Making sales calls is a very real—and sometimes frustrating—part of running a business. But what if I told you that making successful sales calls doesn’t have to be that hard? If you spend hours booking and making sales calls, but they seldom convert into paying clients, then this post is for you.
These are my 10 “no-nos” on sales call for your business. Whether it’s a scheduled consultation or a spur of the moment call from a potential new customer, sales call success starts with avoiding these 10 mistakes!
Want Successful Sales Calls? Start Here
First of all, let’s quickly clarify what we mean when we talk about a sales call. Most people picture a call center and a bunch of people making cold calls. Can we just agree to wipe that image from our minds? Yuck.
When it comes to being a successful business owner, we have to take advantage of opportunities to connect with potential clients. Sometimes that means scheduling a call with someone who has contacted you via your website or reaching out to that local business owner you met last week. Regardless of how you generate connections with potential clients, how you communicate with them on that first call is important.
Enjoying successful sales calls requires a hard look at some of the mistakes you may be making when it comes to initial client communication. If any of the following 10 things apply to your business, then it’s time to write them out of your sales call process.
- You’re giving away too much for free
Sound familiar? We all do it. I think this must be some kind of business owner Achilles heel. The truth is, you do yourself and your potential clients a massive disservice when you give away too much for free. Be honest with yourself – can you truly move that client forward in one 30 or 60-minute call? Probably not. Yet, you’ve given them just enough of your knowledge to feel like they can do it on their own. Totally misleading actually! Instead of sharing all of your industry knowledge in one sales call, use that time to invite them into your process. Share some of your successful outcomes instead of your hard-earned knowledge. Explain how your services provide the end-result they are looking for, and then invite them to work with you.
- You’re focusing on potential clients who don’t excite you
If you aren’t excited about the sales call, I can guarantee that the potential client won’t be inspired or motivated to work with you. When you start to dread your sales calls and the work they might bring, then it may indicate that you are focusing on the wrong audience. Take some time to consider what actually gets you excited. What work or clientele make you thrilled to get started with your day? Try focusing your energy on booking sales calls with the audience you love to work with instead of the audience you think you “should” be working with.
- You’re letting the client lead the conversation
A successful sales call is one where you guide a client toward the potential that your business brings to their lives. When a client is leading the conversation, they may feel as though they are doing the work instead of the other way around. Start your sales call with confidence and an idea of where you want to guide the conversation with your potential new customer. Make sure they feel heard and understood throughout the call.
Click here to access my sales call templates to take the guesswork out of how to lead the conversation!
- You aren’t leaving room to fully understand your client’s needs
Every client has a need. It’s what brought them to you in the first place. Take time on a sales call to understand their frustrations or the things that aren’t working in their life or business. They may not fully realize why they feel the pain point they do, but by taking the time to listen, you can help bring clarity to their frustrations. By understanding your client’s needs, you can better help them understand how much they need you.
- You haven’t clearly addressed the steps to success
A successful sales call always ends with a client feeling like they just found the solution to their problem. Once you understand a client’s situation, it is important to clearly explain how you will help them get from where they are to where they want to be. Your job is to clearly articulate the steps they will take with your help to get there. Allow them to visualize the process and the end result for themselves and they will be much more likely to sign on.
- You’re rushing through the benefits in order to share the pricing
Sales call success means slowing down. Instead of rushing a client to purchase (which never works), take time to carefully understand their needs and whether or not your business can benefit them. If you are a good fit for each other, then clearly explain how you can help them before laying out the cost of your services. Clients will be thrilled to know you were listening to their needs—which leads to trust in your process and your pricing. Not to mention clients you love to work with!
- You’re making it too complicated with an overwhelming amount of options
Remember, you are the one guiding the call! As the expert in your field, it’s up to you to create a clear, defined pathway for your clients to get from where they are to where they need to be. Instead of explaining your full suite of options on one call, share the offering that you feel will benefit them the most and help them understand where to begin.
- You aren’t supporting them through their money objections
Money is a tricky subject. The thing is, we all choose to spend money where we want to spend money. Value often comes down to our personal perspective of worth. I still remember being hired to work on a website when I first started out and the client asked for a huge discount, and then, because they knew I was outdoorsy, they promptly asked me to advise them on the best hiking shoes to get. Now, I was barely paying my bills back then, and while I loved to hike, I was wearing old, worn-out shoes because I couldn’t afford new ones. I quickly learned that money objections are subjective. It is our job as business owners to create value propositions that are strong. A successful sales call is one where the money objections aren’t more powerful than your own confidence in the value of what you offer.
- You aren’t outright asking if they want to work with you
It’s okay to simply ask for the sale! Most people know when someone is trying to convince them to make a purchase, so rather than beating around the bush, just ask if they’re interested. In many cases, this generates even further conversation about what it is you offer and what they need. Even a small hint of interest can lead to a closed deal!
- You wait too long to follow up
Or worse, you wait for the client to reach back out to you. Don’t worry, you are not alone here! But every business owner is missing out on some great potential clients simply because they don’t want to pester their prospects. Reminding them that you are available to talk is far better than leaving them to feel like it is their job to close the deal. When a potential client is on a sales call with you, they are activated and excited. Often, that motivation naturally dies down the longer you wait to follow up. Take the lead! Choose to follow up sooner and you’ll absolutely see an increase in your number of successful sales calls. Click here to access my secrets to converting prospects to clients in an easy, connected way!
Make Successful Sales Calls Part of Your MO
Ready to convert more prospects to clients? Check out my mini-course on successful sales calls to take a deeper dive into this process. Growing your business with sales calls that excite both you and your potential client is something that every business owner can be great at!
Sales Calls Techniques that Convert Prospects to Clients
Making sales calls is a very real – and sometimes frustrating – part of running a business. But what if I told you that making successful sales calls doesn’t have to be that hard? If you spend hours booking and making sales calls, but they seldom convert into paying clients, then this course is for you. This course covers the 10 mistakes small service-based business owners make and how to reverse them!
Length of Training: 23:03