What is up everyone.
Welcome back to my channel, the number one place for new coaches, content creators and
entrepreneurs.
In today's video, I really want to talk about a topic that a lot of new coaches are terrified
with and that is sales calls specifically key mistakes that you might be making that
sabotaging your chances of landing that prospective client.
I know when I was first starting out with sales calls, I was terrified.
I had so much anxiety before hopping on sales calls and also that was when the peak of my
imposter syndrome would rise, which by the way, if you have imposter syndrome, make sure
you check out this video right here as well.
Anyways, if you want me to save you some time, save you some headache and actually point
out some five key mistakes that you might be making in your sales calls, then I want
you to keep on watching.
All right, so let's dive into the first mistake and that is not setting the stage.
Now you might be wondering, what the heck does that mean?
Well, setting the stage is actually setting the intention and setting the frame for the
call.
A really big mistake that a lot of new coaches make is that they don't set the stage.
They don't position themselves as the expert and therefore they let the client take over
the entire 30 minutes that they have together.
Now, let me give you a clear example of what I mean by setting the stage for me.
The moment that I'm hopping on a call with a prospective client, the first thing that
I say is, hey name, I'm so excited that you agreed to hop on a call with me.
I cannot wait to learn more about you.
Now, just so that we're on the same page here, the reason why we're hopping on this call
is because you're interested in potentially working together.
Am I right?
Is that correct?
Now, this is a very powerful question that you want to ask from the get go and the reason
for this is unfortunately, a lot of people confuse discovery calls with free coaching
calls, which is not what this is.
You do not want your perspective client to come into this call thinking that it's a free
coaching session.
It is absolutely not.
Rather it's more of an interview.
It's more of a process to understand if you and the client are compatible in working together.
That's why right from the get go in the beginning of your call, you got to set that environment
so that your client knows that you are the one that runs the show and that the purpose
of this call is to make sure that you guys are indeed the right fit.
Not only this, by asking this question and making sure that you guys are on the same
page, it also filters out the people who aren't serious versus the people who are.
Now, obviously you would have application forms to really filter out people's seriousness.
However, unfortunately some people do manage to slip through.
That's why by asking the question, if someone says, oh, wait, no, I thought this was a free
coaching call, or, Oh, no, I actually wanted to make sure of something, or, Oh, no, actually
I wanted you to review something of mine.
Then you know why they're there and you can nip it in the bud right away or at least you
can actually talk to them and make sure you can get them at the same level, but all in
all make sure that you are setting the stage before you even have a full blown conversation
with this person and 20 minutes in realizing that you're trapped in this free coaching
call that you did not sign up for.
Now moving onto the second sales call mistake that I see a lot a new coach is making and
that is trying to be BFFs with your prospect.
Now I have definitely fallen victim into this and it's very common that new coaches forget
that they are actually the expert and instead because you want to close the sale or because
you want that prospect to like you, you think that becoming the BFF is actually going to
help when in fact it's actually going to hurt you.
And let me tell you why.
When you try to be BFFs with your prospect, you then put yourself at either an equal level
or at a lower level than your prospective client, and that's the issue.
You are the expert at the end of the day and you gotta be treated like an expert, not a
best friend, an expert, a professional.
That's why do not try to be BFFs with your prospect.
And what this can look like is saying random things like, oh, hey girl, how's it going?
What's your favorite restaurant?
You know, what's your favorite color?
Oh my gosh, I love what you're wearing.
It's so cute.
Now, if that's your style, that's great, but I'm telling you from experience, if you're
trying to be BFFs with your prospect, it's going to be very awkward when you transition
to actually asking them for the sale.
That's why you want to make sure you're professional.
Now, that doesn't mean you have to be ice cold on the call, but at least you know your
boundaries when it comes to acting like an expert versus acting like someone's best friend.
Now I'm also going to throw in a bonus tip.
One thing, especially when I was starting to, I made a mistake on is when I was hopping
on these sales calls, I was always asking myself, oh my gosh, what if they don't like
me?
I hope that they like me, but later on I realize that the mindset shift you got to make is
going onto these calls and asking yourself if you even like them, remember this is your
turf.
When that person is hopping on the call with you, that is your home base, not them yours.
That's why you got to own up.
You got to boss up and realize that it is you choosing whether or not you want to work
with them at the end of the day because it's your business and not the other way around
and when you actually make this mindset shift, your sales calls are going to be a lot more
powerful and I guarantee you are going to be a lot more confident now with that mistake
out of the way and the next one is talking more than you are listening now.
This is a really big one and even though a lot of people understand this, they actually
don't really put it into practice.
Listening is one of the hardest skills to master, and even for me, I always want to
talk, however, that is not the place when it comes to sales calls.
Just because you're talking doesn't mean that you're actually selling and if anything, being
quiet, absorbing the information, really showing the prospect that you're listening to their
needs is what's truly going to help you close that sale.
Not only this, like I mentioned earlier on in my video, sales calls is not the place
to be doing free coaching.
A massive mistake that I see a lot of new coaches making is that they automatically
want to help the client.
They want to coach them, but guess what's going to happen if you do this?
Not only is your prospect going to walk away potentially feeling even more lost and confused,
you might actually risk closing that sale because you're doing free coaching or free
consulting on the call.
That prospect might think, oh great, now I have some action steps that I can do, so maybe
I don't need to hire this coach and maybe instead I'm going to do it myself and then
I'll hire this coach later if I feel like it.
That's a huge issue not just for your business but also for that prospect.
You're doing a huge disservice to that client if you're giving them the answer right away
in a 30 minute call because we all know that a business cannot be built in 30 minutes.
That client probably really needs a lot of help, but if you're just giving them a bandaid
solution, letting them walk away without the tools to actually execute, oh, that client
is not going to have success.
That's why you want to make sure that you aren't giving free coaching on this call and
instead you're focusing on understanding of this client is the right fit.
If you can help with this client and in order to do that, you got to listen.
In addition to this on the topic of listening, you also got to make sure that you're not
reading off a script.
Now I'm someone who is honestly listened.
Too many sales calls from my own clients.
And I'm a tell you right now, it's very obvious when you're reading off a script, you sound
robotic and not only this, you're so focused on remembering what you have to say next on
that script that you aren't listening.
When I'm actually listening to some of my client's sales calls, I can catch a lot of
things that they missed out because they weren't listening to that prospect and because they
weren't listening, you miss out on crucial information that's actually going to help
you land the sale.
That's actually going to help you serve that client even more on that call and position
your program in a way that is valuable enough for that client to invest.
But again, if you're not listening, you're gonna miss out on a lot of those key nuggets
of information that your prospect is feeding you on a silver platter.
But because you're so distracted and your mind is elsewhere, thinking about this damn
script that you're trying to memorize, it's not really gonna work out well for you.
So that's why you got to make sure that you are present on these calls.
Now obviously if you are new, it's very hard to master this skill and all it takes is practice
and that's kind of the last tip that I have for you.
It's not a mistake, it's a tip.
Practice makes perfect jump on more sales calls it just to have the practice, especially
if you're beginning, if there's a prospect that you don't know if it's the right fit,
just take the call anyway.
Practice your skills, especially in a low commitment environment.
Now, so far in this video we talked a lot about sales call mistakes, but just because
you have a really robust sales process doesn't necessarily mean that your prospect is going
to invest in you.
That's why I want you to hit the notification bell because in my next video I'm actually
going to talk all about how you can stand out in a very competitive environment.
Take me for example, I started my coaching a year ago and already I have a hundreds of
students enrolling in my programs and services.
That's why I want you to hit the notification bell because I am going to spill the beans
on how you can stand out in a saturated market.
Now, while you wait for that video, I also want to make sure you are checking out these
two videos right here.
I talk a lot about mindset, marketing, coaching, entrepreneurship, all the good things like
that.
So make sure you are checking out these videos.
In the meantime, as always, guys, I appreciate you.
I hope you guys have a great day, a great week, and a great life, and I'll see you in
the next one.
Bye guys.