Have you ever spent an hour or two on the phone with a potential big client, only to have them ultimately tell you no thanks? Whether you call them discovery calls, exploration calls, free consultations, or sales calls—there’s no denying that these conversations can be difficult and mentally taxing. Oftentimes you’re trying to qualify your offer and convince someone it makes sense for them, and for those of us who don’t like being “salesy” (ahem, that would be 97% of the women I work with), it can feel incredibly uncomfortable. But what if I told you there’s a way to easily and naturally start having more successful sales calls?
Yep, it’s true. I don’t care if you’re introverted or uninterested in coming across as “trying to sell” your stuff… I have a few methods that make these phone calls feel much less awkward, and you feel much more confident.
Successful sales calls actually aren’t about selling at all. (Whaaaat?!) You heard me right! I firmly believe the key to selling isn’t about pushing your products or services on someone. It’s simply about connecting with your ideal customer, and showing them you have a solution to one (or more!) of their problems.
Let me also quickly clarify that not every business model needs sales calls to be successful! I know many people who run very successful businesses without ever getting on a sales call, and I know many successful people who only get on sales calls with the RIGHT prospective clients.
I believe sales calls can be incredibly powerful, if managed appropriately. With that said, I don’t believe sales calls are necessary for every offer. The investment, your experience, social proof, confidence, and connection will all play into the effectiveness of a sales call.
With these 7 tips, you’ll have the power to nail productive and successful sales calls on the reg.
1. Qualify the lead.
Knowing whether the person you’re hopping on the phone with is actually someone who’s interested and right for your offer is key. Have her complete an application to ensure she is your ideal client. Make sure there are questions that confirm her readiness and willingness to invest. You can also list the investment on the application so she goes in knowing what the numbers look like.
2. Spend time getting to know the prospect.
Set a 20 to 30 minute timeframe to learn about her, her business, her desired outcome. This should be the biggest portion of the call, and you want to make sure you have a good understanding of her needs and whether or not your offer can provide a proper solution.
3. Let her do most of the talking.
The most effective way to sell, negotiate, and just plain communicate in general is to spend the majority of the time listening. If you can, spend 70% of the time listening and asking questions, and 30% of the time talking. Ultimately, this is about her, and you want to make sure all of her objections, questions, and thoughts are heard.
4. Show empathy.
The vast majority of people don’t buy based on logic alone. We buy when we feel emotionally connected to someone or something, and when we feel understood. If you can share that you or your other clients have been in her shoes or experienced similar challenges, it draws an immediate connection.
5. Be clear about what’s next.
Map out next steps before getting off of the call and what your follow-up process looks like. Don’t feel like you need to “make” the sale then and there. Let her have some time to think it over, unless she’s the one who initiates the close and says she’s in. And confirm she has 100% clarity on what to expect from you in the coming days.
6. Follow up quickly.
After the call, be sure to send a proposal or contract within 48 to 72 hours. Sooner, if you have the capability. When she’s still on the fence especially, it’s important to show that you care, you’re paying attention to her, and you’re ready to act when she is. By sending a rapid follow-up, you’re signifying that you can be trusted with important details and tasks, which is huge for someone deciding to invest in you.
7. Track your conversion rate.
I’d also recommend tracking your conversion rate (i.e., for every sales call you get on, keep track of how many sign a contract). Why? Because over time you’ll begin to notice trends: which calls ended in contracts, what was different about those prospects and conversations, how to attract more prospects like that. Knowledge is power everywhere, but especially in business. The more you track and observe as you go, the easier it all becomes.
Personally, I’m a huge fan of sales calls. I love connecting with those who are interested in partnering together, and I always want to make sure it’s the right fit, for both parties. Again, sales calls aren’t mandatory, but they’re absolutely an effective way to build trust and create a strong foundation for the partnership. And at the end of the day, they’re truly not about selling; they’re about connecting, listening, and openly communicating.
P.S Did you know it’s even more lucrative to retain existing clients than it is to find new ones?
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