Money moves through your business via sales and if you’re not making enough sales, chances are you don’t have enough sales calls coming through. So why aren’t you? That’s what I’m going to cover in this week’s episode and how to get those bookings flying in!
Hello lovely, it’s Yasmin Vorajee from Tiny Time Big Results. And today I want to address the question of why you may not be getting enough sales calls booked in.
Why you don’t have a diary full of appointments with qualified prospects and people who are eager to work with you.
This can happen to every single business when suddenly you might have enjoyed a really great run of sales calls booked in and then nothing.
Or you might just be experiencing a bit of a drought in your business.
So I thought I’d address some of the reasons why you might not be getting enough sales calls booked in.
Now the very first thing that I want to address is the question of what is enough?
You know if you’ve got tiny time and you’ve got 15 to 20 hours a week for your business, then chances are a big chunk of those will be for sales calls but you wouldn’t want to have say, 20 sales calls booked in because that’s all of your time pretty much gone.
Of course, it depends how long your sales calls are, so when it comes to a Tiny Time business, we have to know what that number is.
And this is really important and it’s something that I address in my book Tiny Time Big Results. If you haven’t got a copy, get a copy!
It’s something that I address because I don’t think that people pay enough attention to this. How many sales calls do you actually need for your business, for you to be able to bring those sales in and to make the income that you want and to hit your monthly goals and your targets?
You see the reality is, you might only need two clients every single month. So instead of thinking, ‘oh my god I’ve gotta have 20 sales calls every month’, imagine you have a 50% conversion rate.
That means that if you convert half of your calls, you only need four calls booked in.
So it’s important to understand what the number is for you in your business.
If your target is 5 calls per week, then that’s your number.
If you only have one booked in, then your focus is to get more booked in.
But if you have four booked in, that’s good. You don’t have to panic. Not that I recommend panicking as a business strategy because it very rarely works!!
So first think about your numbers. How many do you actually want to get? Go back over your data (if you’ve been tracking it) and see what your conversion rate is.
And that can help you to determine how many sales calls you actually need to get booked in to your diary.
Secondly, think about how you’re positioning the sales call. Most people know that when you’re booking a discovery call or a strategy call that there is an element of sales to them.
It doesn’t mean that it’s a pushy call or anything like that. It just means that it’s an opportunity for you to connect with someone who might be interested in working with you and them finding out more about how you work and whether it’s a good fit.
For you as the business owner, it’s also an opportunity to determine whether that person is a good fit for you. You’re interviewing both ways. It’s not just them interviewing you and you’re saying please give me the business.
It goes both ways.
Take care in how you position it. You don’t want to be putting out lots of offers for calls where people think that they’re gonna get something from you and then you give them something completely different.
They then feel pressured because they suddenly think ‘oh this is a sales call. You said it was a coaching call‘.
When it turns that way and you have not been upfront about it in the first place, then that can be really uncomfortable. It can be awkward and it doesn’t leave a good taste in your mouth.
You want to be very open and honest and transparent about what you are offering.
So, I offer a strategy call. I sometimes call it a triage call.
When you go to the hospital, a nurse does triage where she looks at your symptoms and goes over what the problem is and then makes a decision based on that. And I do that on my calls.
It’s an opportunity for me to be able to understand what that person is struggling with and for them to understand as well as they may not have the clarity yet.
But it’s through the questions I use that it can help people get very clear about why they’re not getting the results they want.
I’m very clear about that and in my calls, I want you to walk away with ideas and plans that you can start to implement, even if I’m only talking to you for a short period of time.
The key thing here is that when somebody books a call with you, you must be transparent about what the outcome is going to be and what they will walk away with.
I book discovery sessions and strategy sessions with people who I’m interested in working with because I want to get to know them and I want to connect with them.
I don’t get flustered about the fact that the person may potentially sell to me. I want them too! They’re selling something that’s really valuable to me and they are providing a service.
Keep reminding youtself about that – you are providing something that person really wants. So there’s no reason to get icky about it.
Let your monkey mind be quiet!
Approach the sales call with a sense of detachment from the outcome. It’s a lot more enjoyable!
And sales calls are a great way to research your audience and to make sure that you are targeting the right people and you’re using the right words for your copy.
Thirdly, how visible are you?
Are you putting the call to action on your blog posts, are you putting it in your videos?
Are you telling people about it? This is crucial.
Is your booking form hidden on your website?
Do they have to go looking for it?
Are you being visible enough and letting people know how to book time with you?
So to recap, when you are looking at why you might not be getting enough calls:
- look at the numbers, how many do you actually need?
- look at how you’re positioning it;
- how visible are you about telling people that you have this option.
I hope that’s been useful for you today.
And if you would like my help to grow your 20 hour week business and get the most out of your limited time, book a Strategy call today and let’s talk.
On this call, I will help you determine what stops you from making great money in your 20 hour week business and how to boost your productivity so you get more of the right things done in the time you have.
You want a lucrative income in 20 hours a week or less.
I know how to do that. Let me help you.
Take care. Love and hugs,
P.S. Have you got my free guide, The Lucrative 20-Hour Week Game Plan yet? Click the image below and get instant access!