Episode 220: Nailing Your Next Sales Call
While I avoided sales calls for as long as I could, I quickly realized that as I raised my rates, I was getting pushback in email communication from potential clients. That’s when I started to realize just how important sales calls were. Potential clients needed to feel that connection, trust, and importance in my time by hopping on a sales call. I truly understand the fears that come along with sales calls, especially as an introvert, but as I started to dig more into sales psychology, I realized that I needed to focus on how to plan for these sales calls. Enroll in Brand Strategy School Today’s episode is brought to you by Brand Strategy School, where I teach the blueprint to my signature process as outlined in today’s episode, to designers create their dream design business and connect with their ideal clients. Inside Brand Strategy School, I’m peeling back the curtain on my signature brand development process I’ve used to transform my business from blending in and barely making it to thriving and crafting heartfelt brands that authentically convert for my clients! ENROLL NOW Using Sales Calls to Your Advantage Sales calls are important tools that you can use to gather information and qualify your leads, but they need to have a structure. By creating a structure and knowing the questions I’m going to ask on the call, it creates such a huge difference in my preparation and in how the call goes. It ensures I’m not wasting their time and that I’m gathering all of the information I need. Within Brand Strategy School, I share my exact sales call structure as a bonus for my students! You can check out more information on Brand Strategy School here. Qualify Your Leads Before you jump on a sales call, it’s important to qualify your leads. If your inquiries are hopping on sales calls but they’re not the best fit, you may not be attracting the right type of clients in your marketing or messaging. A few things to do to avoid this is include timelines, goals, and budget on your inquiry form. This will qualify them or open the door for you to send a referral to someone else. Navigating Your Calls Once you’ve qualified and jumped on the call with your potential client, we want to make sure you’re using the call wisely. Get to know the client and the project along with what they’re defining success by. This shouldn’t be where you try to sell your services, but rather help your potential client feel seen and heard. Once you’ve further qualified them and know if they’re a good fit, you can share a little bit about what you offer, but now you should focus on connecting the dots for them. Connect the Dots to Transformation Your potential client wants to know that you can provide them the transformation. Your work is the bridge to the desired destination, so you need to connect those dots for them. Then you can dive into the services and investments with them. Believe in Your Offer The last thing you need to consider is how you’re pitching yourself.