#142 - 3 ways to ditch sales calls

If your clients don't love them and you don't love them and you, they're taking up too much time, of course, why wouldn't you ditch them if you could find a way to continue to make sales at that same level? Right.

This is the Doing It Online podcast with your host, serial entrepreneur, 6 and 7 figure funnel strategist and super nerd Kate McKibben. Where every week we're here talking nerdy and sharing the things that actually work to help you do what you do online. But better, easier and with a ton more profit too. Are you ready? Let's do it.

Hello. Hello everybody and welcome to episode 142 of the Doing It Online podcast. I'm your host Kate from HelloFunnels Co and today we're going to talk about one of my least favorite things in the whole online marketing world. And that is sales calls and more specifically, how you can actually ditch them. So we've got three ways that you can eliminate sales calls from your life in this episode. So let's dive right on in. Alright guys, let's kick off with of course a little bit of a. Why would you want to get rid of sales calls 101? So this episode is obviously not for those people out there who love sales calls. If you love sales calls, keep doing them. It's your business, you know, your business, your rules. But the reality is most people out there do not love sales calls. Most of us didn't get into business because we love sitting on the phone selling to people. In fact, we got out into business to be able to maybe sit on the phone and help people or to do it via our programs or however it is that you do it. So you know, given that most of us don't love it, but it's always kind of been sold as this thing you, you know, this like taxes, right? This thing you have to do. You're never going to enjoy it, but you have to do it. But what if you didn't? So reason number one why might want to digitize is you just don't love it. Like you don't have a calendar full of things you don't love. Reason number two is they are so time consuming. Most of us, again, most of us are not actually salespeople. We are experts in other areas. And given within that no matter how much sales training you might go and do, your conversion rates are probably not going to be at that level of a professional salesperson. So it probably means you're doing five, possibly one hour sales calls maybe to Make a sale. Like I think the average is around about a 20% conversion rate for an okay owner based conversion rate. So that's five hours you are on the phone five hours you could be doing something else to make a sale. So too time consuming and it's time that you're not loving. It's stuff that's not lighting you up, that's draining you, that's then going to set you up to not be able to serve at your highest level beyond that. And another reason why it might be time to ditch the sales calls and then this is something that everybody talks about is do you know what, you know how you don't love them? A lot of your clients don't love them either, you know, particularly it does depend on who you target. But if you are targeting someone who is busy, someone who is well aware of this space that we're in, who has, you know, they've been around the block a few times, they've attended a few of these, they know that that phone call they're booking in, that it is a sales phone call. Yes, I'll get some questions answered. But they know what the purpose of it is and they're busy, they don't want to do it. They're clicking on your calendly link and they're looking at all those times and going, oh gosh, I'm going to have to move the kids swimming or I've got my own client meetings that day or whatever it is. So if your clients don't love them and you don't love them and you, you know, they're taking up too much time, of course, why wouldn't you ditch them if you could find a way to continue to make sales, you know, at that same level? Right. So today we're gonna talk about three different ways that you can ditch the sales goals. So number one, and none of, first of all, put my caveat hat on, as I always do, is is not all these different ways are going to be right for you. So I'm not. Just because I'm suggesting them doesn't mean you should do them. I'm giving you some options and some pros and cons and then you can stop and have a think about what is going to work better for your business if you are ready to get rid of those sales calls. So option number one is, and this is one that not a lot of people will like, but is that you relook at your program or your offer, how it's structured and potentially lower the price and with that you know, remove some of the one to one or high touch delivery so it could then be sold in a purely automated way. So traditionally things under $2,000, again depends on your market, are able to be sold, you know, well, through automations, through launches, through, you know, low touch selling methods. Right. So that's option one, look at your program, can you pare it back or look at your offer? And I've had clients be extremely successful doing this. And again, I'm not saying this is the right thing for everybody or for every offer, but you know, if your offer, if it makes sense for the offer, if it makes sense for the target market of that offer. I had one client who was trying to sell, you know, high touch programs to people who are really busy and they realized that, and realized that actually they, because they were high touch, they were a high price point. Because they were a high price point, they thought they had to do sales calls and then they were speaking to these people and they feel like, oh, I don't have time to do any of this. They restructured their program so that it was DIY much suited their, their clients, time frames and you know, their clients, what they were sort of, you know, lives so much better. And because they'd removed themselves, they were able to charge a lower price point that was a automatable price point, a funnel friendly price point. And then they able to go out there, put it on a funnel and they went from maybe selling one a month of a $3,000 program to selling like 40amonth of a $500 program. So you see, it's like you get that fit right of market price offering, it can actually end up working even better. But like I said, not right for everybody. The second option is add a salesperson. So if you're sitting there going, look, I know with my clients I need to be able to talk to someone. They need to have that contact. They need to, you know, and it makes sense for your delivery, like it makes sense at your price point, it might be time to go out there and say, as with outsourcing anything in your business, this is not my zone of genius. I could be spending this time doing other things, moving the business forward. And I'm going to go and find someone who's going to come in and do this better than me and go and find a salesperson. And you know, personally, this is not a route I've ever gone down. I have seen people do it really successfully though. I think the main thing that you need to sort of be clear on with that is to make sure you have enough buffer in, in your pricing to be able to obviously pay the commission for that salesperson because that's going to be, you know, that's going to take another chunk out. So again, make sure it makes sense for your business to do that. Your third option, and this is one that we love and it works beautifully even for premium pricing, is to add a combination of an application funnel. Plus they call sell by chat or social sales, which really is like the application. It helps to make sure that the people who are coming through the application funnel, the people who are coming through, they're warm, they're excited, they've got all the information they need. And then you add on the extra layer of allowing them to be able to get those questions answered, to be able to, if they want, have a bit of a conversation back and forth via DMs, via text message, via whatever sort of medium is going to work for them. But to do it in a time and in a medium that is works better for them and that it's faster. Like when I know for a lot of people you give them the option of just email back if you've got a question. But email is slow and email feels like, when you write an email you feel like you have to be like dear such and such, please. You know, like you all of a sudden get all formal and it has to be a couple of paragraphs. And whereas something that's sent by text message or something that's sent via a dm, even if it's a voice note, it's generally briefer, it's generally more to the point and it generally the flow back and forth, it feels a lot more casual, a lot more friend. It can be quicker because they can quickly send off a message while they're cooking dinner. They don't have to sit down and be on their computer. So it tends to work better for people. Again, there's skill involved. Again, this might be something that maybe you start doing yourself and then you get a team member to do. But we found that the application funnel plus you know, the sell by chat sort of, it works just as well, if not better for us and for our offers and for a lot of our clients as well as doing sales calls. But the amount of time that it takes up is so, so, so, so much less. And it removes all those things with that time consuming of that doing the thing that you, you know, that just drains you instead. So that was three ways guys that you can ditch the sales calls from your online programs. Even from selling premium programs. Love to know if you've tried any of these or if you're thinking of trying any of them, hit us up over at hello Funnels over on Instagram. And if you you want to dive into this deeper, if you want to find out more about how you can start setting up systems and sales systems, an application funnel or something that's going to work to enable you to bring in those regular reliable sales, whether it's for a signature program or a premium offer. Make sure you come and join me. I've got a free live 90 minute coaching session and yes it is live. It's called Evergreen Sales Machine. We're running it next week. You can get all the details and save your seat at hellofunnels co coaching or just grab the link below in the show notes. Hope you can make it. Looking forward to seeing you there and I will see you all next week.

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