Sales calls are a big part of how I get clients in the door for my business, and as I’ve been shifting some things in my business and doing some realigning lately, I’ve really been increasing my focus on doing those sales calls.
At the same time, I know a lot of people struggle to do sales calls. They’re usually worried about coming off as too “salesy”, so if that’s something you struggle with, let’s go over some of my favorite tips with you so you can start making more sales calls to grow your business.
Effective Sales Calls Are All About Selling with Service
The first thing you need to do to make effective sales calls is to stop feeling like the word “sales” or “salesy” is a four-letter word. Of course no one likes to have someone trying to convince us to buy something we don’t want, but don’t we love it when someone tells us about something we do want that we didn’t even realize was available? Or we didn’t realize was so affordable?
Think about the other use of the word “sale” as in “This item is on sale”! Who doesn’t love it when things go on sale?
So stop thinking about the word “sale” as a bad thing and start thinking about the service you’re bringing to your clients. Even if you’re selling a product, the idea still applies that you’re providing a service by letting your prospect know it exists. Maybe you’ve decided to discount your products/services for a while and you’re just calling to let them know about it. Who wouldn’t want that?
Identifying Your Prospect Before Making Sales Calls
I have a whole blog post on how to identify your ideal client, and while the people you call should certainly fit the definition of your ideal client, you need to get even more specific. They should be people you met with or had a conversation with who expressed some interest in your product/service, but weren’t ready to buy yet. Or they could be someone you met at a networking event who mentioned they struggle with a problem you solve for your clients, so you can call to discuss that problem with them. The idea is to stay top of mind with these people, and few things will accomplish that better than picking up the phone and having a conversation with them.
By identifying the right people to call before you even pick up the phone, you’ll be more likely to make those sales calls, because you’ll be more comfortable with the conversation you’re about to have. It also makes it more likely you’ll actually get a sale (or at least a warmer lead) out of the call, so take the time to make your list and check it twice before you start making sales calls.
Create a Script for Your Sales Calls
Remember that selling is all about service, and while that certainly applies to the actual products/services you’re selling, it can also apply to any aspect of business. People work with those they know, like, and trust, and few things will get them to like and trust you better than helping them out with a problem they have.
If they happen to mention they’re struggling with a pain point you solve for your clients, that’s your opening to let them know about your offerings. If they don’t, you can bring it up by saying something like, “Hey, last time we spoke you mentioned you were struggling with XYZ. Is that still true?”
Listen During the Sales Call
You probably have more than one product/service to offer, so if they say no to your first offer, let them know you have other options that might fit their needs and/or budget. It’s not about being pushy, it’s just about letting them know what’s available. If they still say they’re not interested, that’s fine. Thank them for their time and let them know you’re available if they have any questions.
You will get a lot of voicemails (which is the other reason it can help to keep a script handy), and you’ll get a lot of rejections, but the process of making sales calls is a numbers game. The more no’s you get, the closer you get to your next yes.
Whether you’re struggling to make sales calls or to get results from them, it can help to talk to someone who’s been there and done that. I help my clients with everything from identifying the right prospects for making sales calls, to implementing the processes and procedures that allow them to provide their products and services as promised, without delay. So if you need help with any or all of those things, don’t hesitate to schedule a FREE clarity call now to see how I can help you take your business to the next level.
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