On a fundamental level, a call is between two people and two phones. It’s an exchange of words, a conversation, and a message being transmitted between two parties.
Have you ever thought about how that relates to sales?
More times than not, people classify sales strategy calls as part of the vicious stereotype of being “salesy.” A lot of people think strategy calls are one-sided, all about scoring a sale on a particular product or service.
In some cases, that’s true. In other cases, it’s far from the truth! In order to turn a strategy call into a paying, happy client (keyword: happy), you need to focus on the strategy behind it. Focus on the fundamental meaning of a call—the mutuality, the two-way street, and the connection. You’ll be on the right track in no time!
There are two parts to the strategy call. Want to take a guess?
It shouldn’t be too hard. The two parts are strategy and call. We’re treating them as two separate parts because both parts need to be explored, and then when we put them together, magic happens.
For now, we’re focusing on the call. Your call is about connecting with your future client. It’s like calling an old friend. You’re not just going through the motions; you’re really trying to chat and connect. You are listening intently for how you may be able to help.
Your strategy call begins with that connection—a conversation. This means getting to know your client’s WANTS and needs, asking more than just “How are you?” and opening the doors for two-way communication.
This is part of KLT: Know, Like, Trust. Find common ground with your clients to get to know them, establish who you are so that you like each other, and show them that you are a human to gain trust.
Qualifying and Presenting
Now for the strategy component. Once you’ve established mutual connection and trust with your clients, you can read between the lines. You’ve been on the call long enough to know where this is going—usually. There are always exceptions, but with most strategy calls, you’ll be able to gauge your client’s vibe after engaging in conversation. If you’re not able to, you probably haven’t dedicated enough time to connect with your client.
When you qualify your client, you decide if there is a need or not. In other words, you determine if a sale will be made or not. Remember, this is not about dumbing down your conversation to a game of numbers. It’s about realizing if you can provide your client with a solution to their wants, problems or needs.
If you don’t think you can, that’s okay. This is a great time to realize it’s not going anywhere because you can respond accordingly.
If you think you can, great news for you! The next step is to present the solution—in other words, formalize and seal the deal. It’s a win-win for both parties!
Ready, set, go!
The dreaded strategy call doesn’t need to be dreaded. In fact, it can be really fun and exciting. It’s a matter of connecting with someone else and finding out if and how you can help them. You’re both on the same page; you’re just coming at it from different angles (or rather, phone lines). You got this!
This article you just read now is an important part of my Get Clients. Not Leads.™ philosophy. It’s all about how to transform your prospective client into a current client! I recommend you read the article “How Can I Overcome The Objection “I have no money!”” next so you can see the process used to deal with common objections that may come up on a call!
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