Sales calls are inefficient for booking clients. Here's why...

Last week I ran a poll for my workshop attendees asking them 2 questions:

1. On average, how many sales calls do you do per month?
2. Out of every 10 calls, how many become clients?

I stopped doing sales calls almost 4 years ago because I found them a waste of time so the results were not surprising to me at all.

As you can see, the majority were only booking 1-5 sales calls per month (which indicates a problem with audience size/number of leads, offer and/or messaging)

And the majority were only booking 1-2 clients out of every 10 calls.

That's a 10-20 % close rate which, from what I've seen, is the typical industry standard.

Let's say a sales call lasts for 1 hour.

That means you're spending 10 hours on calls to book 2 clients at best.

I'm not great at maths but that's 8 hours of wasted time.

And time is the one thing you can NEVER get more of.

I don't know about you but I'd much rather be working with clients, hanging out with Harry & Evan or riding my bike than sitting on calls with people who were never going to say yes to working with me.

Here's why the typical coach sales close rate is so low:

1. You're getting on calls with people who are not looking for what you offer

Many coaches are not clear on who their Best-Fit Client is (they think they are, but they aren't)

And most coaches haven't been taught how to qualify their prospects and make offers to the people who are ready to buy but rather to book as many sales/discovery calls as possible in the hopes they can convince them to buy.

2. You haven't done any pre-selling

You've been taught to hide all the details of your program, how it works and the price until the end of the sales call.

It's too much information for your prospect to digest at the end of the call and asking them for an immediate answer sends their nervous system into overload and puts them into a dysregulated state where they don't feel safe saying yes, resulting in an objection of some kind.

3. Your prospects are questioning you & your solution

Most prospects have already tried to solve their problem or achieve their desire, both by themselves and by investing in help.

If the first time they hear about your expertise, your process and your program is on the sales call they may be questioning how you and your solution is different to everything they've already tried.

They will give you objections because they don't trust that you'll help them achieve their desires or because they can't see how your solution will get them the outcome they are looking for.

There are more reasons but these are my top 3.

Tomorrow I'll be back with another post about what you can do instead of getting on 60-minute sales calls.

(if you're impatient like me and don't want to wait you can watch the recording of last week's workshop here, where I explained all of this and what to do instead in detail)

Send me a message or comment below if you have any questions

Otherwise, see you tomorrow

In your corner

Ann

P.S. When you're ready, here are 3 ways I can help you simplify your business and book more clients:

1. Watch my free workshop on Content That Results In (Almost) Effortless 2-5k Sales

This workshop is for coaches & experts who create content (or want to) as part of their marketing process and would like to attract high-level prospects who are ready to buy and streamline their sales process. Get the replay here now

2. Stuck & looking for a breakthrough?

Book an UNSTUCK session for only $297 where we'll chat about you, your biz, where you're trying to go & what's REALLY stopping you. Then we'll map out a simple plan that will get you unstuck & moving towards your goals again.

3. Join The Client Accelerator & build a simple, low stress business

Want to simplify your business, free up some time and consistently book higher paying, better-fit clients into your $2k-$5k signature program, WITHOUT ads, funnels, 60-minute calls, websites, sending DM's, hours engaging on social media or "handling" objections? Send me a message saying CLIENTS and I'll send you the details.