So you have a bunch of leads, you sent cold
emails and you got meetings on the
calendar. In this video I want to break
down everything to do next. So everything
from the proposal all the way to the
kickoff. So how do projects come
together and how did they start. The first
thing you want to do is a qualification
call. Normally, this call is about 15
minutes long and this is a call where
you get on with the client and you try
to assess their needs.
I've done other videos on what to ask
and how to qualify leads on these calls
which are worth checking out. High level,
you're asking them about what they've
done in the past, whether they've worked
with other agencies like yours and what
they dealt with and what they're dealing
with now. The goal is to qualify them,
make sure they have budget. Once that
call is done you set a time in the
future to do a call number two which is
a sales call.
So you learn everything about their
project and their app on call one. Then
your team goes back and they put
together a proposal. They draft up a proposal.
And I actually did an in-depth video on
what to put in a proposal for my old
company Inspire Beats which I'll link down
to that in the description box. So your
team will go out, you'll draft up a proposal
that explains the process. They you'll have a
sales call where you present the proposal to
the client. I always recommend sending
the proposal only minutes before the
actual call. That way you have a chance
to walk them through. Back to what I've said
in previous videos. You never want the
first time a client sees your
pricing to be without you in the room.
You always want the pricing to be
discussed together so you can answer any
questions. Always send the proposal
right before the call, even like five
minutes before. That way they have to
meet and they're not going to get turned
off the price is too high. That's a
proposal presentation call. At the end of
that call
they might have questions on the
proposal or they might say, 'Yeah, we're
good to go.' In any case the next thing
you want to do is draft a contract. So
you'll take your proposal and you'll turn
it into more of a contract you'll add
legalese to it and it's probably worth talking
to a lawyer just to write out the
initial proposal template and legalese.
Because there's different stuff you
want to put in there depending on your
level of risk in your type of company.
Other people, a lot of agencies will have
the main contract and then they'll have
another contract that outlines how they
work together. So the terms and service
of the agency. So that's the next thing
you draft. Once that contract is done you
do a legal review call if they need it if
they're a bigger company where you and
their lawyer or you and them will go
through the legalese and make sure it
all matches. If all looks good
they sign the contract. And the next
step is a kickoff where you go over the
schedule and the next steps. Normally, at
x27 the way we do it and actually
at Dom&Tom as well, the salespeople handle
everything up to the kickoff. So they
will handle the back-and-forth, they'll
handle the proposal writing and they'll
handle the pricing and coming up with
legal language. Legal will look over the
contract and then we'll go to client.
Once everything is signed and the client has
paid the kick off is on the calendar which
is where the production team comes in and
the project manager comes in and outlines
the entire process. Normally, at x27
we wait two weeks from signing to kick off
which gives us enough time to get the
team ramped up and if we're ever
punching above our weight class and we
need to hire two weeks is more than
enough time to find a good person.
Same for your agency you can wait
two weeks. Clients will wait even though
they make it seem like they won't
they will actually wait while you
put together this kickoff. And that's
it. That's the whole process. After the
kickoff you're in production which is a
whole different video, how to actually
deliver projects and then present
project so that clients want to keep
working with you.
So that's another video we'll do in the
future, but for now that is the agency
delivery process and timeline from that
initial call all the way down to the
kickoff. Short video, hopefully you've enjoyed it
If you like this type of content
give it a thumbs up. If you want more
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subscribe to this channel and if you
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want me to run through your specific
sales process go to experiment27.com
tons of stuff on there.
Thanks a lot!