Sales Process

Home Knowledgebase Productivity Sales Process

This article outlines every step in our sales process.

 

Initial Consultation

January 1, 2017

We begin the website development process by being contacted, or contacting, the potential client. During this time the sales person should complete a Request for Proposal Questionnaire in which we gather basic contact information, basic information about the services they’re interested in, and briefly introduce them to the other services we offer. That form will also allow the sales person to annotate the point at which they are in the Sales Funnel and Marketing Funnel.

Read more

Deliver Proposal

January 2, 2017

If the potential client requests a Proposal than the sale person will sign into our website and navigate to Proposals select Add New. This system uses all of the Products listed on our website in WooCommerce. This ensures that the proper language for each line item is included, and services that are apart of bigger packages are selected instead of individual line items when applicable. It also ensures that potential clients see and agree to our Terms & Conditions – which are absolutely critical for managing the scope of the project in time and budget. If you would like more training on the Proposal system please contact your supervisor.

Read more

Proposal Negotiation & Acceptance

January 3, 2017

It’s important for the sales person to follow up with a phone call immediately after sending a Proposal through our system. And then continue to nurture that so they, hopefully, convert into a client. The negotiation process usually follows one of three paths: The client unconditionally agrees. This is common when dealing with startups or people over the age of 55. They tend to base their decisions more off of whether or not our website looks reputable, our explanation of services is clear and concise, and / or they feel they can trust us. The client conditionally agrees. This is common when dealing with established small businesses, especially those who have used internet marketing services before. If this is occurring it usually looks like the potential client saying they are reviewing proposals from other companies, or they need to submit the proposal to other decision makers / influencers. It may also look like someone expressing a desire to move forward but being limited by budget or timeframe and needing to settle conflicts with those things first. The client rejects a proposal. In this case, we usually know that the potential client is going to reject it because they’ve indicated that the services we offer are beyond their needs, price or there is simply a difference in personality. Some personalities value trust – which comes through conversation usually – while others value being brief and to-the-point – in which case they are turned away if they feel we’re too talkative. Among other possibilities. Each of these…

Read more

Collect Payment

January 4, 2017

If the Proposal is accepted then collecting payment is the next step.   Credit / Debit Cards vs Invoicing Larger customers usually expect an invoice on some schedule, and 30-60 days to pay opposed to giving us a card number to charge. Do not state that as an option unless they bring it up. If they do, please respond with: “We want to accommodate you as best as possible but I’ll have to get authorization to accept a payment schedule and method that differs from what we proposed. So… could you tell me how you would prefer to pay and on what schedule?” Then, consult with your supervisor to get authorization.   Scenarios Retainer – If they are on a retainer they must pay up front. And we’ll submit an invoice for the following month immediately after, due on the same date the following month. That means if they pay by check, the check must be in our mailbox by midnight the day before their due date or their services will be paused. One-Time Projects – If we’re doing a large website, and the client doesn’t want to give us their card number, they must make a payment online or by check / cash (in mail or person is fine) within 24 hours of being invoiced. Otherwise the project will be paused until payment is received. On-Going – For clients who are employing us for ongoing work, such as website updates, do not want to give us their card number…

Read more

Complete Intake Form

January 5, 2017

Once a deposit has been made and that agreement has been signed the Project Manager should complete an Intake Form. Important Note: This assumes they have completed the Proposal Request and Proposal forms first.

Read more

Project Review

January 31, 2017

Before a website, or other service, is published or marked as “Completed” a Project Review should be performed. When this is done it should be delivered to the client as a link in an email so if there is an issue with our work we can demonstrate we made reasonable effort to ensure perfection.

Read more

Begin Services

May 28, 2017

After the previous steps have been completed, we are fully prepared to begin executing specific services. The next steps vary based on the type of service(s) the client has chosen to employ us for. Consult with your supervisor for more specific instructions.   Recommended Reading Website Development Process Content Marketing Process SEO Audit Process Application Development Process

Read more

Approve the Preliminary Marketing Strategy

September 15, 2017

September 15th The first step in this process will be to deliver, review and approve the Preliminary Marketing Strategy.

Publish Google AdWords Campaigns

September 19, 2017

September 19th While the Preliminary Marketing Strategy is being prepared we will also be preparing the Google AdWords campaigns. Once the Strategy is approved we will publish the ads and marketing officially begins for the current version of GordonCowie.com

Read more

Finalize Website Designs

September 19, 2017

September 19th We will submit the final website designs and seek your final approval on them to begin coding by this date.

Submit the Website for Final Review

October 13, 2017

October 13th We will submit the beta version of the website for review. Beta means 95% or more of the labor required to complete the project has been served and we expect a list of final revisions to implement. We will also coordinate with you regarding the content for the website as well.

Read more

Publish the Website & Relaunch Ads

October 24, 2017

October 24th Assuming we’ve received and implemented your final revisions we will be able to publish the new website and reorient the ads to focus on the new site.

Wireframing

July 11, 2018

During this phase we perform research on the clients industry, competitors and business. From our findings we create wireframes. We submit multiple versions of your front page, first. We’ll redesign them based on your feedback until we’ve completed a draft you approve. Based on this we’ll create wireframes for all other key page types on the website for your approval. When these are all approved we’ll begin the full color designs.

Read more

Full Color Designs

July 11, 2018

During this phase we will take the wireframes and create full color, complete, designs. Sometimes these are mistaken for a completed site, but these are strictly images of what the website will look like when it’s been converted to code.

Programming

July 11, 2018

During this phase our programming team begins converting the website designs to code. During this process interactions with the client are kept to a minimum until the end, when we’re able to present the beta (https://www.theportlandcompany.com/dwkb/beta-stage-expectations/).

Read more

External Project Review

July 11, 2018

Before a website, or other service, is published or marked as “Completed” we perform a Project Review. When this is done it is delivered to the client as a link in an email to ensure transparency and confidence that we adequately audited our work.

Read more

Training

July 11, 2018

When we have completed the clients final revision requests and our final review of the website or application we will schedule a publication date, date for training, and complete the training. Sometimes clients prefer we publish before training is completed, we leave this up to the clients discretion.

Read more

Switching & Creation of Assets

July 11, 2018

During this phase, when applicable, we will create a branded email account through Google’s “G Suite”. We will also switch anything that is in a testing mode to a live mode, such as your payment processor if you have an ecommerce website.

Publication

July 11, 2018

The publication process begins when we receive written approval to publish on a specific date. The process involves repointing your domain from an existing server to the one hosting the new site. It also involves auditing the website immediately after publication to ensure there are no anomalies. When that step is completed the website is considered complete and marketing efforts can be updated and commission.

Read more



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Home Knowledgebase Productivity Sales Process

This article outlines every step in our sales process.

 

Initial Consultation

January 1, 2017

We begin the website development process by being contacted, or contacting, the potential client. During this time the sales person should complete a Request for Proposal Questionnaire in which we gather basic contact information, basic information about the services they’re interested in, and briefly introduce them to the other services we offer. That form will also allow the sales person to annotate the point at which they are in the Sales Funnel and Marketing Funnel.

Read more

Deliver Proposal

January 2, 2017

If the potential client requests a Proposal than the sale person will sign into our website and navigate to Proposals select Add New. This system uses all of the Products listed on our website in WooCommerce. This ensures that the proper language for each line item is included, and services that are apart of bigger packages are selected instead of individual line items when applicable. It also ensures that potential clients see and agree to our Terms & Conditions – which are absolutely critical for managing the scope of the project in time and budget. If you would like more training on the Proposal system please contact your supervisor.

Read more

Proposal Negotiation & Acceptance

January 3, 2017

It’s important for the sales person to follow up with a phone call immediately after sending a Proposal through our system. And then continue to nurture that so they, hopefully, convert into a client. The negotiation process usually follows one of three paths: The client unconditionally agrees. This is common when dealing with startups or people over the age of 55. They tend to base their decisions more off of whether or not our website looks reputable, our explanation of services is clear and concise, and / or they feel they can trust us. The client conditionally agrees. This is common when dealing with established small businesses, especially those who have used internet marketing services before. If this is occurring it usually looks like the potential client saying they are reviewing proposals from other companies, or they need to submit the proposal to other decision makers / influencers. It may also look like someone expressing a desire to move forward but being limited by budget or timeframe and needing to settle conflicts with those things first. The client rejects a proposal. In this case, we usually know that the potential client is going to reject it because they’ve indicated that the services we offer are beyond their needs, price or there is simply a difference in personality. Some personalities value trust – which comes through conversation usually – while others value being brief and to-the-point – in which case they are turned away if they feel we’re too talkative. Among other possibilities. Each of these…

Read more

Collect Payment

January 4, 2017

If the Proposal is accepted then collecting payment is the next step.   Credit / Debit Cards vs Invoicing Larger customers usually expect an invoice on some schedule, and 30-60 days to pay opposed to giving us a card number to charge. Do not state that as an option unless they bring it up. If they do, please respond with: “We want to accommodate you as best as possible but I’ll have to get authorization to accept a payment schedule and method that differs from what we proposed. So… could you tell me how you would prefer to pay and on what schedule?” Then, consult with your supervisor to get authorization.   Scenarios Retainer – If they are on a retainer they must pay up front. And we’ll submit an invoice for the following month immediately after, due on the same date the following month. That means if they pay by check, the check must be in our mailbox by midnight the day before their due date or their services will be paused. One-Time Projects – If we’re doing a large website, and the client doesn’t want to give us their card number, they must make a payment online or by check / cash (in mail or person is fine) within 24 hours of being invoiced. Otherwise the project will be paused until payment is received. On-Going – For clients who are employing us for ongoing work, such as website updates, do not want to give us their card number…

Read more

Complete Intake Form

January 5, 2017

Once a deposit has been made and that agreement has been signed the Project Manager should complete an Intake Form. Important Note: This assumes they have completed the Proposal Request and Proposal forms first.

Read more

Project Review

January 31, 2017

Before a website, or other service, is published or marked as “Completed” a Project Review should be performed. When this is done it should be delivered to the client as a link in an email so if there is an issue with our work we can demonstrate we made reasonable effort to ensure perfection.

Read more

Begin Services

May 28, 2017

After the previous steps have been completed, we are fully prepared to begin executing specific services. The next steps vary based on the type of service(s) the client has chosen to employ us for. Consult with your supervisor for more specific instructions.   Recommended Reading Website Development Process Content Marketing Process SEO Audit Process Application Development Process

Read more

Approve the Preliminary Marketing Strategy

September 15, 2017

September 15th The first step in this process will be to deliver, review and approve the Preliminary Marketing Strategy.

Publish Google AdWords Campaigns

September 19, 2017

September 19th While the Preliminary Marketing Strategy is being prepared we will also be preparing the Google AdWords campaigns. Once the Strategy is approved we will publish the ads and marketing officially begins for the current version of GordonCowie.com

Read more

Finalize Website Designs

September 19, 2017

September 19th We will submit the final website designs and seek your final approval on them to begin coding by this date.

Submit the Website for Final Review

October 13, 2017

October 13th We will submit the beta version of the website for review. Beta means 95% or more of the labor required to complete the project has been served and we expect a list of final revisions to implement. We will also coordinate with you regarding the content for the website as well.

Read more

Publish the Website & Relaunch Ads

October 24, 2017

October 24th Assuming we’ve received and implemented your final revisions we will be able to publish the new website and reorient the ads to focus on the new site.

Wireframing

July 11, 2018

During this phase we perform research on the clients industry, competitors and business. From our findings we create wireframes. We submit multiple versions of your front page, first. We’ll redesign them based on your feedback until we’ve completed a draft you approve. Based on this we’ll create wireframes for all other key page types on the website for your approval. When these are all approved we’ll begin the full color designs.

Read more

Full Color Designs

July 11, 2018

During this phase we will take the wireframes and create full color, complete, designs. Sometimes these are mistaken for a completed site, but these are strictly images of what the website will look like when it’s been converted to code.

Programming

July 11, 2018

During this phase our programming team begins converting the website designs to code. During this process interactions with the client are kept to a minimum until the end, when we’re able to present the beta (https://www.theportlandcompany.com/dwkb/beta-stage-expectations/).

Read more

External Project Review

July 11, 2018

Before a website, or other service, is published or marked as “Completed” we perform a Project Review. When this is done it is delivered to the client as a link in an email to ensure transparency and confidence that we adequately audited our work.

Read more

Training

July 11, 2018

When we have completed the clients final revision requests and our final review of the website or application we will schedule a publication date, date for training, and complete the training. Sometimes clients prefer we publish before training is completed, we leave this up to the clients discretion.

Read more

Switching & Creation of Assets

July 11, 2018

During this phase, when applicable, we will create a branded email account through Google’s “G Suite”. We will also switch anything that is in a testing mode to a live mode, such as your payment processor if you have an ecommerce website.

Publication

July 11, 2018

The publication process begins when we receive written approval to publish on a specific date. The process involves repointing your domain from an existing server to the one hosting the new site. It also involves auditing the website immediately after publication to ensure there are no anomalies. When that step is completed the website is considered complete and marketing efforts can be updated and commission.

Read more

About

Since 2005 we've been offering digital and content marketing strategy and implementation. Including website development, search engine optimization and marketing, search marketing and more.

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Contact

Email

us@theportlandcompany.com

Phone

503-567-9561

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