Sales & Marketing Documentation

This section contains all sales processes, pricing guides, marketing strategies, and client-facing resources for the Gray Bay Solutions team.

Overview

Our sales approach is built around our template-based service model:

  • Standardized Pricing - Fixed prices for predictable margins
  • Clear Value Propositions - Easy-to-understand service offerings
  • Fast Delivery - Template-based approach enables quick turnaround
  • Proven Results - Consistent quality through standardization

Service Offerings & Pricing

🌐 Website Services

  • Template Website Setup: $1,500
  • Custom Design Add-on: $500
  • E-commerce Integration: $800
  • Monthly Maintenance: $99/month

Value Proposition: Professional, mobile-responsive websites delivered in 2-3 weeks using proven templates.

🤖 AI Chatbot Services

  • Chatbot Installation: $800
  • Custom Training: $300
  • Phone Integration: $500
  • Monthly Management: $100/month

Value Proposition: 24/7 customer support that converts visitors into leads and handles common inquiries.

📈 Local SEO Services

  • Local SEO Setup: $1,000
  • Monthly SEO Management: $300/month
  • Review Management: $200/month
  • Content Writing: $150/article

Value Proposition: Improved local visibility and higher Google rankings for local businesses.

📊 Business Dashboard Services

  • Dashboard Setup: $600
  • Monthly Reporting: $200/month
  • Advanced Analytics: $300/month
  • Custom Metrics: $400

Value Proposition: Clear visibility into business performance with automated reporting.

⚡ Automation Services

  • Email Automation Setup: $500
  • Appointment System: $600
  • Social Media Automation: $400
  • Monthly Management: $150/month each

Value Proposition: Streamlined business processes that save time and reduce manual work.

Sales Process

🎯 Lead Generation

  • Inbound Marketing: Content marketing, SEO, referrals
  • Outbound Outreach: Cold email, LinkedIn, networking
  • Partnership Channels: Referral partners, agencies
  • Local Marketing: Chamber of commerce, local events

📞 Lead Qualification

BANT Framework:

  • Budget: Can they afford our services?
  • Authority: Are they the decision maker?
  • Need: Do they have a clear business need?
  • Timeline: When do they need to implement?

💬 Sales Conversation Framework

Discovery Questions

  • "What's driving your need for [website/chatbot/SEO] right now?"
  • "What's your current process for [handling leads/managing customers]?"
  • "What results would make this investment worthwhile?"
  • "What's your timeline for getting this implemented?"

Presenting Solutions

  1. Acknowledge their needs - "I understand you need..."
  2. Present relevant service - "Our [service] is designed to..."
  3. Share proof points - "Here's how we've helped similar businesses..."
  4. Address concerns - Handle objections proactively

Closing Techniques

  • Assumptive close: "When would you like to get started?"
  • Summary close: "Let me summarize what we've discussed..."
  • Urgency close: "We have availability this month..."

Pricing Strategy

🎯 Fixed Pricing Benefits

  • Simplified Sales Process - No lengthy negotiations
  • Predictable Margins - Known profitability per service
  • Faster Decisions - Clients can decide quickly
  • Scalable Business Model - Easy to train new salespeople

💰 Package Deals

  • Website + Chatbot: $2,000 (save $300)
  • Website + SEO: $2,200 (save $300)
  • Full Digital Package: $3,500 (save $800)

📊 ROI Positioning

Help clients understand the return on investment:

  • Website: "Typical client sees 25% increase in leads"
  • Chatbot: "Capture 30% more leads outside business hours"
  • SEO: "Average 40% increase in local search visibility"

Client Resources

📋 Sales Materials

🎥 Demo Materials

📑 Proposal Templates

Objection Handling

💵 Price Objections

"It's too expensive"

  • "I understand budget is a concern. Let's look at the ROI..."
  • "Compared to hiring a full-time developer, this is actually quite cost-effective..."
  • "We offer payment plans to make this more manageable..."

"I can get it cheaper elsewhere"

  • "You're right, there are cheaper options. Here's what you get with us..."
  • "The question is: what's the true cost of a solution that doesn't work?"
  • "We focus on results, not just deliverables..."

⏱️ Timeline Objections

"We need more time to think"

  • "I understand this is an important decision. What specific concerns can I address?"
  • "What information would help you make a confident decision?"
  • "What's your timeline for implementing a solution?"

🔧 Technical Objections

"We already have a website"

  • "Great! Is it generating the leads you need?"
  • "When was it last updated? Is it mobile-friendly?"
  • "How does it compare to your competitors' sites?"

Marketing Strategies

📱 Digital Marketing

  • Content Marketing: Blog posts, guides, case studies
  • Social Media: LinkedIn, Facebook, Instagram
  • Email Marketing: Newsletter, nurture sequences
  • PPC Advertising: Google Ads, Facebook Ads

🤝 Relationship Marketing

  • Referral Program: Incentivize existing clients
  • Partnership Network: Build relationships with complementary businesses
  • Networking: Industry events, chamber of commerce
  • Speaking Opportunities: Share expertise at events

📊 Performance Tracking

  • Lead Sources: Track where leads come from
  • Conversion Rates: Monitor sales funnel performance
  • Customer Acquisition Cost: Cost to acquire new clients
  • Lifetime Value: Total value of client relationships

CRM & Sales Tools

📈 Sales Pipeline Management

  • Lead Tracking: From initial contact to closed deal
  • Activity Logging: All calls, emails, meetings
  • Follow-up Automation: Ensure no leads fall through cracks
  • Reporting: Track performance metrics

📧 Email Templates

Team Training

🎓 New Salesperson Onboarding

  1. Service Knowledge: Understand all offerings
  2. Sales Process: Learn our methodology
  3. Objection Handling: Practice common scenarios
  4. Tool Training: CRM, proposal tools, demo materials

📈 Ongoing Training

  • Weekly Sales Meetings: Share wins, challenges, best practices
  • Monthly Product Updates: Stay current on service offerings
  • Quarterly Performance Reviews: Individual coaching and development
  • Annual Sales Training: Refresh skills and learn new techniques

Success Metrics

📊 Individual Performance

  • Conversion Rate: % of leads that become clients
  • Average Deal Size: Revenue per closed deal
  • Sales Cycle Length: Time from lead to close
  • Activity Metrics: Calls, emails, meetings per day

🏆 Team Performance

  • Monthly Revenue: Total sales revenue
  • New Client Acquisition: Number of new clients
  • Client Retention: % of clients who renew
  • Referral Rate: % of new clients from referrals

Keep this documentation updated as our services, pricing, and processes evolve.

Last updated: 12/13/2025