SaaS Sales Funnel in 3 Basic Steps (Especially In The Early Days)

– Sales 101,
how to follow the Funnel. This is the Funnel. The Fantastic Funnel of Freedom. (upbeat music) The 3-Step Process to Sales. This is 101 stuff, but
if you've ever felt like you really don't understand how
a sales conversation flows, or you've got a call coming
up that you're a little bit nervous about. Maybe
you're hiring somebody. You're talking to a new
customer for the first time. I'm gonna walk you
through exactly how to do it, so you that you can feel
confident, have the courage, even maybe do some cold
calls, and feel like a champ.

You know, maybe you're
trying to pre-sell a pilot to some new product
that you're building. This process literally is
101 stuff, but nobody ever teaches it this way, and I
really just want to simplify it, demystify it, and make
it approachable for anybody watching this video. So sales first comes
down to one step, and it's got two
parts to the step: Connect and Qualify. You know, if I was
doing customer development or pre-selling a product, if I was walking around the
mall or a farmer's market, or the grocery store, depending
on who your customer is, the first thing you wanna do
is just, Connect and Qualify.

Are they in-market or not? If you sell a
product for people that want to put their animals,
they have like, pets, and put it in like,
I was gonna say storage. Obviously, you're not
gonna put your kid, or your dog, in storage. But this beautiful
little home, right? Like doggy vay-cay. First question you're going
to ask somebody, to Qualify, after you Connect,
which is saying hello, is, "Do you have a pet?" And if their answer
is no, then move on. Now, this may sound
trite, and people are like, "Why would I ask that question?" Trust me. There's so many entrepreneurs
out there that talk to customers that would never
be a customer of theirs.

They don't Qualify. If I'm selling software to
gamers, first thing I'm gonna ask is them is, "Do you
play World of Warcraft," and if they say, "No,"
then I'll be like, "What other games do you play?" Because I don't even
play World of Warcraft, but I'm just saying, you need
to ask them if they game, and then at what level. That's the Qualify part. I really think
that most of sales, and the challenge around sales, is that entrepreneurs are
talking to people that are not in market, that
don't have the problem, that are not even a
fit for your solutions. So, first step in
this Simplified Funnel, is Connect and Qualify.

Number Two, is to, Close… well, Needs
Assessment and Close. So, here's the
second, kind of, step. There's two parts to it as well. It's understanding
what their needs are because when
you're trying to sell, which I really think
is enthusiasm transferred, first thing you need
to do is customize it. The way you customize your
offer or your pitch or whatever is to try to understand,
what are their needs? In the conversation, you can
ask exploratory questions like "How often do you game?" "How often to you buy spi-" I mean, I literally, the
spice one I'm just gonna talk about real quick. I was talking to
an entrepreneur, and he was doing like a subscription spice
business, and he was like, I asked him, "How many
customers do you have?" He's like, "We've got
seven customers buying." I have this question
called "unaffiliated customers," which is "How many people have
bought from you that don't "know you, that didn't get
a warm introduction to you, "that literally you approached
through an ad or a cold call, "and got them involved?" He's like, "Zero." And we're sitting
at this restaurant because it's a big dinner, and
I'm looking across the street through the window, and
there's a grocery store, okay? And I'm like, "Why are
you not across the street "in the grocery store talking
to people at the spice rack?" And he's like,
"What're you talking about?" Again, and I'm walking him
through these three steps.

Literally, it's
Connect and Qualify. You know that they're in
market because they're buying spices off of the rack. Do you know how incredibly
awesome that would be, if I could just find the
place where all my customers showed me that they
were in market ready to buy and about to actually transact? That's incredible! You're so lucky you can do that! And he's like, "Well,
what would I say to them?" And I'm like, "Well,
needs aside, just like literally "ask exploratory questions like, "'How often do
you buy this spice?'" "'Do you buy other spices?'" "'Is there any spice
here that you would want "'that you can't get?'" "'Who tells you about
the right spices to buy?'" "'How did you decide that
that was the right brand?'" Et cetera, et cetera, et cetera.

Those are the questions that
will lead to the Close, okay? So you really understand
the Needs Assessment. What are their needs? And then you move
it over to the Close. Here's what I got. Do you want to
hear more about it? They might say, no,
but always ask. Always try to put the control
back in the other person, so that they can
kinda take the conversation somewheres else.
It's not about selling. It's literally just about
being excited and enthusiastic about what you have,
and then letting them say, "Well, tell me more about it." Then, you go for the Close. Here is how it works. Here is how, you know, here's
our guarantee, et cetera, and then you say,
"This is the price." Now, this all leads to
the third part in selling, which is the
ultimate part, is Follow Up.

Many times, when you go, and
you've probably experienced this if you ever
tried to pre-sell something, get a new customer,
have a sales call, you get to the price,
and then they're like, "Well, now I gotta talk
to my business partner." "I gotta talk to my wife." "I gotta talk to
this other person." Here's what I'm
gonna suggest, okay? It's BAMFAM, okay,
remember this acronom: BAMFAM. It's the Follow Up, okay? So the Step Three is the
Follow Up, but here's where BAMFAM fits into this, okay? I don't want to
lose you right here.

BAMFAM is "Book A
Meeting From A Meeting." So, Follow Up is literally,
until somebody says, "No," stop connecting with, and
it's not about harassing, but it's literally
just setting up a schedule to follow up, you know. Like 70% of your sales
are gonna come from Follow Up. And then, unless they say,
"Well, I bought something else," an alternative, so
they bought a competitor. Unless they say one of
those two things, you should always follow up. BAMFAM is saying, okay,
they need to connect with somebody else to
review the decision, then, "Book A Meeting From
A Meeting" is saying, "Great, when do you
think you'll have that meeting "or that conversation?" They'll say, "Well, I've got
a meeting with them tomorrow." "Okay, cool! Why don't we
schedule a meeting the exa-" I always do the exact
same time because you know if you're talking
to them today at two, then probably, two days
from now at two will work.

Say, "Why don't we book
a meeting, quick fifteen "minutes to reconnect to
just close the loop on this. "Does that make sense?" They go, "Alright, cool!" Put in the calendar,
invite them to it, boom! Locked and loaded. Follow up, okay? Three part sales…literally,
the simplified sales process. Here's how it works. Number One: Connect and Qualify. That's a call. That's an email. But then, it's Qualify. Are they even in market? Are they even an
ideal or target customer based on the qualification? Two is the Needs Assessment. What are the challenges you're
having around this problem? And then customize the Close,
or the offer, or the pitch, to their needs, so that
you can connect those two.

Go for the Close, and
then Three, you gotta Follow Up 'cause they may not by then, but you might ask
them, "Can I follow up?" And if you're in a meeting,
on a phone call, pull out a BAMFAM, "Book
A Meeting From A Meeting," and get that into the
calendar to follow up. That is the simplified
sales process for you to close more deals,
get more customers, and just, generally,
have a funner time. So as per usual, I want
to challenge you to live a bigger life
and a bigger business, and I'll see you next Monday. If you like this video,
be sure to subscribe to my channels for other
tips and strategies to start and grow your business,
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training, and if you're ready to get going,
I've got a couple more videos queued up for you, and
I'll see you next Monday..

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