6 | Your Sales Process: What Happens Between “I’m Interested” and “I’m Ready to Buy”?

What happens after Marketing gets someone interested in your business—but before she decides to buy?

That space is Sales.

And in a small business, it can be surprisingly easy to have all the mechanics of getting clients—content, email, inquiry forms, sales calls, proposals, contracts and payments—without ever intentionally designing what happens to someone's interest once you've earned it.

In this episode of Sustainable Foundations, we're looking at what Sales is actually responsible for and why it is different from Marketing.

Because your Sales process isn't just a sales call or the moment someone says yes.

It's what helps the right person move from:

“I'm interested...”

to:

“I've decided.”

And different people may need very different things to get there.

A new email subscriber who is just beginning to understand her problem isn't in the same place as someone who inquired three months ago and said “not yet.”

And neither is in the same place as a past client who already knows and trusts you—and now has another problem you can solve.