My Process… for getting you the tools you need to get more sales

Here’s the way it usually works… but note that I frequently combine some of the steps, or you and I decide we don’t need some of the steps. Whatever works for you.

1. Discovery

• We have a discovery conversation: needs, content/copy required, that sort of stuff.  What problems do you need solutions for, what issues are preventing your team from getting sales results? I’ll have recommendations based on what I discover.  An NDA could be signed prior to the conversation, if required.
• You decide you want to see a proposal

2. Proposal

• I send you a Proposal, with suggested deliverables, recommendations, and pricing
• You give me feedback on the proposal
• I revise the proposal and quote based on your feedback
• You approve the proposal, signing and returning it. We have agreement on project steps and key dates

3. Meetings

• We have a project meeting. It’s an info gathering meeting with you and possibly other relevant people. I provide complete guidance on who I would need to talk to, and the information required to complete the project. Usually, a 1 to 2 hour session gets me 90% of the information required. Typical material to be covered would include:
  • your sales process
  • marketing tools currently being used
  • subject matter experts identified
  • salespeople, marketing team members identified
  • creative brief available?
  • customer persona available?
  • product reviews: features and benefits, digging deep
  • needs analysis
  • delivery dates
  • project scope defined so that you’re ecstatic with the deliverables
  • is there an approval committee? Approval process? Names and contact information would be needed
  • is a graphic designer available, or needed?

4. Research

• Additional research (by me)
  • customer personas
  • current sales decks, sell sheets, product webpages, email templates, call scripts, marketing material, competitor information, SEO quality
  • chats with some of your sales team and subject matter experts

5. Project Submission and Revisions

• Project completion and draft submittal.  This will be a finished product. If required, comments on required revisions can be returned by a pre-determined date. 
• Revision request review meeting: specific revision needs will be discussed, for clarity.
• Project revisions, provided by a pre-determined date.
• Final Project submittal, with invoice payable on submittal

6. Training and Follow-up

• If within scope, initial training on how to use the product provided
• Follow-up (4 to 6 weeks later)