Every time you have a call with a potential client, you have an opportunity to make an impression, they may or may not be ready for what you sell today, but you want to make sure that if and when they are that they think of you first and there’s a few things you can do to make sure of that.

 

Firstly, make sure they know your name, remember people buy from people so remember to always introduce yourself clearly so they remember your name, it truly can be more important than the name of the business you are calling from!

 

Use friendly tone when speaking and keep the conversation positive, don’t be a negative Nancy, even if the prospect is bringing the conversation down, look for an opportunity to empathise then bring the tone back up.

 

Don’t push the conversation, just ask open questions (an open question is one that requires more than a yes/no answer) and let the prospect answer at their own pace.

 

Tell them the solution you offer, how it can make a difference to them and what outcome they should expect.

 

Then ask them how this sounds to them, this gives the prospect an opportunity to do one of three things…

 

1. Point blank tell you that what you offer is not for them and they aren’t interested, yes this can happen from time to time and happens even to some of the very best sales people so don’t stress about it, be polite, let it go and move on.

 

2. Tell you they’re not sure it will work for them and give you reasons they don’t think it will work (these are called objections) this is your opportunity to discuss the objections in more detail and hopefully offer the solutions to make a sale.

 

3. Ask you for more information at which point you can really go into detail and show them the true value in the service you offer and how it will work for them.

 

4. Ask you where they sign up! This is of course the best possible outcome and if they do this you need to make sure you have a link to pay, contract, invoice etc set up ready to send to them straight away.

 

Either way you want to make sure that you make every single call count, by getting as much information as possible so that you can follow up with those potential clients that didn’t convert and provide excellent service to those that did.

 

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“My name is Sarah-Jayne Astral founder of the Leads to Sales Accelerator which was created for business owners who are amazing at what they do but need more clients.

I have owned various types of business and been at the the forefront of sales and marketing for over 25 years and now focus on helping business owners generate quality leads and convert those leads into sales.

But that’s not all, from there I show you how to put the right systems in place that will allow you time to do what you’re good at – delivering an excellent service – whilst knowing you have a consistent flow of prospects and a solid revenue stream.

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To find out more about how the Leads to Sales Accelerator programme can work for you just click the link below to book a free consultation