Today’s blog focuses on the Differences Between a Digital Strategy Session And Sales Call. This is a topic I get a ton of questions about. I’m consistently asked how I “close” clients on the phone and my “sales tactics and tips” for bringing on clients.
My answer is always the same, and I’m not trying to be an ass. I always tell people that I don’t do sales calls and that I literally have zero sales tricks or tips to help you bring on more clients because I don’t use any in my business.
When they then ask me how I get clients, I tell them the truth. It’s NOT just semantics. I schedule and conduct Strategy Sessions with my potential clients, and if they’re right for what I do, at the end of our call, I have an Enrollment Conversation with them where I invite them to work with me. It’s actually the exact opposite of what most people associate with a sales call.
Here are two huge differences between sales calls and value focused Strategy Sessions that lead to Enrollment Conversations.
Difference #1- If you have 10 sales calls scheduled, your goal is to bring on 10 clients. If you have 10 Strategy Sessions scheduled, your goal is to enroll only the perfect client for what you do, whether that’s one, or ten.
In my opinion, this is the biggest difference between a sales call and a value focused strategy session.
Sales Approach & Mindset
The typical sales approach is to attempt to bring on as many clients as possible. Every lead is a potential client no matter how they fit into your business model. “Overcome all objections” and “Find the pain point” are typical sales strategy advice quotes. If after an hour phone conversation with a potential client, that client does not immediately become a customer, that is considered a failure to a sales person.
Strategy Session & Enrollment Conversation Mindset
When I am preparing for a Digital Strategy Session with a potential Digital Marketing client or coaching client, I am as cool and stress free as possible. I’m not worried about my “close percentage” or running through a list of potential objections that the client may have. During the call, all I’m focused on is understanding the potential clients problem, giving them immediate value during the call to help with that problem, and if it turns out they’re a good fit for what I do, talking to them about what it takes to partner with me moving forward. If they’re not a good fit, no big deal, I’ll do my best to point them in the right direction, recommend one of my free training programs if cost is the issue, or advise them on the steps to take before we should talk again.
Difference #2: A sales call is focused around “Going For The Close ” at the end. A Strategy Session is focused on giving the potential client value, and if they’re a good fit for what you do, having a conversation with them about what it takes to get a solution for their problem with you and your business.
This is huge! When I was first out of college I worked at a few call center like “inside sales jobs.” The tactics we were taught all came back to one thing, how and when are you going to “go for the close.” When I first started in business for myself selling websites to local businesses, I used this training and mindset and was constantly focused on “closing” and would congratulate myself and feel good if I “talked someone into going with me.” All this led to was poor clients, small deals and daily business issues and problems. Once I learned and implemented the concepts of conducting client Strategy Sessions around a client focused and problem focused structure, my business exploded, my stress level dropped to close to 0 and clients began to line up to work with me.
If you take one thing out of this post, take a mindset of service and value into your next potential new client call. Figure out what their real problem is (it’s not always obvious) and immediately try to help them overcome that problem. This will lead to more clients and sales then any cheap sales tactic or strategy.