What can you do to better convert your leads during phone conversations?
Today, let’s talk about perfecting your phone sales or at least fine-tuning your phone sales skills so you can do way better at it, get the right clients that you want, and get more closes.
Our guest on today’s episode is Taylor Welch. He is an entrepreneur and the Co-founder of Traffic and Funnels where he runs the copywriting side of things while his partner is in charge of paid traffic – a perfect fit! They work with service-oriented clients through a consultative coaching approach. They basically build funnels to produce inbound clients, applications, prospects, and help them build a system that can do a lot of the heavy lifting of the sales process.
Here are the highlights of my conversation with Taylor:
Taylor’s coolest sales experience when he was the customer at a Lexus dealership
The biggest mistake people make with converting online leads through phone:
Getting on the phone with the wrong people
The people who invented the “direct response” world didn’t get motivation from writing the most potent copy ever, but it was to get in front of the right people. Choose a hungry market and a starving crowd. Repel the wrong people so you get on the phone with the right ones and not spend time deluded with the wrong type of market.
How to repel the wrong people:
- Be specific and on purpose about the type of clients you want to work with.
- Make them sell themselves into buying your product/service.
Let them apply to work with you to see if both of you are a great fit or not. Someone spending time and investing time with you, your brand, and your company is a prerequisite to them buying from you. Flipping it around where they fill in the application and there’s a chance they’re going to get rejected, they would sell themselves into buying something.
The next steps:
- Ask questions and figure out people’s challenges, their goals, and is it realistic that you can help them.
Cancel clients who are bad fits upfront shows that you respect their time. Then you make room for more people who might be a good fit. Using a script as a guide, get all information and things that people don’t want to talk about like their revenue numbers.
Your job is not to sell them but to help them make the right decision for their business and their life. You can’t do that without knowing some details behind where they are.
- Find out what is holding people back and what’s keeping them from hitting their goals.
What’s stopping them? The people who fight their way back from that always buy.
- Get people to be empowered at the end of the call to decide on what they need to do.
It’s a win for you even if they say no. That means you won’t have to work with people who are not the best fit. Don’t pressure people to make a decision on the phone.
Strategies for following up:
- Set up the following meeting on your first call.
- Show people you’re as authentic and integrity-minded as possible.
** Taylor’s company asks for deposit for clients to show they’re serious and they’re not screwing around. They make that deposit refundable so at the end of the day, they’re working with people who are at the top of the game and not just making the decision to work with them because they didn’t want to lose their money. They also don’t make time-based pricing because at a certain point it becomes unethical.
Strategies for doing phone sales:
- Start your day with rituals that keep you consistent.
Whether you do visualizations, affirmations, or readings, when you do these, you carry confidence with you the rest of the day.
- Be able to control how you feel about the process.
The big thing is mental. If you can control that, then you’ll be better at closing.
Taylor’s Major Takeaway:
Control how you feel about the game by insulating yourself with those rituals. It’s so rare for someone to have the consistency in their morning rituals. Even evening rituals determine how you start the next one. Be consistent.
Check out their website www.trafficandfunnels.com/blueprint-checklist and watch their interesting video about how to position yourself and create the “velvet rope” system as well as their KPIs and some behind-the-scenes into their personal funnel to see how it works.
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