Most entrepreneurs want to know how to find their ideal clients online, but what do you actually do after you find them?
In this epsiode, I share with you the one thing missing that if you do in your sales, it’ll be easier to close new clients because from there you’ll actually have a baseline to improve upon to rinse and repeat.
Most people end up jumping on a sales call and two things happen:
1) You either just talk about why - why your product’s awesome, why they need you. This is what comes across as salesy.
2) Or you give the other person all the advice, strategies, tactics they need that they believe they don’t need you anymore.
How many of you have done that?
So what’s the 1 thing that’s missing from your sales that will make closing new sales clients easier? Making you have an establish sales process for your call. I’m not just talking about a script, but instead a sales process that allows you to take the emotions out of it and stay on track so you don’t overgive yet still serve and lead with the human connection.
Listen to this episode for more tips and examples.
Hello. Hello. It is Elizabeth tuning in to today's #TASTYYES! Tuesday. Today I'm going to be talking about closing new clients. How do you close new clients the easier way? So if you are tuning in, let me know that you're here. I am just going to do a quick check here. Going to make sure that we have tech that is working like it should.
So let me see here. Let me know if you can hear me. I think it's all good. I see myself. I think I'm good. Let's see here. Ah, awesome. Okay. It looks like I'm on. Say hi as you're coming on in, let me know what you're here for. Let me know what questions you have about closing clients, sales, what am I going to be really talking about?
So I know that you've probably heard it a million times, how you need to know your ideal customer, right? Everyone's like know your ideal customer, know your ideal customer, right? So I want you to stay tuned in because I'm going to share with you the one missing thing that I really believe will make it so much easier for you to close new clients.
Sales is really only about 20% of our efforts, okay? Believe it or not many fear sales. And we often think of like sales as really dragged out long process. But if you really think about your whole entire business, it's only about 20% of your efforts and the rest of it, about 70 to 80% of it really has to do with your marketing message, what you're putting out there on social media, when you are writing people, what are you sending people? Right? What are you emailing people? What are you saying to people when you show up in people's DMs or in your Facebook group? It is only half the battle so let me just make sure that I'm tuning in here.
Let's put them on. So if you're, if you're tuning in, let me know where you're at, send me some hearts, drop me some fire in the comments. If you want my notes, make sure that you type NOTES into the comments so that we can go ahead and get my notes out to you. All right. So let's talk about how do you close a new clients, right?
What are some easy ways that can really help you close new clients? Now, this episode is for you if you've been struggling with how do I even have the sales conversation? How do I even close new clients? Right? This is for you if you believe in selling what the human connection and really focused on building relationships first and playing for the long run, you're not here, right?
Just focused on quick wins or getting what I call one nightstand clients, which is you get your money and you're out. Right? Instead, I want you to often think about when it comes to closing new clients, what your process is? I want you to think about that for just a moment. Do you have a process when it comes to closing clients?
I often get the question. Well, the hardest thing that I have is like trying to find my clients online. Right? But after you found them, what do you do with them to close the deal? Right? So here's the number one thing that you're missing. If you do this, I'm telling you it will be so much easier to close the clients as you grow your business.
Okay. If you and I haven't had a chance to meet yet, I am Elizabeth Yang, the Customer YES! Business Strategists. I run a high touch coaching and training agency called the Customer YES! Lab, which is a year long e-business mentoring program, where my students that come into the program, we work together for a whole entire year on how to command higher prices. We focus on their leadership positioning so that they can command those higher prices. And so that's what I do. And also we host summits, we do webinars and online events, my team, and I, we also do build for you funnels, right. That really are focused on online events, online summit.
Landing pages and things like that. So that's just a little bit about me. If you are tuning in, let me know where you're tuning in from and type it into the comments and letting me know what your business is all about. I love learning about your businesses, so hello, hello. I see. Ka Zoua is here as well.
So I'm just going to pop her in here. She's saying hi. I love it. Welcome, Ka Zoua. So let's talk about the one thing that's really missing from closing clients, okay? The first thing is do you have an actual sales process for your calls or DM? So most people end up jumping on a call and two things happen, okay? Either one, you either end up talking most of the time and most of the time on that call, what you're talking about is why your product or program is so awesome. Why they need you and it's a great price, right? Like you end up talking about you. Or the other thing happens, which is you end up giving the other person, all the answers, all the advice, all the strategies and tactics to the point that after the call, they're like, "oh my God, you are so helpful." I don't need you anymore, right? At the first scenario where all you do is talk about you, it actually comes across salesy, right? Pushy, it's a very much a one-way conversation. How many of you have experienced those types of conversations, where it is very much one way, right? Like you're just listening and you're like, "Uh-huh. Well, that's great." They're not asking any questions about you at all whatsoever. Right? And then in the latter scenario, let me know if this has happened to you, right? Where you, type ME, where you have given all your advice, strategies, answers, and comments, or whatever you have a way during that call and they're so appreciative of you. They're so grateful for you, but they don't want to hire you. You were so helpful. They feel like they don't need you anymore. And this is actually a false empowerment because most people think that they just need to know the answers. They just need information or knowledge, but that is the furthest from the truth.
It's a false sense of empowerment because they believe that all they needed were answers from you in the 30 minutes or an hour that you had together. But what they really need isn't the information, it's the organization. It's the how to put it together, how to apply it to my life and personalize it to my life, my lifestyle, my busy schedule so that it sticks.
That's what people really need, because let's be real if people could have done it themselves already, wouldn't they have done it already? I mean, just think about, just think about it. Everyone knows what it takes to lose weight. Right? You take in what you take in less calories and you exert more calories burned.
Right. Everyone knows what it takes to lose weight, but why is it so hard? Why? Because life happens because sometimes when it comes to weight loss food, right. Is an emotional trigger. It's a way that people cope with it. Right. Sometimes it's just busy chaos, but their lives and juggling so many things that they don't have time to cook healthy meals and plan, right.
Or sometimes it could be a lack of skill. They don't just don't know how to make good, healthy food, but it's not the fact that they don't lack knowledge, that they don't know what it takes. Right. To lose weight for you in your business. It's the same thing. When you jump on a call and you just wing it or you're thinking about, oh, I just need to have, you know, these three questions to ask them.
And I'm good. You're actually making it so much harder for you so much harder. So you really need to establish and have like a process, a structure for your call. Because as I often teach my students inside of The Customer YES! Lab, you've got to lead the conversation. You've got to take control and the best way to do that is to have a process is to have a structure that you can follow, not a script that you can read from, but a structure where you're adding value to them without giving it all away without creating a sense of false sense of empowerment, to be the person that they could walk away from the call with you, and now have everything that they need, that they don't even have to hire you anymore.
Right. I want you to just think about that for a second. And some of you may have had, you know, different sales scripts that you've tried. Right. But you know, there's actually a method I follow inside of my Customer YES! Lab and I won't be covering on today's call, but today's episode, but maybe future episodes, it's called a framework that I use and it's called classy.
And it's a way that I structure myself, calls. And it's also the way that I coach and teach my students and clients, how to structure theirs. And it comes from our leadership pathway. Why? Because in many ways a sales conversation is a two way street. It's not just about you selling your programs and offers a service to them.
It's also about them selling themselves to you. Yes. You should also be qualifying them and making sure that they are the right customers to work with. I obviously just because the customer has money in his wallet does not mean they are the right customer for you because money is simply an exchange of energy.
If you can not look forward to the customers that you are working with and get excited, sharing their vision, helping them and building their dream and you serving them. They are not the right customers for you. So your sales process also has to have a way to qualify them to say, look, I might be inviting you to be a part of my program, but I'm also in a position where I can say yes, we can work together.
And I can also say, no, we're not going to work together. You know, I'll give you an example. I once had a sales call with the woman that I, in the beginning, based on my research with her, she seemed like she would be a great fit, right? Just a great fit to join my Customer YES! Lab program. And while we were on the sales calls, right.
There were a couple of things that she did that started to raise red flags for me. Okay. And one of them was really jumping on the call and just being completely rude and inconsiderate of our time together. What do I mean by that? She got on the call. She's like, oh Elizabeth, I hope you don't mind. I need to get this out.
I'm like, okay, sure. And that's not rude. Okay. I totally get it. Sometimes we go from call to call. Right. And then all of a sudden we're like, you know, trying to get things done. Totally get it. So that didn't even bother me. Right. And then after she was done, she came back on the call and she said to me, Elizabeth, how long is this going to take, like with an attitude?
And I was like, wait, hold up. You're the one that wanted to book this call with me. Now you're making it seem like it's a favor for you. And then the last red flag was when I asked her, why did you book a call? And she literally said to me, I wanted to do you a favor. Oh, no, no, no, no. Right. And so I ended that call.
I said to her, look, I appreciate you booking this call with me, but this is to talk about your business. You told me that you have challenges and problems in your business, and I genuinely thought I could serve and help. But if you're just on this call to do me a favor, you don't have to have this call.
And she said to me, well, I'd love to hear more about your program and see if it's a good fit for me. Tell me more. And this is what I said to her. I said, you know, one of the most important things about my program with my students and I'm very protective is the culture and the vibe. And it's important to me to have the right people coming into my program that are going to be a value add to the current students.