Sales Lessons from the World of Speakers

When a prospect client reaches out to you for more information or to inquire about your fee, availability, or anything else, it is crucial to REPLY IMMEDIATELY! Adopting a “diva” perspective and assuming that clients will appreciate your perceived busyness is a misconception.

“Immediately” means responding promptly, not within the next hours or after several days. If you find it challenging to manage this yourself, consider hiring an assistant. Complaining about delays from service providers while subjecting your own clients or potential ones to the same treatment is unprofessional. You must decide whether to be a professional or an amateur.

Keep your promises. Avoid making commitments you cannot fulfill and adhere to deadlines. Treat others the way you wish to be treated. It’s better to lose a potential sale than to compromise your standards and jeopardize the quality of your service.

Lose that attitude. Boasting about your fee being a bargain compared to what others pay, doesn’t make you appear heroic; rather, it makes you seem inconsistent and negative. Similarly, bragging about your greatness and highlighting differences from your competition has the opposite effect. If you consistently deliver high-quality work, recognition will naturally follow, and excessive self-promotion won’t be necessary.

Enough with the follow-up myth. While the idea that “people buy after 5 follow-ups” is a common sales and marketing belief, it’s essential to recognize that it is not a hard and fast rule applicable to every situation or industry. Instead of bombarding your prospects with numerous messages, follow up once and genuinely listen to what they have to say. Seek their permission for further follow-ups and agree on a specific date. Respect their time and avoid overwhelming them with excessive emails, messages, or calls constantly asking, “Hey, where do we stand?” Show respect for their time, and focus on providing value during your interactions.

Where do you spend your energy? If you’re continuously bombarding people’s inboxes with informative emails every week, it’s time to reconsider your approach. While it’s essential to keep your audience informed, an excessive volume of emails can lead to numerous unsubscribes. Instead, gather your news, achievements, and offerings, and send periodic updates to your subscribers. Even better, engage with them beforehand. Before asking people to register for your newsletter, inquire about their preferences. Find out if they seek daily tips and inspiration or prefer monthly insights. By customizing your content according to your audience’s genuine needs, you can build stronger connections and provide more value.

Not all clients are the same. Some require more effort to build trust and make them feel secure, while others may be more receptive from the start. While it’s crucial to have your own principles and guidelines, simply stating, “That’s the way I do things,” might not be enough to win over diverse clients. Instead, take the time to actively listen to their needs and concerns, and strive to instill confidence in them about working with you. Understanding their unique requirements and adapting your approach accordingly can foster stronger relationships and lead to greater success in the sales process.

Make it easy for the client to work with you. While you may have a busy schedule and challenging days, it’s essential not to burden your clients with the weight you carry. Changing appointment dates, asking them to reschedule, or altering arrangements that are already in place can be messy and frustrating for them. Remember, your clients have their own responsibilities to handle. As a professional, it’s crucial to create an impression that everything is well-organized and under control. Minimize their stress by ensuring a smooth and seamless experience throughout your interactions.

Be clear from the beginning. Falling into the trap of trying to please the client by giving them whatever they want, can lead to problems later on. Remember, you are the expert in your field. Take the time to evaluate the situation and determine what is truly in the client’s best interest. For example, if a particular training is not the right fit for the client’s needs, have an open discussion with them and guide them towards the right decision. Sales is about building long-lasting relationships, not just closing deals for short-term gains. Saying “no” for the right reasons can have a positive impact that ripples through your client base and leads to more satisfied customers. Do what is right, not what is easy, and be transparent about your needs and expectations from the very beginning.

Send a call summary. You’ve had a great call with your prospect client and the next step is to send an outline or a proposal. What do you usually do? Well of course, prepare the requested material. No! That’s what everyone is doing. But, you’re different. You stand out from all the rest. So, what do you do? You send a brief call summary. Why? Because it’s a great way to make sure you’re aligned with what the client needs, you get to have a great reminder of what was discussed and can use it later when writing up that proposal or agreement, and because you care. That’s why.

Have a proper written agreement with clear terms and deliverables. When you’ve reached the stage where the client is nearly ready to work with you, avoid the temptation of simply saying, “No agreement needed, let’s shake hands.” While verbal agreements may seem convenient, written agreements provide crucial protection for both parties involved. By documenting all the essential details, you ensure clarity and prevent misunderstandings in the future. This practice safeguards not only your interests, but also your client’s. Formulate your agreements in a comprehensive and transparent manner, addressing key aspects such as scope of work, timelines, payment terms, and any other relevant terms and conditions.