Welcome back to Freestyle Friday where I share one actionable tip, strategy, or tactic to help you build your business online to help you get one step closer to creating your Freestyle Lifestyle.
In today’s episode, let’s talk about:
The secret to not getting ghosted during sales calls.
But before we dive in:
Let’s talk about the two different types of calls.
There are two different types of “sales calls”.
Most business coaches approach it one way, when the reality is there’s another way to go about it that brings up less resistance.
Here’s what I mean:
- Pushy Educational Sales Calls
Pushy educational sales calls educate potential prospects on your offer right then and there.
Then business coaches try to end the “sales” call by making an offer and collecting a buying decision.
But approaching sales calls this way brings up a lot of resistance in the prospect.
Because they don’t know all the details of your offer (in order to make an informed decision.)
AND… they don’t know you yet.
They don’t know what your offer is about.
They may be just curious
And want to learn more.
They’re on the call for more information.
And they do want to find out more – but without the pressure of having to make a buying decision at the end of the call.
Which is why at the end of a pushy educational sales call…
You’ll hear the phrase, “I have to think about it” more often.
Reasons being:
- They don’t know you yet…
- They don’t know if they can trust you…
- They don’t have all the details to make an informed buying decision, yet.
But in the world of sales.
People make buying decisions when THEY are ready.
Not when the salesperson is ready to MAKE a sale.
This is the difference between pushy sales and consultative sales.
Having been in previous outside and inside sales jobs as a technical sales engineer for the HVAC and manufacturing industries…
I’ve learned that there’s a difference between both approaches.
Given a choice?
I’d stick with the consultative sales approach 110% off the time.
Because it takes the pressure off of the interaction.
When a prospect is ready to make a buying decision…
(As long as you are on the forefront of their mind.)
THEY will reach out to you… when THEY are ready to buy.
Hope I’m driving this point home.
(It’s hard to tell since writing text has no tonality, body language, or other cues to see if I am.)
Point is this:
There is another way to approach the “sales” call.
And here it is:
- Proper Sales Calls
Proper sales calls (if done properly) are where a prospect will only have a couple of questions about your offer, logistics, or details and is ready to invest in your offer after those questions are answered.
There are less objections to address on the call itself.
Just questions on the details of how everything works.
And then your prospect, saying something along the lines of “I’m in!” or “what’s next?” “What’s the next step?”
Here’s how you can implement this into your coaching business:
- Create an Offer Overview video so people can check out your offer on their own time – without feeling pressured to make a buying decision right there
- Create daily content – so you can stay top of mind in what you do and people can get to know you.
- Qualify prospects in the direct messages – so you can find out whether or not they are qualified. Before even sharing the details of your offer with a Details document or Video Sales Letter
- Once people know the details of your offer and your details document is clear on the how, deliverables, and proof of your promise…
- Then you can offer to hop on a call.
- Where you’ll only need to answer a few questions about your offer before they say that they are onboard and are ready to pay you at that time
There’s a lot more work to do upfront.
But if done properly…
You won’t have to worry about getting ghosted during the “sales call” because the prospect already knows enough about your offer and knows enough about you, to make an informed decision about investing in your coaching program.
Hope this helps you stop getting ghosted on sales calls.
Content Recap:
Creating Your Content System as a Business Coach
Remember, we are the creators of our lives…
The authors of our own story…
We only get ONE life and you’re holding the pen.
Make it one to remember!
Til next time…
Freestyle Your Lifestyle!
Destrie Monis
Also: when you’re ready, here are more ways I can help you…
(1) Pick up my Email List Templates and build your own Email List Assets.
(2) Grab my Direct Message Qualifying Template here and start qualifying leads in the DM’s, rather than wasting time on discovery or sales calls.
(3) If you’d like my personal help with setting up a profitable email list for your ideal audience, shoot me an email at [email protected] with the Subject Line: Email List
I’ll ask a couple questions to see if I can help and send more details if I can.
(4) If you’re a coach or creator with a large social audience and want to monetize your audience, I can set up a Freestyle Sales System to convert your high-ticket offers… Book a time on my calendar here to see if I can help.
This exact process helped one of my clients with an audience of ~4,000 make $46k in a week with under 10 hours of work for his offer.