Do sales calls make your palms sweat and your heart race? I get it. Not everyone is naturally confident on sales calls, even if you truly believe in your business. So how do you get over the fear and sell like you mean it? Here are my favorite sales call tips for building your confidence and converting more clients.
Why Do You Need Sales Calls?
Not every business model requires sales calls, but for service providers, they’re pretty standard! Even 15-minute calls can be helpful when selling services. Here’s why:
They give you a chance to address pain points. If a lead requests a sales call, chances are they already know they’re interested in your services, but there’s something standing in their way. Whether that’s the price point, a question about your process, or even a false belief they have about themselves, you can address it on a sales call and put their mind at ease.
They build the know, like, trust factor. You can only get to know someone so well on social media. A Zoom call is a great way to meet your potential clients (kind of) face-to-face and get to know them better. And the more they feel like they know you, the more they’ll trust you with their money.
They help you determine fit. No one wants to sign a contract, start working with a client, and then realize what they need is way outside of your comfort zone. Sales calls give you an opportunity to make sure you and your potential client are on the same page.
Like them or not, sales calls are an important part of the sales process. And if you want to get better at them, you have to build your confidence!
4 Sales Calls Tips to Build Your Confidence
Here are four ways you can prepare for your sales calls, feel confident during them, and convert more clients for your business.
1. Understand your pricing structure.
One of the most nerve wracking parts of a sales call is that dreaded question, “So what’s the price?” Even thinking about it can make your skin crawl! And if you’re not entirely confident in your pricing structure, you won’t come across as confident when you share it with your potential clients.
Before you get on a sales call, review your prices. Re-do the math to remind yourself why these are your prices. Think about your long-term goals and how your income helps you get closer to them. The better you understand your prices, the more confidently you’ll be able to present them. And if your potential client has questions or reservations about them, you’ll be able to stand tall and hold your ground.
Of course, there’s no hard-and-fast rule that you have to give your pricing on a sales call. If it makes you nervous or your pricing structure is really flexible, you can always present a range and follow up with a proper proposal. (Pro tip: Estimate your range a bit higher than you think you’ll set the price. That way, the client will be pleasantly surprised when they open your proposal!)
2. Do your research.
Look, small talk is uncomfortable. No one wants to get asked about the weather at the start of a sales call. Instead of falling back on the old standard questions, do your research ahead of time.
You can find out a lot about a person on social media, so creep a little! If they post photos of their dog a lot, ask them about the breed or the dog’s name on the call. If they run a unique business, prepare a few questions about how they found that passion. And if they log on wearing a cute sweater, compliment them and ask where they got it. The most successful salespeople create real, honest connections with the people they’re selling to. So look for opportunities to connect deeper!
3. Pre-screen leads before sales calls.
Nothing’s more disappointing than getting through an entire sales call, presenting your prices, and watching the other person’s face fall. Maybe they were expecting a lower number. Maybe they just can’t afford your rates. Either way, you’ve just wasted both of your time and energy on yet another Zoom call.
A well-crafted lead form can save you hours of time on these dead-end sales calls. If you don’t have a lead form, make one! Include questions about what the lead wants out of your connection, what they need help with, and why they’re interested in your services specifically. Then, include a question that looks like this:
My rates for this service are flexible, but they run between $______ and $______. How does that range make you feel?
That gives the lead three choices:
They can dip out if the number is way too high for them.
They can explain why the number makes them uncomfortable (which you can address on the call!).
They can tell you they’re all in!
No more surprises for your leads, and no more wasting time on calls that won’t go anywhere.
4. Shift your mindset.
A lot of the pressure around sales calls comes from a fear of failure. But if you can shift your mindset about what “failure” looks like, you can relieve a lot of that stress.
Consider what you actually lose if the sales call doesn’t go well. Half an hour of your time? One application worth of makeup? A few minutes of research? Yes, sales calls are an opportunity to make money, but that doesn’t mean every single one has to be successful. If the lead isn’t aligned with your business, it’s okay to send them elsewhere. And if they’re not excited to work with you, you don’t really want them on your client roster anyway.
If you can make this simple mindset shift, you’ll be more confident on sales calls and feel less guilty when they don’t work out.
The better you understand your business, the better you’ll be able to sell it!
A confident CEO is someone who knows their business like the back of their hand and loves it deeply. If you want to step into your role as business owner, you have to get clear on your money and mindset! Click here to download my Financial Clarity Guide and become the calm, cool, confident CEO you’re meant to be.
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