026: A Step-by-Step Sales Process for Agencies

Agency Darlings

In today’s episode, Melissa and Meredith dive deep into the sales process for agencies, with a focus on attracting and closing high-ticket clients. They explore the key stages of building a structured, efficient sales process that helps you close deals faster and with more confidence. The episode covers everything from initial client engagement to sending proposals, avoiding ghosting, and nurturing long-term relationships that drive sustainable growth for your agency. Tune in to learn how to build a sales process that not only closes high-ticket clients but keeps them coming back for more.

What to expect in this episode:

• The importance of building a thoughtful sales process for high-ticket clients.
• How to engage potential leads before they even reach out and qualify them effectively.
• Best practices for personal connection and how to move potential leads through your sales pipeline.
• Why understanding timing is crucial to qualifying leads and ensuring you don’t waste time.
• Actionable strategies for handling sales calls, proposals, and follow-ups to close deals quicker.
• How to nurture long-term relationships with high-ticket clients for sustainable agency growth.

Actionable takeaways:

• Create a lead qualification form to gather important information upfront, saving time during calls and ensuring you only engage with the right leads.
• Set clear expectations for sales calls by controlling the agenda and focusing on understanding the client's needs.
• Use a structured follow-up process, such as a three-step email sequence, to keep the conversation moving and avoid chasing uninterested clients.
• Implement a discovery call process where the client does most of the talking, helping you position your offer as the solution to their challenges.
• Prioritize understanding your client's timeline and needs before sending a proposal to ensure it aligns with their goals and expectations.

Real talk moments:

• Qualify before you buy: You don’t need to chase leads who aren’t a good fit. Use forms and initial contact points to ensure that you’re investing time in high-value prospects, not wasting energy on low-budget clients.
• The power of personal connection: Building relationships before a sales call through content engagement and DMs sets you up for a smoother, more effective sales conversation.
• No proposal without timing: Don’t waste time crafting a proposal unless you understand the client’s timeline and commitment level. A proposal isn’t a guarantee—it’s just a tool to move the process forward.
• Don’t be afraid to test: Testing for commitment with small asks during the sales process (like setting another call or asking for a proposal) helps weed out clients who are “just not that into you.”
• Follow-up with purpose: Use follow-up sequences to gauge a prospect’s interest, but don't overdo it. If they’re not responding, move on to more promising leads.

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About Your Hosts:

Melissa Lohrer is the Founder of Waverly Ave Consulting, a Growth Consultancy for indie agencies. She partners with agency owners to create seven-figure growth through strategic repositioning, modern revenue models, and relationship-based sales. Connect with her on LinkedIn and Instagram.

Meredith Fennessy Witts is the Founder of Le Chéile, the go-to finance and strategy consultancy for creative agencies scaling beyond seven figures. She helps creative founders clarify their cash flow, restructure niche offers and pricing, and ensure they’re running a profitable business...in a mindful way. Connect with her on LinkedIn and Instagram.