Sales Manager Standard Operating Procedures

2.1 Primary Target Industries

Tier 1 (Highest conversion probability)

• Digital marketing agencies
• Real estate agents and agencies
• Coaching and consulting businesses
• Dental and medical practices
• Legal firms (small to mid-size)
• Home services (plumbing, electrical, HVAC, landscaping, cleaning)
• Fitness studios and personal trainers
• Beauty salons, spas, and clinics

Tier 2 (Strong fit)

• Accountants and financial advisers
• Recruitment agencies
• E-commerce businesses (service-based add-ons)
• SaaS companies (for their own sales and marketing)
• Event planners
• Photographers and videographers
• Insurance brokers
• Automotive dealerships (independent)

Tier 3 (Opportunistic)

• Nonprofits (smaller deal size but loyal)
• Education providers and tutoring centres
• Travel agencies
• Property management companies

2.2 Company Size Sweet Spot

• Revenue: £100K to £10M annually
• Employees: 1 to 50
• Marketing spend: £500 to £10,000/month across tools and advertising
• Current tool stack: 3+ separate tools for CRM, email, booking, etc.

2.3 Pain Points to Listen For

These are buying signals. When a prospect mentions any of these, they are a strong fit:

• "We're paying for too many different tools and none of them talk to each other"
• "Our leads fall through the cracks"
• "We don't have a proper follow-up system"
• "I'm doing everything manually"
• "We tried [CRM name] but it was too complicated/expensive"
• "We need to get more reviews"
• "Our website is outdated but we can't afford a redesign"
• "We don't know which marketing channels are actually working"
• "We need to automate our booking/scheduling"
• "I spend hours every week on social media posting"

2.4 Qualifying Questions

1. "What tools are you currently using to manage your customer relationships, marketing, and sales?" (Reveals tech stack and potential consolidation savings)
2. "How many leads do you get per month, and what percentage do you convert?" (Reveals lead management issues)
3. "What does your follow-up process look like after someone enquires?" (Reveals automation opportunities)
4. "How much are you spending per month across all your marketing and business tools?" (Reveals budget and ROI potential)
5. "Who on your team handles marketing and sales? Is it you, or do you have dedicated staff?" (Reveals decision-maker and user)
6. "What is the one thing about your current setup that frustrates you most?" (Reveals primary pain point to anchor your pitch)
7. "If you could wave a magic wand and fix one thing in your business operations, what would it be?" (Reveals aspirational need)
8. "Are you in a contract with any of your current tools?" (Reveals timing and switching barriers)

2.5 Red Flags (Bad Fit Customers)

Walk away from or deprioritise these prospects:

• No budget at all: If £197/month is genuinely unaffordable, they are not ready. Do not discount below plan pricing.
• "We just need a spreadsheet": They do not see the value of a CRM. Educating them will take too long.
• Massive enterprise (500+ employees): Open Doors is built for SMBs. Enterprise clients will have requirements better served by Salesforce or HubSpot Enterprise.
• No decision-making authority: If you are speaking to someone who cannot approve a purchase, get the decision-maker on the next call or move on.
• "Build us custom features": If their primary ask is bespoke development, they need a custom solution, not a SaaS platform.
• Hostile to technology: If the prospect is resistant to using software at all, the onboarding will be painful and churn is likely.
• Already using 1 tool and happy: If they genuinely only need email marketing and Mailchimp works fine, do not force the sale. Note them for future follow-up when needs grow.

2.6 Decision-Maker Identification

Who typically buys Open Doors:

• Business owner / founder (most common for companies under 20 employees)
• Marketing director / head of marketing
• Operations manager
• Agency owner / managing director

How to identify them:

• Ask directly: "Who else would be involved in a decision like this?"
• Check LinkedIn for titles before outreach
• If someone says "I need to check with my boss/partner," ask: "Brilliant. Can we get them on the next call so we can answer their questions directly?"

3.1 Overview of the Sales Cycle

The typical Open Doors sales cycle is 7 to 21 days, from first contact to closed deal. The process follows these stages:

1. Lead sourcing
2. Initial outreach
3. Discovery call (15 to 20 minutes)
4. Demo (30 to 45 minutes)
5. Proposal/quote
6. Follow-up and objection handling
7. Close
8. Handoff to onboarding

3.2 Lead Sourcing

Inbound (Website, Content, Referrals)

• Leads from opendoors.ai (contact forms, trial sign-ups, chat widget)
• Social media enquiries
• Content marketing (blog posts, case studies, webinars)
• Referrals from existing customers
• Partner referrals

Outbound Prospecting

• LinkedIn prospecting (target business owners in Tier 1 industries)
• Cold email campaigns (see Section 8 for templates)
• Cold calling (local businesses, agencies)
• Networking events and industry conferences
• Facebook and LinkedIn group participation (add value, do not spam)

Referral Programme

• Ask every happy customer: "Who else do you know who could benefit from this?"
• Offer a referral incentive (one month free for the referrer for each successful referral)
• Make it easy: provide a shareable link and a short description they can forward

Partnerships

• Web designers and developers (who need a CRM/marketing solution for their clients)
• Business coaches and consultants (who recommend tools to their clients)
• Accountants and bookkeepers (who see clients struggling with disorganised systems)
• IT service providers

3.3 Initial Outreach

Cold Email

Subject lines that work:

• "Quick question about [Company Name]'s marketing stack"
• "Replacing 10 tools with 1 (saving £500+/month)"
• "[First Name], saw your [specific thing] and had an idea"

Rules:

• Personalise every email. Reference something specific about the prospect's business.
• Keep it under 150 words.
• One clear call to action: book a call.
• Never attach files in cold emails.
• Follow up 3 times (see follow-up cadence below).

LinkedIn Messages

Connection request note (300 characters max):

Hi [First Name], I help [industry] businesses consolidate their marketing and sales tools into one platform. Would love to connect and share some ideas. No pitch, just a conversation. Cheers, [Your Name]

After they connect (follow-up message):

Thanks for connecting, [First Name]. I noticed [specific observation about their business, e.g., "you're growing your team" or "your agency is doing great work in the [niche] space"]. Curious: how many tools are you currently juggling for CRM, email marketing, booking, and all the rest? We built Open Doors to replace the lot with one platform. Happy to show you in 15 minutes if you're interested. No pressure either way.

Cold Call Script

Opening (first 10 seconds are everything):

"Hi [First Name], this is [Your Name] from Open Doors. I'll be honest, this is a cold call, so I'll keep it to 30 seconds. We help [industry] businesses replace their scattered marketing and sales tools with one platform. We're saving companies like yours £500 or more a month. Would you be open to a 15-minute call this week to see if it makes sense? If not, no worries at all."

If they say "tell me more":

"Sure. In short, Open Doors is an all-in-one platform: CRM, email marketing, SMS, appointment booking, invoicing, website builder, reputation management, social media scheduling, and automation. All in one place. Most of our clients were paying for 5 to 10 separate tools before switching. Is that something you're dealing with?"

If they say "not interested":

"Completely understand. Just in case things change, can I send you a quick email with a summary? That way you have it if the timing is ever right."

If they say "send me an email":

"Happy to. What is the best email? I will send a short overview and if it catches your eye, we can chat. No follow-up calls unless you want them."

3.4 Discovery Call Script (15 to 20 Minutes)

Goal: Understand their current situation, uncover pain points, qualify the opportunity, and book a demo.

1. Rapport and agenda (2 minutes)

"Hi [First Name], thanks for taking the time. Before we dive in, let me quickly set an agenda so we use your time well. I'd love to learn a bit about your business and what you are using today, share a quick overview of what we do, and if it looks like a fit, we can book a proper demo. Sound good?"

2. Discovery questions (8 to 10 minutes)

Ask these in a conversational flow, not as an interrogation:

• "Tell me a bit about your business. What do you do and who do you serve?"
• "How do you currently manage your leads and customer relationships?"
• "What tools are you using today for marketing, sales, and operations?" (Write these down. You will use them in the demo and proposal.)
• "Roughly, what are you spending per month across all those tools?"
• "What is working well for you right now?"
• "What is not working? Where do things break down?"
• "If you could fix one thing about your current setup, what would it be?"
• "How many leads do you get per month? What percentage converts?"
• "Who handles your marketing and sales? Is it you, or do you have a team?"
• "Have you looked at other solutions? What did you think?"

3. Bridge to Open Doors (3 to 5 minutes)

"Based on what you've told me, there are a few areas where Open Doors could make a real difference. [Reference 2 to 3 specific pain points they mentioned]. What we do is bring everything, your CRM, your email marketing, your booking, your website, your automations, into one platform. No more switching between tabs, no more data silos, no more paying for 8 different subscriptions."

4. Book the demo (2 minutes)

"The best way to see this is to jump on a demo where I can show you exactly how it would work for [their business]. It takes about 30 minutes. Do you have time [suggest two specific time slots this week]?"

If they want to see it now:

"I can give you a quick 10-minute overview now, but the full demo is much more powerful because I can personalise it to your business. Let me book that in and I will tailor it specifically to [their industry/use case]."

3.5 Demo Process (30 to 45 Minutes)

See Section 9 for the full demo script. Key principles:

Before the demo

• Review discovery notes
• Prepare 2 to 3 industry-specific examples
• Pre-build a sample pipeline using their actual stages if possible
• Test your screen share and audio

During the demo

• Start with their biggest pain point (not with a feature tour)
• Show, do not tell. Click through the platform live.
• Pause after each section: "Can you see how this would help with [their specific problem]?"
• If they ask "Can you do X?" and the answer is yes, show them immediately
• If the answer is "not natively, but here is how we handle it," be honest and show the workaround
• If the answer is no, say: "That is not something we have today. Let me note it as feedback. Out of curiosity, how critical is that for your decision?"

After the demo

• Summarise the 3 biggest value points you covered
• Ask: "On a scale of 1 to 10, how relevant was what you just saw?"
• If 7+: move to pricing and proposal
• If below 7: "What would need to be different for this to be a 9 or 10?"

3.6 Proposal/Quote Process

When to send a proposal:

• After a demo where the prospect showed clear interest (7+ on the relevance scale)
• When they ask for pricing in writing
• When a decision-maker was not on the demo and the prospect needs something to share internally

What to include:

1. Personalised summary of their challenges (reference discovery call)
2. How Open Doors solves each challenge (specific features)
3. Recommended plan with pricing
4. What is included in onboarding
5. Timeline (how quickly they can be up and running)
6. 14-day free trial offer
7. Discount code if applicable (see Section 5)
8. Clear next step with a deadline

Format: Send as a clean PDF or use the Open Doors proposal template. Do not send a generic brochure.

3.7 Follow-Up Cadence

After discovery call (if demo not yet booked)

• Day 0: Send calendar link and recap email
• Day 2: Follow-up if no booking ("Just making sure this didn't get buried")
• Day 5: Value-add follow-up (share a relevant case study or tip)
• Day 10: Final follow-up ("Closing the loop on this. Let me know if timing changes.")

After demo (proposal sent)

• Day 0: Send proposal + recap email within 2 hours of demo
• Day 2: Check-in ("Had a chance to review the proposal? Happy to answer any questions.")
• Day 5: Add urgency ("Wanted to let you know the trial is ready when you are. Most clients are fully set up within a week.")
• Day 7: Phone call (not email). "Hi [Name], just checking in on the proposal. Any questions I can help with?"
• Day 10: Break-up email ("I do not want to be a pest. If the timing is not right, I completely understand. I will leave this with you and circle back in a couple of months unless I hear otherwise.")

3.8 Closing Techniques

The Assumptive Close

"So it sounds like the Professional plan is the right fit. Shall I get your trial set up today?"

The Summary Close

"Just to recap: you're currently paying £350/month across Mailchimp, Calendly, and your website hosting, and leads are still falling through the cracks. Open Doors replaces all of that for £997/month and adds automation, pipelines, and smart tools. The trial is 14 days free, so there is zero risk. Shall we get started?"

The Timeline Close

"You mentioned you want this sorted before [upcoming event/quarter/launch]. To hit that timeline, we would need to kick off onboarding by [date]. Want me to set that up?"

The Cost of Inaction Close

"You said you're losing roughly 30% of leads due to slow follow-up. At your average deal size, that is £X per month in lost revenue. Open Doors pays for itself in the first week."

The Trial Close

"I understand you want to be sure. That is exactly why we offer a 14-day free trial. You can test everything with your real data, no commitment, no credit card. If it does not deliver, you walk away. Fair?"

3.9 Handoff to Onboarding

See Section 10 for full onboarding handoff process.

For every objection: Acknowledge, Reframe, Respond, Redirect.

4.1 "It's too expensive"

Acknowledge: "I completely understand. Budget matters, and you want to make sure every pound is well spent."

Reframe: "Can I ask what you are comparing it to? Most of our clients come to us spending £300 to £800 per month across 5 to 10 different tools, and that does not include the time spent managing all of them."

Respond: "Let me walk through the maths. If you are paying for [list the tools they mentioned in discovery], you are probably spending [estimated total]. Open Doors replaces all of that for £97 to £297 per month. So it is not an additional cost. It is a consolidation that actually saves you money."

Redirect: "Would it help if I mapped out exactly which tools you could cancel and what your net savings would be?"

4.2 "We already use HubSpot/Salesforce"

Acknowledge: "HubSpot [or Salesforce] is a solid platform. No argument there."

Reframe: "Curious though: are you using their full suite, or mainly just the CRM? And what are you paying for it?"

Respond (if using full suite): "If it is working for you and the budget makes sense, that is great. Where we tend to win is with businesses that need the marketing, sales, and operations tools but do not want to pay HubSpot prices. Our Professional plan at £997/month includes features that would cost £1,000+ per month on HubSpot when you add Marketing Hub, Sales Hub, and the extras."

Respond (if using free/basic CRM only): "So you are using the free CRM, which is great, but the marketing automation, the booking, the invoicing, the website builder, the reputation management: you are still paying for those separately or not doing them at all. Open Doors gives you the whole package."

Redirect: "Would you be open to a side-by-side comparison? I can show you what you would get with Open Doors versus what you are paying for today."

4.3 "We need to think about it"

Acknowledge: "Of course. It is a decision worth considering carefully."

Probe: "Can I ask: what specifically do you need to think through? Is it the budget, the timing, or whether the platform is the right fit?" (This uncovers the real objection.)

If budget: Handle as per 4.1.

If timing: "When would be a better time? I am happy to reconnect then. In the meantime, the 14-day trial is there if you want to test it with no commitment."

If fit: "What would you need to see to feel confident this is right? I am happy to set up a second demo focused on [specific area] or connect you with a customer in your industry."

If they need to consult a partner/boss: "Totally understand. Would it help if I jumped on a quick call with them to answer their questions directly? Sometimes it is easier than relaying it secondhand."

Redirect: "Rather than thinking about it in the abstract, why not start the free trial? That way you can evaluate it with real data. If it does not work, you cancel. No cost, no hassle."

4.4 "Can you do X feature?"

If yes: "Absolutely. Let me show you." (Show it live.)

If yes, but differently than they expect: "Yes, we handle that a bit differently. Let me show you how." (Show the workflow.)

If it is on the roadmap: "That is on our development roadmap. We do not have an exact date, but it is coming. In the meantime, here is how our clients handle it today [show workaround]."

If no: "That is not something we support today. Can I ask: how critical is that for your decision? Is it a must-have or a nice-to-have?" If nice-to-have, pivot to everything Open Doors does offer. If must-have, be honest: "If that is truly essential, I would rather be upfront than oversell. Let me check with our product team and get back to you."

4.5 "We're locked into a contract"

Acknowledge: "I hear that a lot. Nobody wants to pay for two things at once."

Probe: "When does your contract end?"

If within 3 months: "Perfect timing. Let us get you set up on the free trial now so you can migrate at your own pace. By the time your contract ends, you will be fully up and running on Open Doors."

If 6+ months out: "Here is what I would suggest: let us get you on the trial now so you can see the platform. Then we will circle back 60 days before your contract ends and do a proper migration. I will make a note and follow up then. No pressure in the meantime."

If they are paying a cancellation fee: "What would that fee be? In most cases, the monthly savings on Open Doors pay back the cancellation fee within 2 to 3 months. Want me to run those numbers for you?"

4.6 "We've tried CRMs before and they didn't work"

Acknowledge: "That is really common, and I appreciate you being upfront about it."

Probe: "What happened? Was it the software itself, or was it more about adoption and getting the team to use it?"

If it was too complicated: "That is exactly what we hear about [platform they used]. Open Doors was built for business owners, not IT teams. The interface is intuitive and most clients are up and running within a week, not months."

If the team did not adopt it: "That tells me the tool was not integrated into their daily workflow. Open Doors handles that by automating the things your team used to do manually, so they are using the platform whether they realise it or not. Follow-ups happen automatically. Leads get assigned automatically. The system does the work."

If they just did not see the ROI: "Fair. What was the measurable outcome you were hoping for? Let me show you specifically how Open Doors delivers on that."

Redirect: "The trial is 14 days. You will know within the first week whether this is different. If it is not, you have lost nothing."

4.7 "We're too small for a CRM"

Acknowledge: "I understand the feeling. It might seem like CRMs are for bigger companies."

Reframe: "Actually, small businesses benefit the most. When you have a small team, you cannot afford to let leads slip through the cracks or spend hours on admin. Every lead matters more."

Respond: "Open Doors is not just a CRM. It is your entire marketing and operations stack. The booking system alone could save you hours per week. The automated follow-ups mean you never lose a lead to slow response times. The review requests help you build your reputation on autopilot."

Redirect: "Our Starter plan was designed specifically for businesses your size. At £197/month, it is less than hiring a part-time VA for one hour per week. Shall I show you what it would look like for your business?"

4.8 "What about data migration?"

Acknowledge: "Great question. Nobody wants to lose their data or start from scratch."

Respond: "We support data migration from all major platforms. You can import contacts via CSV, and we have direct migration paths from HubSpot, Salesforce, Pipedrive, and most other CRMs. Our onboarding team handles the heavy lifting for you."

Details to share:

• Contact and deal data: imported via CSV or API
• Email templates and sequences: rebuilt in Open Doors (our team assists)
• Website/landing pages: rebuilt using our builder (templates speed this up)
• Historical email data: depends on the source platform, but we work to preserve as much as possible

Redirect: "Migration is something our onboarding team handles with you step by step. It is included in your setup. Most clients are fully migrated within 1 to 2 weeks. Want me to walk you through what that process looks like?"

5.1 Pricing Overview

14-day free trial available on all plans. No credit card required to start.

5.2 When to Offer Discounts

Approved discount: IKAROA30

• 30% off the first 3 months
• Use when: prospect is price-sensitive but clearly a good fit
• Do NOT lead with the discount. Only offer after you have established value and the prospect has raised budget as a concern.

How to position the discount:

"I do not normally do this, but since you are a great fit and I can see this would make a real impact for your business, I can offer you 30% off your first 3 months. That brings the Starter plan down to about £68/month to start. After that, it is the standard £97. Does that make the decision easier?"

When NOT to discount:

• The prospect has not raised price as an objection (if they have not asked, they are fine with it)
• They are comparing you to free tools (they will churn)
• They are demanding ongoing discounts (red flag; they will be difficult clients)
• You are already in a strong position (they love the demo, they need it urgently)

5.3 Annual vs Monthly Pricing

If annual pricing is available, position it as:

"You can go month-to-month with no commitment, or if you want to save, we offer [X]% off with annual billing. Most of our established clients go annual after the first couple of months."

(Check with management for current annual discount rates before quoting.)

5.4 Enterprise Custom Pricing

For prospects with unique needs (50+ sub-accounts, custom integrations, dedicated infrastructure):

• Do NOT quote custom pricing yourself
• Gather their requirements in detail
• Escalate to management with a summary
• Turnaround target for custom quotes: 48 hours

5.5 Bundle Deals

You can package additional value without discounting the core product:

• Extended onboarding (extra training sessions)
• Custom automation builds (we build their first 3 workflows)
• Data migration assistance (priority migration support)
• Strategy session (30-minute marketing strategy call with our team)

These add perceived value without reducing the price.

5.6 Suggested Commission Structure

Commission-only model (20% of sales)

Example earnings

• Close 10 Starter clients/month: 10 × £197 × 12 × 20% = £4,728/month commission
• Close 5 Professional clients/month: 5 × £497 × 12 × 20% = £5,964/month commission
• Mix of 8 Starter + 4 Professional: (8 × £197 × 12 × 20%) + (4 × £497 × 12 × 20%) = £3,782 + £4,771 = £4,713/month commission

Earnings are uncapped and entirely performance-based. Top performers can earn significantly more.

6.1 Logging Leads in the CRM

Every lead must be logged in Open Doors CRM (we use our own product). No exceptions. No spreadsheets.

Required fields for every lead

When to log:

• Immediately after any conversation (call, email, LinkedIn message)
• Before leaving for the day (all outstanding leads must be logged)
• Contact records must be updated after every touchpoint

6.2 Lead Scoring Criteria

Score leads from 0 to 100 based on the following:

Demographic fit (0 to 40 points)

• Tier 1 industry: +20
• Tier 2 industry: +15
• Tier 3 industry: +10
• Company size 5 to 50 employees: +10
• Company size 1 to 4 employees: +5
• Decision-maker identified: +10

Engagement (0 to 40 points)

• Responded to outreach: +10
• Attended discovery call: +15
• Attended demo: +15
• Opened proposal: +10

Buying signals (0 to 20 points)

• Asked about pricing: +10
• Asked about implementation timeline: +5
• Mentioned budget is available: +5

Score thresholds

• 70 to 100 Hot lead. Priority follow-up within 24 hours.
• 40 to 69 Warm lead. Follow-up within 48 hours.
• Below 40 Cold lead. Add to nurture sequence.

6.3 Pipeline Stages

6.4 Follow-Up Rules (No Lead Left Behind)

1. 5-Minute Rule: All inbound leads get a response within 5 minutes during business hours
2. Same-Day Rule: All outbound prospects contacted today get logged today
3. 3-Touch Rule: No lead is abandoned without at least 3 follow-up attempts across different channels
4. Break-Up Rule: After the final follow-up, send a "break-up" email and move to the nurture sequence
5. Quarterly Reactivation: Every quarter, review lost leads and run a re-engagement campaign

7.1 Daily Activity Targets

7.2 Weekly Pipeline Review

Every Friday, conduct a 30-minute pipeline review:

1. Review every deal in Proposal Sent and Negotiation stages. What is the next step? When is it happening?
2. Identify stale deals. Anything past its max stage time gets actioned or moved.
3. Forecast next week. How many demos are booked? How many proposals are pending?
4. Review lost deals from the week. What was the reason? Any patterns?
5. Pipeline value check. Total value in pipeline vs monthly target. Are you on track?

7.3 Monthly Revenue Targets (Ramp-Up Schedule)

(Assumes a mix of Starter and Professional plans. Enterprise deals are bonus.)

By month 6, the target is a steady state of 12 new clients per month.

7.4 Key Metrics to Track

8.1 Cold Outreach (3 Variants)

Variant A: The Cost Consolidation Angle

Variant B: The Pain Point Angle

Variant C: The Competitor Switch Angle

8.2 Follow-Up After No Response (3-Touch Sequence)

Touch 1 (Day 3 after initial email)

Touch 2 (Day 7)

Touch 3 (Day 12, Break-Up Email)

8.3 Post-Demo Follow-Up

8.4 Proposal Email

8.5 Close/Win Email

8.6 Lost Deal Re-Engagement

9.1 Pre-Demo Preparation (15 Minutes Before)

1. Review the prospect's discovery notes (pain points, current tools, team size, industry)
2. Open your Open Doors demo account
3. Pre-create a contact with the prospect's name (they love seeing their own name in the system)
4. If possible, pre-build a pipeline with stages relevant to their business
5. Have their website open in a tab (for the website builder comparison)
6. Test screen share and audio

9.2 Demo Structure (30 to 45 Minutes)

Opening (3 minutes)

"Hi [First Name], great to see you again. Before I start showing you things, let me quickly recap what I heard on our last call to make sure I have it right."

Summarise their 2 to 3 biggest pain points. Get confirmation.

"Today, I want to show you exactly how Open Doors solves those problems. I will keep it focused on what matters to you. If at any point you want me to dive deeper into something or skip ahead, just say the word. Sound good?"

Section 1: Dashboard Overview (2 minutes)

Show the main dashboard. Keep it brief.

"This is your command centre. Everything, your leads, your calendar, your conversations, your campaigns, lives here. One login, one view."

Section 2: Their #1 Pain Point (8 to 10 minutes)

Start with whatever they said was their biggest frustration.

If it was lead management:

• Show the CRM contact view
• Create a new contact live
• Show the activity timeline
• Show smart lists and segmentation
• Show automated lead assignment

If it was follow-up and automation:

• Show the workflow builder
• Build a simple automation live (e.g., "new lead comes in, wait 2 minutes, send welcome SMS, wait 1 day, send follow-up email, assign to sales rep")
• Show trigger options (form fill, appointment booked, pipeline stage change, etc.)

If it was booking/scheduling:

• Show the calendar builder
• Create a booking link
• Show automated reminders
• Show how it syncs with Google/Outlook

If it was marketing:

• Show the email campaign builder
• Show SMS broadcasts
• Show the social media planner
• Show the funnel/website builder

"Can you see how this would change things for [Company Name]? What questions do you have about this?"

Section 3: The "Wow Moments" (10 minutes)

These are the features that make people say "wait, it does that too?" Pick 3 to 4 based on relevance:

1. Workflow Automation: Build a live automation in 60 seconds. The visual builder is impressive and demonstrates the power of the platform.
2. Missed Call Text-Back: "When someone calls your business and you miss the call, Open Doors automatically sends them a text message: 'Sorry we missed your call, how can we help?' This alone recovers 30 to 40% of missed leads."
3. Reputation Management: "Open Doors automatically asks your happy customers for reviews. Show up on Google with 50+ five-star reviews and watch what happens to your enquiries."
4. Smart Chatbot: "This chatbot sits on your website, answers questions, qualifies leads, and books appointments, all while you sleep."
5. Two-Way SMS and WhatsApp: "Your leads can text you and you reply from inside Open Doors. No personal phone numbers needed."
6. Website/Funnel Builder: "Need a new landing page? Build it in 30 minutes, not 3 weeks. No developer required."
7. Invoicing and Payments: "Send invoices and get paid, all from the same platform. No more switching to Xero or QuickBooks for simple invoicing."

Section 4: Pipeline and Reporting (5 minutes)

"Let me show you how you would track your sales."

• Show the pipeline (ideally pre-built with their stages)
• Drag a deal between stages
• Show the reporting dashboard
• Show how managers can see team activity

Section 5: Quick Tour of Remaining Features (5 minutes)

Briefly show anything you have not covered: social media planner, email builder, forms and surveys, membership/course area (if relevant), integrations.

Do not deep-dive. Just show that it exists.

Section 6: Pricing and Next Steps (5 to 7 minutes)

"So here is how pricing works. We have three plans."

Walk through the plans. Recommend one based on their needs.

"Based on what you have told me, I would recommend the [Plan] at £[price]/month. That gives you [key features relevant to them]."

"We offer a 14-day free trial so you can test everything with your real data. No credit card, no commitment. If it does not deliver, you walk away."

"Shall we get your trial set up?"

9.3 Industry-Specific Demo Customisation

For agencies

• Lead with the white-label capability (Enterprise)
• Show sub-accounts
• Emphasise: "You can resell this to your clients as your own platform"
• Show how they manage multiple client accounts from one dashboard

For real estate

• Lead with pipeline management (leads to viewings to offers to completions)
• Show automated follow-up for property enquiries
• Show the website builder for property listings
• Show review requests for completed sales

For home services (plumber, electrician, etc.)

• Lead with missed call text-back
• Show appointment booking and reminders
• Show review requests (critical for local SEO)
• Show simple invoicing

For coaches and consultants

• Lead with booking and calendar management
• Show membership/course hosting
• Show email nurture sequences
• Show the website builder for their personal brand

For dental/medical practices

• Lead with appointment booking and automated reminders
• Show review requests
• Show patient communication (SMS reminders, follow-ups)
• Emphasise GDPR compliance

9.4 Questions to Ask During Demo

Sprinkle these throughout to keep it interactive:

• "How are you handling this currently?"
• "Can you see your team using this?"
• "Is this something that would save you time?"
• "What would it mean for your business if you could automate this?"
• "On a scale of 1 to 10, how useful is this for you?"

10.1 What Happens After the Sale

The sale is not complete until the client is successfully onboarded. A poor handoff leads to churn, and churn kills your commission and your reputation.

10.2 Handoff Process (Sales to Onboarding)

Within 1 hour of closing:

1. Send the welcome email (see template in Section 8.5)
2. Create the onboarding ticket in the internal system with:
   • Client name and contact details
   • Company name and industry
   • Plan selected
   • Key pain points and use cases (from discovery)
   • Current tools being replaced
   • Data migration needs (contacts, emails, website)
   • Any promises made during the sales process
   • Timeline expectations
3. Introduce the client to the onboarding team via email:

   "Hi [Client Name], I would like to introduce you to [Onboarding Person], who will be your dedicated onboarding specialist. They will guide you through setup, migration, and training. You are in excellent hands. I will check in on you in a couple of weeks to make sure everything is going well."

4. Book the onboarding kickoff call (within 48 hours of sign-up)

10.3 Client Welcome Process

Day 0 (Sign-up day)

• Welcome email sent
• Account created and login details delivered
• Onboarding team introduced
• Kickoff call booked

Day 1 to 3 (Kickoff and setup)

• Kickoff call: review goals, set up account basics (branding, domain, users)
• Import contacts (CSV upload or migration tool)
• Set up first pipeline
• Connect calendar(s)
• Set up first automation (e.g., new lead notification and follow-up)

Day 4 to 7 (Build and configure)

• Build or migrate website/landing pages
• Set up email templates
• Configure booking calendar and embed on website
• Set up reputation management (review request workflow)
• Connect integrations (Stripe, Google, Outlook, etc.)

Day 8 to 14 (Training and go-live)

• Training session 1: CRM, contacts, pipelines
• Training session 2: Marketing (email, SMS, social)
• Training session 3: Automation and workflows
• Go-live: switch from old tools to Open Doors
• Cancel old subscriptions (help client with the list)

10.4 Data Migration Support

10.5 Training Schedule

10.6 Success Criteria for the First 30 Days

The client should achieve the following within 30 days of sign-up:

• All contacts imported and organised
• At least 1 pipeline set up and actively used
• Booking calendar live and accepting appointments
• At least 1 automation running (e.g., lead follow-up)
• Email templates created
• Reputation management active (review requests being sent)
• Old tools cancelled or migration plan in place
• All team members trained and logged in at least once
• First campaign sent (email or SMS)
• Client reports feeling confident using the platform independently

10.7 Sales Rep Check-Ins Post-Sale

Even after handoff, the sales rep should:

• Day 14: Quick check-in call or message. "How is everything going? Any questions?"
• Day 30: Review call. "Are you seeing the results we talked about? Anything I can help with?"
• Day 60: Referral ask. "Glad it is working well. Who else do you know who could benefit?"
• Day 90: Upsell review. "You have been on Starter for a while. Based on your usage, Professional might unlock some real value. Fancy a quick look?"

What is Open Doors? All-in-one CRM, marketing, and business platform. Replaces 10+ tools.

Plans

• Starter: £197/mo (1 user, core features)
• Professional: £997/mo (3 users, full suite + smart tools)
• Enterprise: £997/mo (unlimited users, white-label)

Trial: 14 days free. No credit card.

Discount code: IKAROA30 (30% off first 3 months. Use sparingly.)

Key differentiator: All-in-one. Affordable. White-label option. Dedicated support.

Sales cycle: 7 to 21 days.

Daily targets: 40 calls, 50 emails, 25 LinkedIn touches, 4 discovery calls, 2 demos.

This is a living document. Update it as processes evolve, new objections arise, and new features launch.