Katie McManus explains why service-based business owners should expect to hear no on sales calls. If more than half your prospects say yes, your prices are probably too low. No usually means bad fit or cost, not that you failed.
Questions this video answers
One or two (≈25–50%).
About 50–75%.
Chapters
Do you know that it's actually a good thing when people say no on a sales call? It sounds crazy, but you actually don't want 100% of the people that you talk to on sales calls to say yes to working with you. If they do, then that means that your pricing is way too low, which is not good. You're basically being the bargain basement of your service. And what kind of clients do bargain basements attract? Karen's.
And if your name is actually Karen.
I'm sorry, it's just a trope. I. Hi. I help ADHD business owners make more money in less time with fewer distractions. By training on my build your own business method. I help new business owners discover a profitable niche, create an offer that people actually want to buy, and learn how to market and sell their services without wanting to vomit. I'm Katie McManus, business strategist and money.
Mindset coach, and that's Luna. Side note, she's a little grumpy because we went oystering this morning and we're waiting for our friends to finish clamming, and she's hungry because she hasn't had breakfast yet, but she'll be fine.
Anyway, back to you hearing no on sales calls. The ideal ratio of yeses to no's on your sales calls, if you're talking to four people, really, only one or two of them should be saying yes to working with you. Right, Luna?
She's so mad.
Which means that 50 to 75% of the people that you get on the phone with to talk about selling your service to should say, oh, I don't know, that's too expensive for me. And believe me, I have sold everything.
From gym memberships to Internet security to solar energy.
And it feels so shitty when someone says no to buying the thing that you're selling. But you know what feels worse is hearing people say no to working with you.
So if the mere idea of someone saying, no, I don't want to work with you makes you feel super squirmy and scared inside, know that that's normal. Even my clients who come from a sales background, I have to retrain on how to sell their services because it is so much more vulnerable. But here's what I want you to remember. When someone says no to working with you, they're not saying no to you 99.9% of the time.
What they're saying no to is the.
Idea of who they will be on the other side of working with you.
Through this conversation, they may just realize that it isn't something that they actually care about.
They may not trust themselves to follow through on doing the work to get the results with you that they want. Or in some cases, they may actually be afraid of getting what they want because what if they get it and they're still unhappy and that means that there's something wrong with them and sometimes they genuinely just can't afford you. But that's okay, because you, my friend, are worth top dollar. So go ahead and share this with someone who needs to hear this today.
