I’ll never forget that first sales call!
That time my phone rang back in 2011!! I had started my concierge business in late 2010. I was doing what I could to get my name out there. I was praying and waiting for that moment the phone would ring and I would get to have my first sales call as a personal concierge.
“Sales” was something I wasn’t familiar with – at ALLLLL. The whole sales process (not gonna lie) was uncomfortable for me. Now, I can rock those calls. Why? Because I know what I’m offering has tremendous value. I have witnessed it first-hand with my clients over the years.
Even when I’m selling one of my coaching programs or trainings – I have become VERY comfortable because I know what I’m offering will help those who say yes!
Ok, so back to that first call…
My first sales call was someone who was calling me to learn about my concierge business, myself and the services I offered.
I swear you never forget your “first”… It’s kind of like your first LOVE, but different. (lol)
I don’t think you’re ever fully prepared for that moment. You’re so excited. And often so nervous at the same time.
How about you? Do you remember that first call? Perhaps it took a few weeks – it may have even taken a few months for that first call…
No matter if you’re a seasoned veteran or you’ve just opened your doors, there are things that will help you have a more successful sales call, and I want to share some VERY valuable insights with you this week!
The big question is: What to do when the call comes in?
One of the biggest excitements when starting a concierge business is when the phone rings!
In the beginning, it can feel like forever! You’ve marketed, you’ve networked, you’ve been spreading the word… all in hope and anticipation of this moment!!
So what do you do when you get a call? What happens when someone asks you about your pricing or how you work with clients?
My 5 Strategies for a Successful Sales Call Conversation
1. Always respond to calls within 24 hours!
(Whatever your policy is, just have it clearly stated on your outgoing voicemail)
When people decide now is the right time to get help, they typically need you “yesterday” so be sure to get back to them right away!
2. Don’t let them catch you off guard!
Yikes! This certainly happened to me more than once in the beginning… Imagine this! I’m driving home from a 2 hour networking gig, after I worked 6 hours during the day running errands for clients – going grocery shopping and picking up the beloved pooch from his groomer – when as I pull into my driveway, ring ring ring goes the cell phone!
I pick up and it’s someone who is “interested” in our services. I’m tired/ have to go to the bathroom and my kids are waiting for me inside the door. THAT does NOT set you up to have a good clear conversation with effective communication! If you are NOT in the right mindset to have a potential sales conversation, do NOT pick up the phone! You may just need 15 minutes to get yourself together, to put the dog out, or in my case to use the bathroom.
Allow yourself the time and the right energy and mindset to answer that phone!
3. If time allows for it, prepare for the call.
If possible, connect with your prospects via email before the call. This will allow you time to connect with them and send any necessary information you need to convey before getting on the phone.
4. Be prepared to explain “HOW you work”
Too many times, you forget to explain your process, whether you’re just starting out or even if you’ve been in business a while. Your clients want to know how you work, how you charge, and what the process “looks like”. Alleviate their fears and concerns by conveying your process to them in a clear manner.
5. Be prepared to demonstrate competency!
People want to do business with people who empower them and who can help. Sales conversations go awry when you cannot convey confidence and competency in WHAT you do. Be sure you are prepared to converse about what your prospect is trying to accomplish, what’s preventing them from accomplishing it, and positioning your capabilities as a way to potentially achieve their goal! Your most important tool is your ability to explain and exchange that information with your prospects so that they have confidence in hiring you.
Here’s the thing my friend. In the beginning it may take 20 – 30 – even 40 “NO’s” before you hit a yes. There’s nothing wrong with YOU or your company. You may just need to hone in on your skills a little bit. And the more you do it… The better you’ll become ?
Kelly
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Welcome readers! If this is your first time reading my blog, thank you for stopping by! As a concierge who has built a successful business, I have decided to help other budding entrepreneurs do the same! As the Founder of The Concierge Academy I write about specific topics and marketing strategies that Work for our industry!
It’s not always easy to build a service-based business. Many see it as an intangible, but you can build a profitable and flourishing concierge business!
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