Sales & Onboarding
Pre-Sale & Lead Qualification
Needs review — This SOP contains our content but has not been verified by Nick. Treat as a working draft until marked Live.
The pre-sale process covers everything from first contact through agreement signing. Our leads come primarily from Local Dominator prospecting, referrals, and inbound. Rico handles outbound prospecting and initial calls. Nick closes.
Who owns it
Section titled “Who owns it”Rico (outbound prospecting, initial outreach) → Nick (discovery call, proposal, close)
Lead Entry
Section titled “Lead Entry”-
Leads enter via one of four channels:
- Outbound prospecting (Local Prospector tool → GHL pipeline)
- Referrals (existing client or partner referral)
- Inbound (website form, social DM, direct call)
- Lead magnets (AI audit tool, market scan tool)
-
All leads added to GHL under the Rico pipeline immediately on first contact
Qualification Criteria
Section titled “Qualification Criteria”Before booking a discovery call, confirm:
- Service-area or local business (not e-commerce, not national brand)
- Active Google Business Profile (or willing to create one)
- Minimum $2,000/month budget capacity
- Decision-maker is on the call
- Not locked into a competing SEO contract
Discovery Call Booking
Section titled “Discovery Call Booking”- Use the GHL calendar link to book the discovery call (30 min)
- Send pre-call confirmation with brief agenda
- Add to Task Tracker under “Pre-Sale” stage
Post-Call
Section titled “Post-Call”- If qualified: Nick sends proposal within 48 hours
- If not qualified: mark in GHL as “Not Qualified” with reason
Definition of done
Section titled “Definition of done”Lead is either (a) moved to proposal stage in GHL with a signed agreement and Stripe payment processed, or (b) marked Not Qualified with a documented reason.