How to Have a Sales Call
What do you think of when you hear the term ‘sales call’? Probably something along the lines of cold calls, random numbers and just overall frustration. However, I want to tap into sales calls in a positive way. Sales calls can be huge for your business. However, you want to be able to accurately sell yourself without sounding like a car salesman. When done correctly, sales calls can be huge for your business. Here’s why you should and how to make the most of it:
Connecting with your client
First of all, sales calls allow you to connect right off the bat with the client. They can get a feel for your style and past work through your website but not you as a person or what you can do for them individually. Having an initial sales call helps connect you with the client, allows you to answer any questions and increases the chance that they will follow through with you as a designer. Along with this, you also get to know the client and are able to pick up any red flags that may make them someone you do not wish to work with.
Prepping for your sales call
Before getting on a call you want to have an idea of who you are going to be talking to. This is where the client research takes place. Familiarize yourself with the client, what their interests are and what their business looks like. You can also spot some changes that they may need in order to make suggestions on the call. Finding out this information beforehand allows you to be fully prepared and positions you to appear as an expert to the client.
Presenting the price
On a sales call you will more than likely cover pricing. While you may not know exactly how much it will cost upfront, it is good to give a higher ballpark quote just to give them an idea of how much you charge but also give yourself a little wiggle room with pricing. You would much rather surprise them with a lower price than a higher one! Another helpful tip is to try to find out about how much their business is making to discover how much they are willing to spend.
During the call you want to have a goal to focus on. What is the success in this project? What does that look like to them and you? Why are they hiring you versus DIY-ing it?
Looking for warning signs during your call
Coming back to red flags, you want to be able to pick up any abnormalities right off the bat. If you notice things like them being late to the call, not listening to what you have to say, barking orders at you, etc. then trust your gut. Is the money that you are going to be making worth working with someone like that? I am a fan of saying, “If it’s not a hell yes, it’s a hell no.”
At the end of the day people buy from people. Come prepared, know your stuff, but also allow yourself to be you! If who you are is not going to mesh with the client then you do not want to be working with them in the first place. Know that you ARE the expert. Have confidence even if you do not feel confident because that speaks louder than anything you may be saying.
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How to Book Big Budget Clients in your Design Business
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