Chapter 5: Follow the Yellow Brick Road

Question 1

The sales process really has just two steps:

• • Step One: Getting in front of the right people
• • Step Two: Everything that happens after that.

Mapping your sales process

1. LEAD GENERATION (PROSPECTING)
   * Your most important action is to set a goal for the number of people you will ask for referrals every week and the number of referral meetings you will schedule every week.
2. PLAN AND CONDUCT MEETINGS
3. PROPOSAL
4. PRESENTATION
5. CLOSE
6. IMPLEMENT
7. PENETRATE ACCOUNT/OBTAIN REFERRALS

Typical prospecting-referral metrics to consider are:

• 1) The number of people you will ask for referrals each week
• 2) The number of referrals you receive that match your Ideal Customer
• 3) The number of meetings you have with your referred prospects
• 4) The number of referred prospects who become customers
• 5) The length of time it takes to convert a referred prospect into a customer
• 6) The average dollar value of a referred customer vs. your average sale

Joanne’s Point of View - Generating qualified leads is the most important step in your sales process.