Brian Casel — "How I Designed Our (High-Touch) Sales & Onboarding to Run Without Me"
(This article is part of the MicroConf 2015 Recap. Want to explore more talks from the event? Go back to the Recap Hub)
Main Concept
Designing a high-touch sales and onboarding process — that runs without intervention
Talk Recap
Background
- Co-host Bootstrapped Web
- Runs Restaurant Engine (SaaS / Productized)
- Productize
Traffic → Sales
- Goal: Run without his daily intervention
- Run on auto-pilot
- Runs in the background, becomes a sellable asset
Start of Business
- Originally, running consultation calls, answering questions, hustling through the business
- But now, automated
Consultation
- 25-minute video demo of the experience
- Educate customers as much as we can before we get on a phone call together
- Did 1-2 years of consultation calls before doing a video demo
- Qualified as much as possible before they get into a consultation
- Also offer a form to request a free consultation
CRM
- Moved automatically into Trello from the consultation form (using Zapier)
- Sales person follows up with them after they arrive in Trello
Followup
- Using email (GetDrip) to follow up with them
- Using Marketing Automation (tailored off of intake form) to drip them relevant content
Onboarding
- Customer signs up, then we get a ping on the phone
- Internal Slack chat team gets ping’d (via Zapier → Slack) to
Your Action Items
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How I Designed Our (High-Touch) Sales & Onboarding to Run Without Me (@casjam)
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Links to Speaker’s Websites
- Website / Blog: Casjam
- Twitter: @casjam
- Product: http://casjam.com/microconf
Share This Recap
How I Designed Our (High-Touch) Sales & Onboarding to Run Without Me (@casjam)
Tweet This(This article is part of the MicroConf 2015 Recap. Want to explore more talks from the event? Go back to the Recap Hub)