.

So, establish a formal sales process and then look for ways to adapt, improve, and evolve the entire system so it gets better and better.

If you’re a Premium Member, check out the second part of this article and you’ll get an up close look at how I’ve built my own sales process. ?(You could even steal it if you want to!)

Part two of this article covers:

• A complete roadmap for my entire sales process – ready for you to swipe and adapt,
• Two main ways to sort every prospect so you always know exactly where they are in your sales process,
• How to avoid wishy-washy sales stages that leave you unsure if tasks are completed or not,
• The three statuses your prospect could enter after they leave the inquiry stages (and which one you shouldn’t waste your time pursuing),
• And all the important milestones in the sales process – with links for more details – so you can consistently move your inquiries into “won” gigs.

Not a Premium Member?

Remember, the advice that got you here won’t get you there. It’s time for a massive move.

It’s time for a Monumental Shift.

Thanks for reading!

- Andrew Davis