Do you get nervous about sales calls? I did too as a new freelancer, but now I love them! In this episode, you will learn how to show up to these confidently and effectively.
The more you can master sales calls and look forward to them, the better you're going to be in your business overall, because this is where deals are closed.
Here are my top five tips for sales calls: Make it easy for clients to book sales calls with you Don’t get nervous if a client has to cancel or reschedule a call Do your research before the call Do the call standing up Take notes as you go Here are some things we covered in this episode: Learn how to show up confidently How experimenting with mock sales calls can help you show up confidently Why you should put energy into learning the sales call process Why you should think of sales calls as opportunity calls The importance of using a calendar tool The benefits of a CRM tool, such as Dubsado The value of the cold pitching method What to research before the sales call How to listen for clues to put into your proposal After listening to this episode, share your action steps and take-aways with our group:
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Read the Transcript:
It's time for another episode of the advanced freelancing podcast. And what's so exciting about this one today is that it's a discussion about sales calls. This is something that so many freelancers get extremely nervous about and are concerned about how they can show up to these confidently and effectively. And I'll share with you at the outset. And then we'll also mention this at the end that I have a new masterclass all about mastering your sales calls, showing up confidently, how to lead the discussion, how to tell what type of client you have on the call and how much leading you should do versus listening. These are all of my best practices from years of doing sales calls. Now I'll tell you the truth. I actually love sales calls, but I didn't start out that way. I hated them for a long time because I really felt like they were an opportunity for me to screw up.
Right? So I felt that if I didn't show up confidently if I wasn't clear on the call, I could take a business deal that was already on track to happening and totally derail it during the sales call. And I've heard this from other freelancers as well. Sometimes a client will cancel a sales call with them and they're like, Oh, thank God. Right? Like, or they're just, they get off the call and they don't feel very confident. It's a skill that I work on a lot with my one on one coaching clients. We actually do mock sales calls. I give them feedback at the end of the sales call, we record it. And then they can also go back and listen to the recording. And this has been a really helpful exercise for coaching clients because there are small things that you can do during your sales call that will really impact the outcome of the call and how the client feels as you're speaking as well. And so sometimes it's just making these minor tweaks that you didn't realize you were doing, or you didn't realize were as effective as they could be.
And those could a
Big impact on your conversions, right? It can really lead the client to that next step of the process where you are creating a custom proposal and where they are really excited about working with you. So I tell freelancers this all the time, and it is still true. The more you can master your sales calls and look forward to them, the better you're going to be in your business overall, because this is where deals are closed. It is always awesome when we're able to close a freelance deal without having to get on the phone. But I promise you, your numbe