Let me first say that I don’t consider myself a sales guy at all.
I have worked hard at sales, learned a ton of different tactics and strategies, but to be honest, I needed to make sales for my business, my own.
So if you are looking for a specific script, you won’t find one here.
But what you will find is an answer you may have heard from me before and a step-by-step approach to sales that has worked for me for years.
In episode 91, you heard me talk about finding a quality prospect and how I use a Project Brief in the qualification part of my sales process.
I look at sales this way. There are way more people and projects in this world that I’m not a good fit for. If I can have them figure that out as early on in the process as possible without wasting too much of their time, the better.
It’s all about time for me and those that I talk with. I don’t want to waste time on things that aren’t valuable and so I feel that most other business owners don’t want to either.
And that’s who I talk with, the decision makers. 95 times out of a 100 it’s the business owner.
First Step in Sales is Education
I put out a ton of content and most of the leads I get to the business came by way of some level of education on what it is that I do.
That’s from a previous client or a vendor or some other place like a podcast. So most likely, they don’t come to me completely blind as to what I can do for them.
My purpose for a call is to get them a proposal that is a formality of closing the deal.
Second step in sales is Qualifying the lead
After the content, the next step is that project brief. Which I dive real deep into in episode 91 on, so I won’t belabor that here.
But the gist of the project brief here is to have the lead essentially voice in their own words what their project is, the goals, and in a matter of few key questions, show to me how important the project is.
This helps in filtering out tire kickers and leads that haven’t thought through the project.
One of the responsibilities as a business owner is to protect the time and profitability of the business. If I’m taking anybody’s call and sitting on the phone with them to unpack their project for them, that’s eating away at profits.
I only want to talk with those that have already done this.
Final Step in Sales is the Sales Call
The sales call. If a lead has submitted a project brief and I can help them with their project, the next step is the call.
The reason I don’t have a specific script is because this 30-minute call is an extension from the Project Brief.
I ask very specific questions about their business and about the project that isn’t the same for everyone.
But it’s all the information that I need to properly provide them with a solution. I know what I need in my business from clients in order for a project to be successful and so if I haven’t yet heard those things, or seen the metrics, I ask them.
I don’t hold back anything. I don’t want the lead to hold back either. We are on the same page when working together.
I tell them this if need be. I give them a brief insight into how it will be working together. What I do different than what they may know about or have experienced in the past.
And most importantly, I try and overcome any objections that they may have.
I look at the sales call as if it were a mini-consultation. This way if someone decides not to sign on with me, which often does not happen when they follow through the process, at least they walk away with something for their project.
I schedule the sales call as a video call. This way I can see who the lead is, share a laugh or two and make sure that at the most basic of levels we can get along and our personalities don’t conflict with each other.
At the end of the call, I share with the lead the next steps in the process. Tell them what they should expect and when to expect it and we go on from there.
It’s that simple. The sales process can be scary but when you make it your own, it becomes second nature. Folks often feel icky or awkward about sales and that’s because they are trying to do something that saw someone else have success with.
Learn from other strategies, but apply your personality to it and the things you need for the business and project to be successful and you won’t need anyone else’s sales script.
Working with Clients
More episodes in this topic:
How can I spot a problem client before they are a client?
What should I do if the prospect won't tell me the budget?
How do you celebrate milestones with your clients?
How do I get my clients to value my work?
How do you maintain client expectations around services you provide?
How do you build a sales pipeline?
What do you use for your sales script?
How do you stay motivated on long-term projects?
How do you handle push back?
How do I keep a lead focused on the conversation and not get off topic?
How do I respond when a client says that I’m out of their budget?
Are you reviewing your projects?
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