by Amanda Loveland
Do you feel like you’re constantly chasing down the next sale? Or following up with people only to reach their voicemail repeatedly? Or asking, “Why is this so hard to sell,” on a regular basis?
Teaching people how to sell in a genuine way makes me massively aware of the sales processes that exist in the world that DO NOT WORK.
My clients often share that it seems difficult to get a “yes,” and even more difficult to follow up without feeling pushy. People often share that they’re not sure when to call, or whether to call at all, or what to say when they do call.
To support you in mastering your own sales process, and to feel totally genuine about your follow up system, I’ve outlined below what (after years of teaching sales processes to entrepreneurs) I consider to be the BEST possible sales process… ever.
This process will ensure you’re reaching out to support your potential clients & customers without pushing them into discomfort, AND make sure that you’re efficiently and mindfully inviting them to invest in themselves through your service or product.
Step 1. Contact each lead within 24 hours by phone
I’m going to repeat that last part… BY PHONE. If they do not answer the first time, I do not suggest leaving a message. Rather, call 24 hours later with this message: “Amanda Loveland here. I have a quick question for you. Call me at (5**) 2**-8*** as soon as you can.”
Tip: The reason I say, “quick question,” is because I actually have a question for them. It’s not to manipulate them… I want to ask if they’d like to talk further about their business idea, because I’m super interested in it.
Step 2. Be honest
Once you get on the phone with them, have a quick (5 minute) conversation, and state honestly why you’ve reached out. I like to say, “I was thinking about our conversation, and I would love the opportunity to talk with you more about your business idea. Is that a conversation you’re open to having?”
Tip: Do not assume this is a sales opportunity. Rather, be curious about them and what is going on in their life. Throughout the conversation, if you get the sense you can help them, say something like, “That sounds like something I could help you with, but I would like to learn more just to be sure.”
Step 3. Schedule an intentional sales call
Once they’ve shared a little about their situation, interest, or idea, and you have mentioned that you think you can help them, schedule an intentional time to discuss your product or service. If you want to dive right into the sales conversations, you can ask, “I have 20 minutes right now, are you available? Or would you like to schedule a conversation for tomorrow?”
Tip: Know how long the sales portion of your call will take, and be upfront with them about that time.
Assuming they say “yes,” how long will the conversation take?
Ask them to schedule you in for that amount of time.
Step 4. Identify questions that you’ll ask everyone.
Be clear about what you need to know in order to be certain you can help them.
What are the 2-3 things you need to know?
Those are the only questions I take into a sales conversation prepared to ask, everything else can occur organically, based on various interests and mentions that you share throughout the conversation.
Step 5. Get to the point
After discussing your questions, state what the service or product is that you think can serve them.
Have a clock near by, and if 50% of the call passes without you taking this step, you’re stalling.
Call yourself out, and transition the call from a friendly conversation into an official sales conversation by stating a summary of why you think your product or service will help them (and make sure you ask if they’d like to hear about it).
Tip: Be genuine about why you think your product or service will help them.
Don’t use the same lines on everyone.
(Frankly, if you’re stating the same reason why your product or service will help to everyone, then you’re probably not listening to what people are saying.)
Find what they need that you offer, and speak to that.
Step 6. State your price and be silent.
Be clear and concise about what your package or product includes. Rather than saying, “Weekly calls to overcome boundaries, discuss faith, and blah blah blah,” say, “Weekly 45 minute calls with me.”
The details of your service or product should only take 30 seconds or so to review (and this should occur RIGHT before you give them the price).
Ask if they have any questions, then state the price and shush… literally. (If it requires that you paperclip your lips shut right after you say the price, then do it.)
Step 7. Close the sale
Collect Payment. NOW. It is so, so important that you collect payment on the spot. If your payment process requires them to log on to something to make the payment, walk them through it while they’re on the phone with you.
Tip: Collect payment NOW. If you still don’t understand the importance of doing this, read Step 7 of the Genuine Sales e-book, which can be downloaded HERE.
Step 8. Lighten the mood
Making a sale can bring up tension, excitement, and fear for you and for your new client. I like to get excited with the person by stating things like, “We are going to have so much fun!” or “I cannot wait to get started!”
Step 9. Let them know what the next step is
One of the biggest mistakes people make after a new sale is end the call with a dump truck of information.
What most new clients & customers need is time to process the person they became when they said, “yes!” to themselves.
The only suggestion I make is to relax and enjoy this new and immediate version of themselves – this might include breathing outdoors, taking a walk, or taking a nap.
If there is an appointment that needs to be scheduled, or homework to be completed, I let my new clients know that I will send an email with next steps within 24 hours.
Step 10. End the call
Be respectful of the time you’ve asked them to schedule with you. Let them know you have another appointment to run off to, and end the call on time.
Tip: If you ever find that the time is “running out,” I suggest mentioning to the client or customer and asking if they have an extra 10 minutes to continue, or if they’d like to continue the conversation later in the day.
After you’ve completed these steps with your potential clients & customers, take the time to appreciate the expanded service you’re now doing for the world.
Celebrate yourself – breathe in the abundance, get some fresh air, or do a little dance to Meghan Trainor’s ‘Me Too.’
And now, sale away, love.
Before the age of 30, Amanda Loveland built a six-figure coaching business, founded Wealth University (an online school for entrepreneurs in their 20s & 30s), and created the Genuine Sales System (a unique approach to finding your authentic voice in the sales conversation).
She was recognized in 2015 by Mary Morrissey with the Dream Builder Award of Excellence for her uncommon success in the coaching field, and is certified as a Dream Builder Coach, a Parent Coach, and a Nonprofit Leader.
Find gifts, resources, and courses that show you how to build an empire, hustle-free, at amandaloveland.com
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