I’ve been working with clients navigate and craft their sales journeys.
I’m seeing everything from
- 1 call sales
- to multi-call strategies
- even a client thriving with zero calls! (yes they sell an expensive full on service)
Why? How?
A few factors at play here:
1 – stages of awareness (I focus on “problem aware” and “solution aware”)
2 – their industry
3 – the offer
If your solution is clear and direct. You’ll need minimal discovery. Buyers know what they want.
If your solution is vague or needs customization (like high-end custom builds) expect longer sales processes, more in-depth conversations and more people involved.
One way I found to streamline going from problem-aware to solution aware is to present your offer upfront with digital assets:
- video sales letters.
- detailed site with offer and pricing
- (I even heard today of a company using AI virtual sales people to answer technical product questions on site)
Doing this allows your first call to focus on relationship-building, customization (if needed) – not covering basics.
I also did this for my own business:
1 – educational ads leading to conversations
2 – content and an offer before the call
3 – empowerment calls: guiding prospects to the next steps of the sales process
without being pushy.
selling the next step in the relationship…
NOT the service.
Then presenting the solution as the natural way to support them.
How are you building your client sales journey?