First, here's what the training process looks like...

Our Training System is carefully designed to get you acclimated and making money as quickly as possible. Most of this is given via online video.

Training & Ramp-Up Process

1. Welcome and general selling cycle overview (this page, all videos)
2. Product Knowledge (online videos, some research)
3. Training on the Sales Process
4. Roll-playing final test
5. Start Earning Checks!
6. Join the 30 Days to $4k / month program, and also join the 21 Day Marketing Bootcamp just so you really get the lay of the land.
7. When that’s completed, Join the 100 days to $7,000 a month program.

The basic selling cycle is:

1. Get Interest. Find business owners who want more business. Give away free videos (online), they’re designed to open the conversation and if you give away 10 videos and follow up, 2 people will raise their hand and tell you they’re interested.
   1. Ideal Schedule: This should be your Friday top priority… get 60 free videos out, and ask them to watch over the weekend. Follow up Monday PM or Tuesday. End of week is most relaxed. Remember to always get something physical into their hand – perfect is both a fax and an email.
2. Qualify & Proposal. Are they able to write a check? Do they see this as investment? Are they able to write a check now? Break this down into phases if needed. Are they a good match for our services i.e. earn enough profit per deal to easily recoup the investment? A lasik surgeon earns $3k for 1 deal (easy recoup), a corner dollar store’s average sale might be only $10 (harder to recoup). Assuming they do qualify, feel out a budget-limit to look for higher dollar amount possibilities (i.e. if they recently got a bid for $30,000, you’ll look like a hero to bring it in for $10,000).
   1. Move fast. Your time is your money. Focus on the people who really want help, are hungry vs. the people YOU want to sell but don’t really seem like they need the service. “Buying Signal Questions” are perfect… no questions means they’re not thinking of buying; when they are thinking of buying or afraid of making a mistake, it means they need it and see value and are already thinking of buying.
3. Close. Just structure a project or several phases of project, get the agreement signed online, run the credit card for them or collect a check.
   1. Setup the project in SwiftCRM, then share it to the project manager and/or Roger; when the first payment is made we’ll claim the deal (change the primary owner of the opportunity), then share it back to you so you can see the progress of your projects at any given time. Automated marketing will be triggered with your name on it, so you will get calls asking about other services – in all cases, all selling opportunities from our “captive audience” i.e. deal in process will be referred back to you.
4. Follow up & Upsell / Cross-Sell, & Get Referrals. For fulfillment, you pretty much just introduce the project manager and hand them off. We’ll assemble the team (design, technician, SEO, writers, etc.), send them relevant training videos on how to us the system, etc.; your job is to periodically follow up for more services and referrals to other people they know.

Here’s what your time schedule should look like as percentages after initial training:

• Prospecting: 50% at the beginning and will go down over time as you get more referrals and repeat business. Assuming you work 40 hours a week (generally whenever you like), 20 hours a week should be sent giving away videos and/or prospecting and/or asking for referrals.
• Selling (Qualify / Proposals): 25% and will go up over time.
• Sharpening Your Saw i.e. on-going education: 10% of your week, forever. If you do this you’ll steadily see your income-per-hour go up. If you don’t, you’ll keep making what you make now. Educate yourself to give yourself a raise.
• Follow up and Connecting with current clients: 10%
• Internal Operations i.e. Weekly Meeting + CRM Usage. 5%. This may be more at first as you get acclimated, but the CRM is your life blood..it’s easy to to remember when you’re doing 5 deals, but without SwiftCRM you’ll never get to 50. You’ll drop details. Also, some of the weekly meeting is really in the “Sharpening Your Saw” department.

The Sales Process Overview

We have carefully designed a process to help you get acclimated and profitable as quickly as possible.

Welcome. We’re excited you’re part of our team!

NEXT: Get familiar with the products. Proceed to “Product Training”