Extending Your Sales Reach Globally

“Should I develop a virtual sales process?”

“How do I start to set up a virtual sales process?”

These are two of the most common questions I’m asked by small business owners who take advantage of a free 15-minute call with me. In this article, I’m going to answer both these questions.

“Should I develop a virtual sales process?”

Whether you should sell virtually depends on several factors. It’s most beneficial to owners of service-based businesses, and with good reason. A virtual sales process:

  • Enables you to reach a far wider, global audience

  • Allows you to conduct meetings quickly and at times that best suit you

  • Let’s you benefit from all the advantages of marketing and sales automation

  • Increases efficiency of your whole sales process, improving your returns

  • Makes your business highly scalable

  • Allows you to focus on selling rather than low-return tasks

An effective virtual sales process will help you market seamlessly, to customers at varying stages of the sales funnel, and stay in touch with personalized communications. You can market 24/7, to all corners of the globe.

“How do I start to set up a virtual sales process?”

Right now, you probably do most (if not all) of the work toward sales yourself. Selling virtually should help you overcome the biggest issue with this: you cannot scale your time. Here are the steps you need to take to prepare for setting up a virtual sales process.

  1. Hire a VSA

The first thing you must do is to get away from the mindset that you must do everything. Do this by hiring a virtual sales assistant to target sales more effectively.

Initially, this involves a high level of work from you. You will need to onboard your virtual sales assistant (VSA) by showing them how you do things. However, there are some tools you can use to help you do this.

For example, you can set up document templates for sending proposals to clients. You can video yourself doing the tasks your VSA will be doing, so that they have visual instructions to hand whenever they need them. 

Jobs that your VSA might do include:

  • Screening incoming messages

  • Maintaining your social media accounts

  • Sending messages to people who like a post on your social media or website

  • Connecting with people who view your LinkedIn profile

  • Replying to comments on your social media and website

  • Researching and qualifying leads

  • Keeping your CRM updated

  • Updating your tasks list

  • Running outbound marketing campaigns

Yes, it’s a lot of work to delegate. Unless you do, you’ll be stuck where you are now. Worse, every new client you take on will take its toll on your time, until you become all work and no play – with no more to show for your efforts.

  1. Set your team up

Your VSA won’t be able to do all the work that needs to be done. There are specialist jobs for which specialist skills are needed. Most of these skills are available for hire virtually. You won’t need to hire people on a permanent basis, but you can benefit from remote workers who work in the gig economy. In my team, for example, I have people who assist me with:

  • Content production

  • Podcast editing

  • Website and social media updating

  • Lead generation

  • Tax

  • Etc.

The beauty of setting up a virtual team is that you only pay for your team’s time, and it frees you to do what you do best or the high-value tasks that must be done. You’ll get things done better and faster. This is an important concept to come to understand.

Let’s say that you spend two hours each day managing your social media accounts. If you weren’t doing this, you could spend that time speaking to clients and earning, let’s say, $100 an hour.

If you hire someone to manage your social media for you and pay them, say, $20 an hour, you’ve put yourself in the position of being able to earn a net $160 extra per day. If you work four days each week over 45 weeks of the year, that’s an extra $28,800 per year – for getting work done more efficiently and effectively and spending your time doing work you enjoy more.

  1. Set up your sales system

You need a CRM (I use CopperCRM). This helps you to systemize your sales, making it easier to sell to more customers.

CRM stands for Customer Relationship Management. Through my CRM, I and my team manage a range of sales-related tasks, including:

  • Client calls and emails (including recording conversations)

  • Bulk and auto-response marketing emails

  • Sales reporting

  • Task automation

A CRM that is fit for purpose means you never miss another chance to follow up on a lead again – and that translates to a huge opportunity to boost your sales.

  1. Build entries into the sales funnel

Now you must attract customers. 

One way to do this is by providing valuable content that is designed to capture (and retain) leads throughout the sales funnel. This content might include blogs, social media posts, podcasts, YouTube videos, and so on.

Another valuable source of leads can be gained by developing joint ventures with a network that helps build on complimentary skills, niches, and markets.

Finally, why limit yourself to selling direct to your customers? While selling direct sounds like the way to go (you cut out the middleman and keep all the revenue), even in the virtual world it can be expensive.

Channel partners are third parties who resell your services. With the right partners on board, the more they sell the more they make – and the more you make. You don’t have the hassle or expense of running a sales team, and benefit from a partner whose expertise is sales. You free your time to do what you do best, and it can be an extremely effective strategy to grow your sales rapidly.

Are you ready to take the next step to global virtual sales?

Building a virtual sales process has the power to transform your business. The steps I’ve outlined here are essential to creating a highly scalable business with a global reach. They are the first steps I took when I set up my business.

However, a word of caution: there are many pitfalls into which you could fall. I know, I think I’ve fallen into most of them. I learned the hard way, which is why I’m passionate about helping small business owners and entrepreneurs like you to avoid the mistakes I made.

If you want to accelerate your sales, my Accelerate Program is perfect for you. It’s a program that I developed after perfecting a sales system whilst growing and exiting an outsourcing and tech consulting business.

In 12 weeks, you could learn what it took me more than two decades to perfect. You can read more about Accelerate and how to apply for entry into the program by clicking here.


Publish Date: 3/26/2021 12:00:00 AM
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Extending Your Sales Reach Globally
“Should I develop a virtual sales process?”
“How do I start to set up a virtual sales process?”
These are two of the most common questions I’m asked by small business owners who take advantage of a free 15-minute call with me. In this article, I’m going to answer both these questions.
“Should I develop a virtual sales process?”
Whether you should sell virtually depends on several factors. It’s most ben…

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