You booked a sales call. Great. Now, the real fun starts.
During that sales call, are you confident in your ability to show up, wow your potential client, and show them that you’re the answer to their prayers?
Or, like many entrepreneurs, will you conduct an unorganized interview where you and the potential client are left feeling unsure about the future of the relationship, and the change you’ll be able to bring?
If you struggle with a long sales process and struggle to close sales, you’re not alone. The good news: it doesn’t have to be this way.
Your potential customers are wondering “what’s in it for me?” and “is it worth it?”
When you’re about to head into a sales call, you might be preoccupied with thoughts like “I need to show them my value.”
But maybe that’s not the right question to ask.
The right questions for you to ask are “What is this person’s goals?” “What are they struggling with?” “What is it costing them to stay the same?” “How can I help this person?”
Once you master this simple concept, you’ll show up to sales calls with confidence, knowing you’re about to show your worth and make your future client feel secure in making a quick decision to hire you.
You’ll be able to make potential clients feel like they need you in their corner in order to achieve their goals.
Put potential clients at ease, showing them that you’re the answer to their questions, and they don’t have to look anywhere else.
Bring the Full Power of Your Worth to Sales Calls
#1 Ask questions to understand what the customer is struggling with
Think about it: you can’t understand what’s valuable to your client before you’ve listened to their struggles.
Furthermore, by listening to your potential customer, you’re showing them that you care about their problems, you’re taking them seriously, and you’ll do what you can to help them in their specific issue.
#2 Highlight the customer’s outcome if they work with you (especially as it pertains to their specific issue)
By listening to their problems, you can get a sense of where they’d like to be (aka: what their goals are for their lives and/or business).
Coaching professionals and psychologists have found that people are most motivated by what they WANT to happen, not by what they want to avoid.
By painting a picture for your potential client about the outcomes they’ll enjoy after working with you, you’re giving them intrinsic motivation to hire you.
#3 Ask them how much their current situation is costing them
People will pay a lot to see their pain go away, especially if they’re faced with exactly how much (in time or money) that problem is costing them.
If you can show them you know how to make that problem go away, you’re suddenly worth a lot to them.
#4 Leverage trust and credibility indicators such as past work with other clients
No matter how well you master the sales call, the condition of your website and online marketing will go a long way in showing potential clients your worth. In fact, these elements are often the driving factor behind why people want to get on the phone with you in the first place.
On your website, show potential clients that you’ve gotten results for other similar clients before. Pepper testimonials around your website and social media channels. Write up case studies about past clients. Leverage user-generated content that shows how much a client or customer is enjoying your offerings, or show how a happy customer is improving their lives with your product.
Showing your worth begins before you even get on the sales call.
#5 Be a resource
Through content and in each interaction with the potential client, offer them resources and insight on how they can improve their situation.
Earn More, Land More Clients, and Grow Your Business
Don’t get stuck in low-paying gigs with clients that don’t see your value.
Don’t get stuck working with clients who don’t appreciate what you bring to the table. Instead, make them feel like hiring you is the best thing they’ll ever do.
If you’re looking to scale up and grow your business, book a free discovery and strategy session with me today. Together, we can help you build a business that’s a pleasure to work in, and gain clients that deeply feel the value you bring. After all, isn’t that the dream?
Is your business getting these 8 essentials right?
Take the Assessment to Find OutThis should go without saying, but continuously dig deeper in your own industry. Learn everything you can about how to dominate in your field. By reading books, combing articles, and listening to industry-specific podcasts, you’ll become a walking encyclopedia of knowledge you can impart to your potential clients.
Furthermore, you’ll build up an arsenal of helpful resources to share with people. Even if you don’t close a sale, you’ll still be known as the person who helped them and provided value, and they’ll remember you for it.
