Introduction to Transforming Sales Calls
Welcome to the training on leveraging the power of pre-call strategies to convert warm leads into clients successfully. I'm Abby Walla, co-founder of Crushing It On Camera, and together with my business partner David Storch, we've honed our expertise in front of and behind the camera in Hollywood, working with A-list celebrities and on major TV shows and movies.
Our goal is to teach you how to ensure potential clients are practically convinced to buy your product or service before they even speak with you. By applying our techniques, your sales calls will become smoother, more productive, and far more likely to result in a closed deal.
Understanding the 90-10 Rule
Have you ever wondered why sales reps typically earn only 10 to 30 percent commission on a sale? It might seem that business owners are just being frugal, but there's a strategic reason behind this. The sales call itself only contributes to about 10 percent of the actual selling process. The heavy lifting – a staggering 90 percent of the sale – should happen before a potential client picks up the phone to talk to you or your sales team.
Many entrepreneurs, from coaches to real estate agents, find themselves overwhelmed, trying to do too much during that sales call. They struggle to build trust, present results, convince prospects they have the solution to their problems, detail their programs, and counter objections – all in the span of one phone call. Unfortunately, this often leads to a deflating response from clients who are not yet ready to commit.
This phenomenon is precisely what the 90-10 rule aims to address. Let's delve into the practical steps to ensure your prospects are 90 percent sold on your offer before you ever engage in a conversation with them.
Step by Step Guide
Attracting Your Ideal Clients
1. Value and Objection Handling Videos
Hook in Your Ideal Clients
Create two primary types of videos: value videos and objection handling videos.
Value videos are designed to showcase your expertise by directly addressing the pain points and struggles of your ideal clients. These should be rich with information and solutions that resonate with your audience. Whether organic or paid, these videos can be shared on social media platforms like Facebook, Instagram, and LinkedIn, or used in Facebook and YouTube ad campaigns.
As for objection handling videos, use these to preemptively tackle the common objections or false beliefs that prevent prospects from taking the next step with you. A powerful method of doing this is by storytelling—sharing tales of clients who have succeeded despite their initial reservations.
Call to Action
End these videos with a call to action, directing viewers to access your core content. This may include a webinar, a client case study, or a video sales letter (VSL). Your core content should further educate the viewers on who you are, what you do, and the kind of results they can expect by working with you. It also helps filter out those who may not be a good fit for your product or service.
From Content to Call
2. Core Content Engagement
After interacting with your content, prospects should have an opportunity to book a sales call with you. If they're not ready, you can set up a nurturing sequence—like an email drip campaign with further value videos and objection handlers—to gradually guide them toward scheduling that call.
3. FAQs and Expectations
Before the call, address frequently asked questions and set clear expectations through videos. Consider offering a sneak peek at your offering with a program walkthrough. This proactive approach will prevent common queries on the call and will further prime the prospect for conversion.
Closing the Deal
4. The Sales Call
By now, you've done 90% of the selling. The call should be a straightforward conversation to determine fit, answer any lingering questions, and offer an opportunity to enroll in your service or program. You've built rapport, established trust, and demonstrated your value—all before saying hello on the call.
As you've seen, the 90-10 rule aims to make sales calls significantly more straightforward and effective. However, there's an inherent catch: you must be confident and engaging on camera. The authenticity and charisma you exude when addressing your audience can make or break their journey through your funnel.
If you're ready to shine on camera and learn the Hollywood method that enables you to create impactful videos effortlessly, we invite you to explore our comprehensive program. By clicking the link provided, you'll experience this exact process firsthand and discover how to present yourself genuinely and persuasively to your audience.
Thank you for joining this training session. Here's to your success, and we can't wait to support you in your journey to crushing it on—and off—camera!
Goodbye & Next Steps
We hope this was enlightening and will propel your sales process to new heights. If interested in taking your on-camera presence to the next level, don't hesitate to click the link below. We look forward to connecting with you and wish you the best for the rest of your day.
Goodbye, and happy selling!
