5 Tips To ROCK Your Next Sales Call
(For Virtual Assistants)
Getting on a call with a potential client used to feel like excitement and nerve wracking terror wrapped together in a convenient 20-minute block on my calendar.
While it’s a standard step to getting clients in your business, it’s not something that came naturally to me, so I avoided them at all costs. I would message back and forth on Facebook with potential clients for DAYS if it meant not having to get on Skype for 20 minutes – and my business grew slowly at first because of it.
Once I bit the bullet and started hosting 20-minute consults with potential clients, my business skyrocketed to 6-figures in a matter of months!
Hosting a successful sales call (and yes, YOU are hosting!) requires a plan if you want to end the call with a solid idea of the project at hand, and a client who’s ready to sign on the dotted line!
In the last couple of years, I’ve not only been on the service provider side of the call, but have hired my own team, which has given me the chance to see things from both sides of the table.?
During my last round of hiring in particular, a number of things were highlighted as major DOs and DON’Ts when you’re on a call with a potential client, so naturally I’m dishing on them below to help you rock your own calls going forward!
1) Be Human
It’s important to actually connect with people on a person-to-person level when you hop on a sales call – it’s not all business and numbers, there are people running the show!
Kicking off the call by sharing a bit about yourself that others may be able to relate to (ie location, kids, pets, hobbies, etc.) helps on a number of levels…
- Makes you more memorable if you can establish something you have in common.
- Helps you connect with the potential client on a personal level.
- Breaks the ice/nerves and build trust faster than anything else!
So next time you kick off a call, start by letting your business take the backseat to your real life…there’s plenty of time to talk business after you connect!
2) Ask questions
Asking questions is a key player in showing that you did your homework!
Simply asking about one of their main offerings, or plans for a certain program they run, shows that you not only took the time to check them out before the call, but that you are genuinely interested in knowing where they’re headed (and coming along for the ride!).
3) Contribute don’t control
This can be a tricky one to sidestep if you’re a nervous-talker, but I promise if you can nail this down the impact is crazy-pants!
Leaving space for both parties to speak and explain what they’re hoping to accomplish is crucial to getting to know one another, as well as understanding the needs of the business. Not only that, but this call is your potential client’s ‘sneak peek’ into what the working relationship would look like, so you should both leave the call feeling confident that communication will be clear and enjoyable!
If someone is new to hiring, they may need some guidance to steer the call where it needs to go, so it’s completely ok to guide the conversation to keep things moving. Just remember to leave that space!
4) Talk as if
Around about the middle of last year, I started closing my calls in a different way, and the impact it had on my client roster was jaw-dropping!
‘Talk As If’ simply means that at the end of the call, I speak as though we are already working together (provided I want to work with that client of course, but that’s a whole other post!). I start with letting them know when and how they can expect my proposal, and then explain our next steps to reiterate what services I will be providing them, how we’ll stay in contact, etc.
This approach has skyrocketed the perception of value before I’ve even sent them my quote, and creates excitement as you plant the seed in their minds that the work that has been driving them crazy is going to be off their plate!
Being super clear on next steps also shows them that you are going to be communicating regularly with them, and gives them a sense of comfort since they know what’s coming next (and comfort is key when you’re stepping in to help with someone’s ‘baby’!).
5) Follow up
Let’s face it, these people aren’t looking for support in their business because they have ridiculous amounts of time to just sit around in their inbox –they’re busy AF!
Follow up until you get an answer, and never assume that no answer is an answer of ‘No’!?
This is a great way to show you’re persistent, determined, and organized. Which will also keep you top of mind even if you’re not the right fit for them, but they know someone that is looking!
I break down my actual follow up timeline I use after a consult in the free Sales Call Blueprint below!
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