Ending a sales call where you don’t land the client makes it difficult to believe you’re capable of running a successful web design business. Here I’m sharing the top 4 things you should analyze when you don’t land the client so you can be better prepared for future sales calls.
The first business coach I hired told me that she never got on a sales call that didn’t end in a sale. Through her screening process she was able to weed out leads that weren’t a good fit, who would most likely just be fishing for free information, and who would be hesitant to spend thousands of dollars on her services.
After implementing her screening process into my business and then having a sales call where I didn’t land the client, I felt like a failure. If it worked for her, why didn’t it work for me? I assumed it was because my services were different than hers – she was a business coach and I was selling web design services. It must have been that! Hint: It wasn’t.
Over the years I’ve been able to modify my process and sales calls to ensure that I don’t get on a sales call that doesn’t eventually end in a sale. That sale might not happen on the call but it does within a week or so. What I’ve learned throughout the years is that it’s not as simple as adding in a screening process to weed out leads who don’t appear to be a good fit on paper. There’s actually a lot that goes into it.
So today I want to talk about what to do when you get on a sales call and it unfortunately doesn’t end in a sale. This is a key part to revamping your processes so that you only ever have sales calls that end in a “sign me up!” You shouldn’t wallow. You shouldn’t feel like a failure. Instead you should analyze four specific things and make adjustments where needed.
what to do when you don’t land the client
The four things you should analyze when you don’t land the client are: the lead, your pre-screening process, your mindset, and the sales call itself.
Analyze the lead
The first question you should ask yourself is “was this lead my ideal client?”
Really think about the answer to that question. Nine times out of ten, your ideal client will sign on for your services during or after a sales call. This means if you don’t land the client, there’s actually a really good chance they weren’t your ideal client.
If they were your ideal client, then something happened during the sales call that caused them to say no to working with you. (You’ll learn about this a little further down.)
If they were not your ideal client, then think about how they found you. Is there something in your marketing that attracted them to you? If so, your marketing messaging needs to be revamped so that it more accurately targets your ideal client. You also want to analyze your pre-screening process if non-ideal clients are managing to get face time with you in the form of a sales call.
Analyze your pre-screening process
On that note, if a non-ideal client is sneaking their way through your pre-screening process then it’s time to take a second look at that process. Do you even have one? If so, what questions are you asking leads? Are they the right questions? If so, do you need to add more questions to the pre-screening process?
Non-ideal clients no longer get face time with me on sales calls because my pre-screening process asks the right questions. If someone answers the questions in a way that doesn’t fit with the type of person I want to work with then I send them a friendly note saying, “Thank you so much for your interest in working with me! Based on the pre-questionnaire you filled out, I don’t believe we’d be a good fit working together. Please let me know if you’d like me to send you recommendations of other web designers to work with.”
Analyze your mindset
Your pre-screening process is working and the lead was in fact your ideal client? It’s time to check your mindset going into the sales call. Believe it or not, your in-the-moment vibe can literally make or break a sales call. You want to go into a sales call with a positive, abundance focused mindset. If you’re a little off or you’re not feeling well, your vibe and emotions will be portrayed via the way you speak and present yourself.
Your ideal client wants to work with someone they connect with. On your best day, they may really connect with you but on your worst day, they may not. Make sure you’re showing up in the best way possible with a positive mindset that really shows your personality.
Analyze the sales call
The final thing to analyze is the sales call itself. Did the flow of the sales call make sense? Did you ask all the correct questions? Were there any awkward pauses that would have made the lead feel like you maaaybe weren’t very confident? Is there a specific point during the sales call that you felt like, “oh shoot, this lead isn’t going to sign on”? Think back through the sales call and even better, if you recorded the sales call then rewatch it and see what you could have done differently. This helps you better understand what is happening when you don’t land the client.
It is possible to have a streak of sales calls where every single lead signs on to work with you. In order to make that happen, you need to be comfortable analyzing yourself and your business processes. Analyze the leads you’re getting onto calls with, analyze your pre-screening process (and develop one if you don’t have one yet!), analyze your mindset, and analyze the sales call itself.