Imagine spending a half hour (or longer) on a sales call with someone. And as you wrap it up, you’re hoping they’ll say yes to your product, program, or service.
But instead, they tell you they’re not ready. Or they can’t afford it. Or the timing is off, and can they get back to you?
This is one of the most frustrating things about sales and the reason why so many entrepreneurs dread getting on a call with a new potential client. If this is something that you’re experiencing right now, then you need a strategy that allows you to turn more potential clients into actual clients.
Creating a well-crafted pre-client education process will do the trick. Not only does it improve your overall conversion rate, but it also makes sales so much easier!
In this episode of the Promote Yourself to CEO podcast, you’ll learn how to implement this pre-sale education process for potential clients in your business. I’ll talk about why old-school sales strategies don’t work anymore, what modern sales strategies do differently, and take you step-by-step through the pre-client education process.
On this episode of Promote Yourself to CEO:
2:24 - How have sales changed since the 1990s? I explain why there’s a disconnect with old-school strategies from 25-30 years ago.
7:53 - I reveal how modern sales strategies differ from old-school sales strategies and the importance of pre-sales education.
12:23 - What’s the first step of the pre-sales education process? You need this regardless of what you sell.
18:55 - Here are two options you can add in step two if a potential buyer needs to have a conversation with you.
24:10 - How do you use pre-sales emails to sell your product, program, or service? I discuss a great example I share with clients inside The CEO Collective.
30:26 - You can add this to your pre-client education content in case potential clients aren’t already familiar with you.
32:29 - I talk about a couple of other things you might consider including in your pre-sales content.
37:13 - How are sales calls different for me since I began implementing this process in my business?
39:09 - Give people a window of time to make a decision. What does your enrollment period look like?
43:01 - Some people will want to wait for the next round to buy from you, or you might have all spots filled. I share what you can do for those situations.
45:50 - What formats do you want to use to send pre-sales education content to your potential clients?
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