Getting leads to show up for the sales call is the first step in actually selling something 🙂 So what’s the best way to make sure that your prospective clients will show up? Here are 3 simple things you can start doing today to help you increase your show up rates and start closing more sales:
PRE-CALL YOUR PROSPECTS
Yes, you read that correctly, call them before the scheduled call. Ideally call them shortly after they book the sales appointment. It’s not about being pushy, it’s about continuing the momentum. Your prospective client is busy and there’s a lot that can happen between the time they book the call and the meeting itself. The more you can do to keep the issue or topic top of mind, the more likely they are to stay engaged and show up. Many clients I work with have a dedicated “call setter” who contacts the prospect after they schedule the appointment. The purpose of this call is to do 5 things:
The Purpose Of The Pre Call
- Confirm the contact details for your prospect.
If the number is a fake, they’ll be removed from your calendar, freeing up a valuable time slot.
- Confirm the candidates qualifications. Even though you may have asked qualifying questions on the application, this is a great time to confirm that they are a sales qualified lead. If they find out this person is really a broke college kid living in his parents’ basement, he may not be a great fit for your $25k program, so he’ll be removed from the calendar, freeing up a valuable time slot for a qualified candidate.
- Confirm the appointment details. Take the time on this call to verify the sales appointment details. The date, time, how they join the call. You might find out that they’re motivated and would have loved to have spoken with someone today but couldn’t find a time on the calendar — expedite the process as much as possible to keep that momentum going.
- Give them pre-call homework. We’ll talk about this in more detail in the next section, but this is a great opportunity to pre-frame the sales conversation before it ever happens with some “homework”.
GIVE PROSPECTS PRE-CALL HOMEWORK
Pre-call homework is a great way to control the narrative, pre-frame the sales conversation and begin to address common objections before the sales call even happens.
I like to use a specific landing page to pre-frame the call. The page has 5 important elements:
- Your Story. Story is a powerful sales tool, so why not tell your story? Your prospect isn’t looking for perfection, they’re looking for a trusted guide to help them on their journey. Share your story of struggle, realization, overcoming issues and ultimately achieving the goal. Your prospects can relate to the struggle and believe that success is possible for them too!
- Your Proprietary Framework or Unique Selling Position. This is also a great opportunity to remind your prospects about what makes you and your program unique and different than other things out in the market today.
- Testimonials & Social Proof. Let the results of praise of your raving fan clients speak for themselves. Include powerful video testimonials and screenshots of social media comments from raving fans who are referring and recommending you.
- Recap The Offer. Recap everything they would get by joining your program. This includes all of the “stuff” or deliverables they’d get, but don’t forget the transformation and benefits — both tangible and intangible they’d experience as a result of working with you.
- Frequently Asked Questions. Using frequently asked questions on this page is a great way to begin to handle common sales objections.
This pre-framing content should give them the feeling of excitement while you establish authority and eases their fears or concerns. Give your clients every reason to say ‘yes’ before they get on the call.
Don’t rely on traditional emails , texts and voicemails that don’t help people connect with you (and don’t get replies either). But yourself back into your sales process. When people see you and hear you, they’re more likely to respond. The key to winning the fight for attention in someone’s crowded inbox can be as simple as letting your prospects see you! There are plenty of tools that make this super simple like Bombbomb.com. Take some time, review the prospect’s application and make the short video personal. The more personalized you can make it, the more likely they’ll follow through on their commitment.
Automating your sales process has its benefits, but it’s rehumanizing your communications in this phase that makes all the difference. Even though these 3 strategies may be manual steps to inject into your sales process, the benefits and the ROI far outweigh the time you’ll invest. Your ideal clients are worth the investment.