Swipe my High-Converting Sales Call Structure (it converts at 80%!)
Swipe my High-Converting Sales Call Structure (it converts at 80%!)
Welcome back to another episode. I'm so excited to be talking all things sales calls and I know sales calls can be super scary.
I've had a lot of sales calls in my six or seven years of running a business. I'm really looking forward to breaking down the exact structure that I use. I remember my first sales call and the fear I felt around that, so I am creating a resource that I wish I had, way back in the day.
Of course, if you've been doing sales calls for ages, then I hope that this will be helpful for you as well.
I’ve found that it's not about being bad at sales or sales calls, but that it’s actually about the approach you are taking. When you don't have a clear sales process, when you feel stressed or flustered on the sales call, then that reflects in the actual sale not going to plan. What I have found is if you are not converting at 60% to 80% of your sales calls, then you will need to change your approach.
If you are getting leads and they are not converting, then this shows that the sales process needs improvement.
There are 3 steps I would like to work through as follows:-
1. THE PRE-SALES CALL
Review their lead form and what they said in it. Get to know their language and their goals.
Research them, so this means look at their website, look at their Instagram. Think about how you can make improvements for their business.
Look for points of connection so that you can bring them up during the sales call. This will show you have really tried to get to know them.
Have their lead form, website, Instagram all open on your tabs, together with your offer and pricings to be easily accessed while on the call.
2. DURING THE SALES CALL
Find that connection, whether its their location, the weather or something you can have a bit of small talk about.
Thank them for taking the call and let them know there are no strings attached and this call is about making sure you are both a good fit.
Give them a rough outline of the length of the call (say 20 minutes).
Let them know you would like to hear a bit more about their story and that you will be sharing about your package and answering any questions.
Throw in a comment that shows you have done your research and get them talking about their business and their vision for their business.
Identify their goals as they speak and ask a few questions that show you understand what they are looking for and again, that you have done your research.
Thank them for sharing and then ask them if its ok if you share a bit about the package.
When talking about the package, make sure you point out how it will help them achieve their goals.
Finally share the price. You should have this on your website already so they will possibly have already looked it up.
Finish up saying if they are interested in going ahead, you will send them a proposal for signing and the first invoice for payment. Let them know that you will follow up in 3 days.
Lastly, let them know you welcome any further questions by email.
3. AFTER THE SALES CALL
Always send the proposal within the first hour after the call. I aim for the first 10 minutes after the call. This is when the potential client is the most excited about it.
Have a template of your proposal ready to send.
Follow up in three days, offering to answer any questions that will help them with the proposal.
I hope that this has been helpful and if you have any questions about sales calls, send me a DM on Instagram @with Hannah and Co. I would also love for you to tag me on Instagram. Please share your biggest takeaway from this episode and leave me a 5-star review as well.
I can't wait to hang out with you on next week's episode.
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