Boost your business by automating sensibly

The sales process can be labor intensive and time-consuming. It involves building relationships with leads to create customers, and all the steps between. Automating the sales process makes it flow more smoothly, consistently, and efficiently. Automation removes human error, helping to develop trust in the process, and reducing cost.

However, automating the process requires an initial investment that may be out of your reach. And do you really want to remove all human elements, when so much of your business relies on human relationships?

How do you automate without removing the human connections on which your business is founded?

Start with the ‘why?’

Before deciding what can be automated, you must figure out why you want to automate. Here’s where you can get your people involved early on. Their work and their jobs will be affected by process automation. But you need them on the journey. They may be scared for their jobs, and that’s not going to get you the support you need.

Ask your people what makes their job more difficult. Speak to them about why customers complain, what the roadblocks in the system are, and what could be done to make their jobs easier and more enjoyable. You’ll be surprised about how enthusiastic people can be when you engage them in the process of automation and take cost saving out of the conversation.

In short, you need your people. Keep them on board by letting them know that automation is about efficiency, effectiveness, removing errors, and enabling sales to grow. Cost savings are a by-product, and not the main goal.

Your sales process relies on knowledge

The success of your sales process relies on knowledge. What you know about your customers, and the complexity of understanding needed to put their needs into context, is a human quality that machines have yet to be capable of replicating or replacing.

However, there are tools and systems that can be employed to automate parts of the process to make it more reliable – improving the gathering and sharing of information, for example.

To unlock this reliability, you must understand the problems that exist. You’ll know these by working in the sales process yourself, or from those you employ in the process.

What can you automate easily?

You’ll experience the biggest quick wins by automating the tasks that are repetitive and take time to complete. You gain back valuable time that can then be used more productively. Here are a few ideas of tasks that can be automated and how to automate them.

·        Email

Today’s world runs on email, and no more so than in the sales process. There are two ways to automate this in the sales process.

The first is to set up templates that are used at various stages of the customer journey. This means that emails do not have to be composed from scratch, ensures that messaging is consistent, and removes the potential for error. Email templates make the sales job easier and faster.

The next stage in automation is to link into an email marketing system, using your email templates within it. You can set up autoresponder messaging, removing the need for you or your salespeople to be directly involved. Instead, you monitor the flow and step in when an issue requires your attention.

·        Appointment scheduling

Booking appointments is one of the most time-consuming processes you do. Though you probably haven’t given it much thought before, arranging an appointment can take an age to complete. Email after email is needed before you hit on a mutually convenient time and place to meet with a client.

An appointment scheduler offers your leads a selection of available appointment slots, adds the meeting to your calendar, and reminds you that you have an appointment. You can set a scheduler up to book meetings on specific days and at specific times. The process makes appointment scheduling easy for you and your customer, and saves you both time and a load of stress.

One of the most impressive scheduling apps I’ve found – probably the best for consultancy and coaching businesses – is Book Like a Boss. This is way more than a scheduler – it’s a whole booking and payment app that gives your business a super-slick look and feel. Take a look at Book Like a Boss here.

·        Presentation templating

Create templates for your sales presentations, with names, dates, solutions, and budgets easily customizable. All you do is add relevant details once, and the presentation builder does the rest for you.

Link them to your email marketing application for a smooth and seamless process that delivers personalized presentations without the need to spend hours creating them.

·        Duplicate yourself

It’s hard to let go. I get that. If only you could clone yourself. Imagine how your business would run if there were two of you to do the things you do. Or three. Or more.

Apps like systemHUB duplicate your knowledge and expertise, allowing you to share best practices, email templates, proposal templates, processes, and checklists, without the need for you to be directly involved. Set it up, share it with your team, and spend time on your business instead of in your business.

·        Manage your sales with a CRM tool

Manage your customer relationships with a customer relationship management (CRM) app. Manage your leads, improve team collaboration, monitor relationships, automate schedules, manage to-do lists, and automate data entry.

This is the crème de la crème of sales automation. An all-in-one app that streamlines, ensures consistency, manages sales process flow, and allows your team to do what they do best (sell) and you to do what you do best – manage the big-picture strategy and customer relationships that will drive your success to the next level and beyond.

A CRM like Copper could transform your sales process and client management.

In summary

Automating your sales process will help take your business to the next level. Your processes will be less time-consuming, and more reliable, efficient, and effective. Whether you have a team or are the sole sales operative in your business, automation releases a huge wealth of benefits.

Let me know what you find most challenging about the sales process. Is it ensuring consistency? Is it the time-consuming nature of appointment booking? Perhaps it is the gathering and sharing of information? Are you finding it hard to let go, and untrustful of automation? Leave me a note in the comments below, and I’ll try to address your challenges in a future article or podcast.

Alternatively, feel free to contact me today and let me help you get started on your automation journey.

Publish Date:11/20/2020 12:00:00 AM
Engage Form Name (optional):Restricted Content by Date Form

To access this content, please come back on 11/20/2020 12:00:00 AM, or sign-up to be the first one to know when this content becomes available.

Boost your business by automating sensibly
The sales process can be labor intensive and time-consuming. It involves building relationships with leads to create customers, and all the steps between. Automating the sales process makes it flow more smoothly, consistently, and efficiently. Automation removes human error, helping to develop trust in the process, and reducing cost.
However, automating the process requires an initial investment that may be out of your reach. And do you really want to…

Error: Please complete all required fields!
loading... please wait.






We will never spam or share your email with 3rd parties, promise!