Course Content
Module 1: The Basics of Digital Professionalism
Just as a showroom must be clean, a BGC’s digital presence must be pristine.
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Lesson 1: Virtual Showroom Care
Lesson 2: The Consultant’s Mindset
Lesson 3: Accountability
Assignment 1: The Virtual Introduction
Quiz 1: The Digital Professionalism & Mindset Check
00:15:00
Module 2: Initial Lead Follow-up
Speed is everything for digital leads (Evaluation Tool submissions)
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Lesson 1: Speed of Response
Lesson 2: Method of Response
Lesson 3: Relentless Pursuit
The Speed-to-Lead & Outreach Protocol
Module 3: The Discovery Call (Greeting)
The "Detective Work" phase.
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Lesson 1: The Digital Handshake
Lesson 2: Basic Discovery
00:00
Lesson 3: Advanced Discovery
Assignment 2: The Discovery Script
Discovery Mechanics & The Strategic Diagnostic
Module 4: Client Shopping Profiles
Identifying who you are selling to.
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Lesson 1: The CEO
Lesson 2: The Analytic
Lesson 3: The Visual
Lesson 4: The Local Owner
Client Shopping Profiles
Module 5: Initial Price Quoting & “Touring the Portfolio”
Handling the price question before you've built value.
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Lesson 1: Range and Deflect
Lesson 2: Touring the Portfolio
Pricing & Portfolio
Module 6: The Importance of Selling Business Wellness
Selling the result (Health/Profit), not the machine.
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Lesson 1: “Every Business Made Better”
Lesson 2: Curing Business Arthritis
Lesson 3: The “Discover” & “Plan” Philosophy
Business Wellness: Curing Operational Arthritis
Module 7: Narrowing Selection & Building Value
guiding them to the right solution (Web App vs. Marketing Site).
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Lesson 1: Finding “Their” Solution
Lesson 2: Building Desire
Solution Mapping & Future State Visioning
Module 8: HCC Key Branded Feature Selling
This is where you sell your Tech Stack.
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Lesson 1: Better Code
Lesson 2: Better Security
Lesson 3: The Direct Mail Engine
The HCC Sales Playbook: The Masterclass
The HCC Advantage: Code, Security & Engines
Module 9: Closing the Sale (The Basics)
Asking for the business confidently.
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Lesson 1: The Commitment to move forward
Lesson 2: Selling the Technical Deep dive
Closing the Relationship & The Expert Handoff
Module 10: Stall Handling (Advanced Closing)
What to do when they say "I need to think about it."
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Lesson 1: The Psychology of Objections
Lesson 2: Money & Budget Objections
Lesson 3: Trust & Credibility Objections
Lesson 4: Timing & Fit Objections
Objection Mastery & Value Reframing
Module 11: Lead Follow-up (Post Presentation)
Managing the pipeline if they didn't buy immediately.
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Lesson 1: The Golden Rule of CRM
Lesson 2: What to Log (Quality over Quantity)
Lesson 3: Managing Your Pipeline View
Email Templates (Day 3, 14 , 30)
Assignment 3: Following up to get the Meeting/Evaluation.
Operational Discipline: CRM & Pipeline Hygiene
Module 12: Post-Sale Communication
The "Do" Phase – ensuring they stay happy.
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Lesson 1: The Transition: Discover Phase 1
Lesson 2: Earning Referrals
The Friendly Face Protocol & Reputation Building
Fast Track: Selling Digital Growth

Speed of Response

In today’s fast-paced digital landscape, the concept of “Speed to Lead” is crucial for maximizing conversion rates.

THE 5-MINUTE RULE

400%

The odds of converting a lead DROP by this amount if initial contact is delayed beyond 5 minutes.

The “Evaluation” Leads

For leads generated from evaluation.hillcountrycoders.com, this principle is non-negotiable.

  • They are Fresh: The prospect just received their website score.
  • Peak Curiosity: Their interest is at an all-time high right now.
  • The Goal: Reach out promptly to keep the momentum alive.

System & Process

Implementing a robust system is essential. Use automated alerts and streamlined processes to ensure no lead goes cold. Prioritizing speed turns potential interest into actual revenue.

💡 HCC Standard: When a lead hits your inbox, drop everything. You are in a race against their attention span.
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