Short YouTube monologue by Katie McManus (Oct 2024) giving three concrete mistakes small-business owners make on enrollment/sales calls and how to fix them: (1) using a slideshow during one-on-one calls (creates distance and reduces trust); (2) talking too much — the prospect should speak about 80% of the time while the coach asks questions; and (3) failing to plan follow-up — instead schedule the next meeting on the call so the prospect gives a yes/no and doesn’t forget. The speaker frames the advice for ADHD business owners and invites viewer questions for future videos.
Here are the three mistakes that small business owners make that prevents them from getting clients on their enrollment calls. And I want to preface this, doing sales is incredibly difficult. I worked in sales for about half a decade and when I started my business, I had to retrain myself on how to sell my own services. And even my clients who come from a sales background, I have to retrain them on the sales process for selling their own service because it feels more personal. Feels like someone might reject you, not the thing you're selling. If you're finding this hard, you're not alone. But these three things should help. And these are three of the things that I teach my clients who go on to have multiple six figure businesses using these methods. 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. I train you on how to market and sell your services without wanting to Vomit. I'm Katie McManus, I business strategist and money mindset coach. The first mistake that people make is they try to do a slideshow. Now here's the thing about slideshows. They're great if you're talking to an audience, right? Because it gives everyone something to focus on. But when you're in an intimate situation where you're talking to an individual about them potentially buying your services, what a slideshow will do is it'll create distance. Okay. It'll become a barrier between you and them, which makes it harder for them to get to know you and to build trust with you. Okay? So having a slideshow, wow. They can be helpful in kind of like explaining what you do and how you help. It's not great for you to get the sale. The second common mistake is you talk too much. All right? So on a sales call, your prospective client should be speaking 80% of the time. You should only be asking questions and peppering in a little bit of information about the work that you do. And you should really only be talking about yourself and what they can buy from you as at the end. And the third common mistake is you do not plan your follow up. And I know, I know when you have a sales call with someone and they're like, oh, I need to think about it, it can feel super weird and cringe and kind of stalkerish to follow and be like, hi, do you have an answer yet? Hi, do you have any more questions? Hi. Blah, blah, blah. You don't have to do that. What you can do is on the sales call, you can actually plan your next meeting with them where they're going to give you an answer, either yes or no. And just planning the follow up means that they're not going to forget about you. So this person might have planned on working with you, but life gets busy. You know, they have other emails coming through, they forget to get back to you, and then after a while they feel really weird about it, like, oh God, you probably hate them, right, because they never got back to you and they kind of ghosted you. So they're never going to reach out again. So you get to save them from that anxiety. You get to give them an opportunity to, to give you a yes or a no. You're going to get so many more yeses this way, I promise. So those are the three mistakes that new business owners tend to make in their sales calls. Tell me, what other things are you struggling with? What other things do you want to know? Because I'm happy to make a video on it.
