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Three Types of Calls to Make Sales For Your Service-Based Business

July 30, 2020

Sarah Williams

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So you’re having a hard time getting clients, are you? Don’t worry, you’re not alone. But just because you’ve had a hard time in the past filling your client roster doesn’t mean that has to be your reality NOW. But what do you do about it?

Easy. Get on the phone.

Okay, okay. I felt your eye roll. I get it. Being told something is easy when you’re over there frustrated that things aren’t working sucks, I know. Been there. But what if there were three different types of phone calls you could get on that would start generating your business?

Let me break them down for you.

 

Call Type No. 1: Market Research Call

Yep. Asking questions can generate interest, get you in front of your target audience AND sell your services. Go and find a Facebook group with your ideal client in it and put a call out, asking for feedback on a new idea. Here are some tips for getting on market research calls:

  • Genuinely be interested in receiving feedback. Don’t expect to sell. Listen. And when they ask how they can work with you or how to learn more about what you’re asking about, tell them.
  • When posting asking for help, make sure you emphasize that it isn’t a sales call and that it will only take 10-15 minutes of their time. If it goes beyond that and you have a great conversation, perfect.
  • Have some questions pre-written but listen to the conversation, make note of the obstacles and pain points they mention, and allow the discussion to be fluid. You never know what you’ll learn.
  • Don’t forget to follow up with a thank-you note!

 

Call Type No. 2: Strategy or Audit Call

It’s time to flaunt your stuff! Offering a free strategy session, audit (like an Instagram feed audit if you’re a social media manager or a sales page audit if you’re a copywriter), or any other sort of free, quick service is a great way to give value without taking too much of your own resources AND demonstrates your expertise.

Here are some tips for offering free (or discounted) strategy calls or audits:

  • Have a structure. You don’t want to put *too* much time into someone that will never convert. Having a structure that you follow and boundaries (like a time limit) is a great way to monitor your return on investment (ROI).
  • Focus on them leaving with 1-2 quick wins – things that they can execute or see results with right away, but make sure to leave them feeling like there’s more work to do (so they come back to you)!

 

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Call Type No. 3: Connection Call

Virtual coffee chats with new biz besties from Instagram are the best. It turns out a lot of us gals out there building our empires online are looking to connect with others in the same boat. Don’t EVER underestimate the value of your connections and network as a business owner. You never know if someone you hop on a coffee chat with will become a future client OR refer you to their ten closest people.

Connection calls are a great way to genuinely learn about what each of you does and explore how you can support each others’ businesses. A great way to hop on connection calls is to attend virtual networking events or to head on over to your favourite Facebook group of like-minded entrepreneurs.

 

But how many calls though?

How many calls you get on, and which types depend on your business model, your schedule and your comfort zone. And while I mention comfort zone, as an entrepreneur, it’s your job to push yourself outside of it. If you’re currently not hitting your income goals, it’s time to try some things and work a bit harder to get yourself where you need to be.

So try out all three types of calls! See which ones convert best for you and build it into your strategy. Plan for 1 call per week… or 5 calls per week… or 20! Whatever makes sense for you and your business to get you the results you need. These calls will help you build your network, as well as awareness around your business and the services you offer. Getting on the phone is a GREAT first step to growing your business to full-time income.

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