Katie McManus shares three tips for first sales calls with corporate clients: listen and ask questions instead of pitching, schedule a follow-up to present tailored options rather than selling a package upfront, and identify decision-makers and stakeholders to secure buy-in.
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If you're going after corporate coaching and consulting clients, then here are three things you want to do on that first call to absolutely nail it. By nail it, I mean get them to say yes and buy from you and give you the money and sign the contract and all that stuff. Oh, and hi, I help ADHD business owners make more money in less time with your distractions by showing you how to discover your profitable niche. Design an offer that they are starving to buy, and I train you how to market and sell your services without wanting to vomit. I'm Katie McManus, business strategist and money mindset coach. In my last couple videos, I shared a three pitfalls that you want to avoid as you're going through the sales process with a potential corporate client. And number two, tips on how you can get on a sales call with them in the first place. How do you prospect for them? But I absolutely love that this is the next question that was asked. So how do you nail that first call so that you ultimately end up with a high paying client? Well, there's a lot that goes into this, but here are three things to start with. Number one, you need to listen. You need to ask them a bunch of questions so that you can deeply understand what the problem is, what their desired outcome is, and stop talking. Most people go into these kinds of conversations thinking that they have to present something, that they have to like, show off and really showcase their stuff. Actually, that's the last thing you want to do on this call because people buy from people that they like. People buy from people that they trust. How do we come to the point where we like and trust someone when they've listened to us? So stop talking and start listening. Number two, unless your package is fairly simple and their need is fairly simple, don't try to sell anything on this call. I know that sounds crazy, right? Because this is a sales call. But here's what you need to remember. They're not just looking for a solution, they are looking for the right solution. So at the end of this call, what you're going to do is you're going to schedule the next call where you're going to present the different options that you have to sell them. When you create space like this, you show them that you are incredibly thoughtful and that you are customizing a program for them based on their problems and based on their their desired outcome. And number three, as you're talking to them, you need to understand who the key players are. Not just the people who are responsible for making this decision, but also the people who are going to be impacted by this, because any one of those people can start feeling threatened by you being brought in, and you want to make sure that they see that you're on their side so that they don't throw a monkey wrench in the whole situation. And those are three ways that you can absolutely blow away a prospective client when you're going after corporate business. If you have more questions, pop them in the comments. And if you want more tips and tricks like this and like and follow for more.
