You are probably familiar with the term ‘sales calls’.
They are often dressed up as ‘Strategy Sessions’, ‘Discovery Calls’ or ‘Clarity Calls’.
Sales calls are a way of getting potential clients on the phone to see if they’re right for your program or package and if you are a good fit for them.
Let’s have a look at 3 types of calls:
1. Research Calls (not sales calls but important)
2. Free Sessions (Mini Sessions, Taster Sessions)
3. Sales Calls (Strategy Sessions, Clarity Calls, Discovery Sessions)
1. RESEARCH CALLS
Research calls are not actually sales calls. They are really useful in your business to check in with your ideal clients and see what they are really looking for, particularly if you plan to branch down into a new niche, have changed something in your business or something is not quite working.
You can do your research call in the form of an on-line survey (Typeform or Surveymonkey are 2 wonderful free platforms you can use), but I generally advise my clients to pick up the phone and speak to them. Send a message to those in your ideal client bracket inviting them to take part in your survey. Prepare about 6 to 10 questions and make sure not to take up too much of their time (about 20 minutes is a good guide). Make sure to write down their answer or record the call (with their permission).
Some examples of questions you could ask:
- What’s your number one problem in a particular area?
- What keeps you awake at night?
- What brings you into a sweat?
- What is this problem costing you in other areas of your life?
- What have you already tried to get this problem fixed?
- What would you pay to get your problem fixed?
- What would you pay even more for?
There is potential for these research calls to lead on to a sales call, but out of integrity you need to keep a research call a research call! If the person indicates that they are interested in working with you/ learning more, suggest scheduling a separate call as it will be a very different conversation.
2. FREE SESSIONS
Free sessions should not be too long (about 30 minutes is a good guide). Don’t give them the whole buffet! You are not doing them a service by giving them too much during the free session, without the support to move forward with it. Also you are running a business, not a charity. The free session should be a taster, wetting the appetite for the full buffet.
Structure your free sessions so that you are solving 1 problem. At the start of the conversation you tell the client that you will help them to solve 1 problem today and that you will give them the support and advice that you can give in the time that you have available. Tell them that if you feel you can help them further past this mini session, you will let them know at the end of the session. Make sure you have the client’s permission to tell him/her about your program.
3. SALES CALLS (strategy calls, clarity calls, discovery sessions)
The intention of a sales call is to really discuss working together. You are getting clarity as to what the client is looking for.
It is important that you start off the conversation by really leading the conversation (I discuss this deeply in my signature program ‘Get More Clients’. You tell the client how the session is going to work, you get very clear on where the client is stuck and on where the client would like to get to. People will hire you when you can fill that gap between where they are stuck and where they want to get to.
You do this by LISTENING exquisitely deeply to where they are stuck and where they want to go, and then you really articulate how you could help them with this.
At that point it is not like you are selling to them at all! It’s a wholehearted conversation where you are really holding space for the client, deeply and intently listening to their problem.
When you sense it is an ‘internal YES’ for the client (and with the client’s permission) you move into your offer part of the call. It is important that you are OK with whether the person’s answer is a YES or a NO. The aim of a sales conversation is to get a clear yes or no.
We do a lot of work around objections in my ‘Get More Clients’ program. Some examples of common objections:
- I can’t afford it
- I don’t have enough time
- I have to check with my partner
- This has never worked for me in the past
Often the actual problem isn’t any of the objections. When someone says they can’t afford it, sometimes it really is a budgetary problem, but more often than not the person doesn’t actually see the value in what you are offering. This doesn’t mean there is no value in what you are offering. It means that this hasn’t been articulated very well earlier in the conversation.
50% of sales are in the follow-up, so never be disheartened if someone seems unsure or says no for now. These clients might come back to you a few week later with a yes!
You can download my free Cheatsheet on how to GET 5 NEW CLIENTS NOW here.
The very best of luck with your sales calls!