fbpx

Feeling Stretched Thin? Check Your Biz Boundaries.

Is Your Biz Leaking Time, Energy & Money?

A tale of 2 sales calls, one that was 🤮 (true story)

Last week I was in the “potential client” position on two sales calls, back to back, as I’m seeking someone to help promote me to podcasts.

Can I just say – OMG.

The two experiences could not have been more different.

Call number #1 – 11AM:

  • When I first heard about this woman’s business, I signed up for her email list, listened to her speak on a podcast, and learned quite a number of things about podcasting from her even before we got on the phone.
  • When we hopped on, I already felt like I knew her and what she offered. Plus, she was extremely personable, real and we bantered for a few minutes before we dove in.
  • She had looked at my website and knew what I was up to.
  • In a casual way, she asked me why I want to do podcasts, and what I’m hoping to accomplish in my business next year.
  • Again, in a very natural, off-the-cuff kind of way, she spoke about how podcasting could be really helpful for my business, and even gave me a couple stellar tips.
  • She told me about the different ways they work with folks without being pushy or salesy.
  • And finally, she actually suggested that I wait a bit to commit until I’d done a few more interviews, to make sure it’s something that will really work for me.
  • I got off the phone feeling connected, excited, and interested in working with her, but with no pressure to do so.

Call number #2 – 11:45AM:

(First off, I do not intend to criticize the person who I spoke with, she was doing her job, and she was well-meaning, I’m just trying to make a point here.)

  • We got on the phone and she immediately asked me a canned question about what I think podcasting can do for my business that she read from a script. I realized she was a sales person, not one of the owners (which is not necessarily a negative thing, but it’s important info here).
  • Then, she asked me about my “pain points.” Not sure if she used that word exactly, but she might as well have.
  • Then there was that question about what would be possible if I could book 48 podcast interviews this year. I was like, “uhm, I guess my business would grow? You tell me.” (I was not remotely convinced at this point).
  • Then she said, “What if you don’t book 48 podcasts, then what would happen?” I said, “I guess I would find another way to grow my business? I dunno.” (I think she wanted me to say that my life would fall apart or something).
  • She actually apologized after asking that last one because it was so terribly AWKWARD.
  • And then she pitches a 15K, yearlong program!!
  • I asked, how can I get to know the people in this business who I would be working with? (There’s no way I would make this commitment based on this conversation alone.) She sent me a video that I haven’t watched yet.
  • Right before we got off the phone she said – “Oh, by the way, we’re having an ‘end-of-month’ sale, so if you sign up by then, you’ll get $1000 off.” (I’m sure November was the ONLY month they were having an end-of-month sale.)
  • I got off the phone feeling used and like I’d wasted 20 minutes of my life.

Now look, there are a couple things you DO need to do during a sales call:

    1. You DO need to get clear on what the person’s challenge is and what they want instead, so you know if you are someone who can help them.
    2. And if you are, then you need to tell people what you are offering and how it can help them specifically, so they can purchase it.

Now look, there are a couple things you DO need to do during a sales call:

1. You DO need to get clear on what the person’s challenge is and what they want instead, so you know if you are someone who can help them.

2. And if you are, then you need to tell people what you are offering and how it can help them specifically, so they can purchase it.

But aside from that? You don’t need sneaky manipulative questions and tactics. You need to:

1. Come from your heart and trust yourself and the good work you do.

2. Learn about the person on the other end of the line and show them you actually give a s*$# about them and their life.

3. LISTEN and go with the flow. It is totally fine to have a list of good questions you can cull from, especially if you’re new at sales, or a list of bullet points you can use when you’re explaining your program to make sure you’re concise and clear. But the best calls I have ever been on (in both directions) are where we scrap the script and really listen to the other person and ask what honestly and intuitively comes up.

In fact, I call them “interest calls” these days, because we’re both “interested” in working with one another, but we BOTH also need to see if it’s a good fit.

In my programs, I don’t teach a lot on sales specifically. I find that if I’m clear about what I do, my marketing is honest, and people know who I am before we get on the call, and I follow the tips above? People join my programs.

I’ll say it again:

You do not need sleazy or manipulative sales tactics.

You do need a clear message, offers, generosity and listening skills to enroll folks in your programs.

If you want your business and marketing to speak for itself (instead of using sleazy sales tactics), let’s have a no-pressure talk about the Nourished Mastermind.