Want to know a secret for getting more ‘hell yesses’ on your sales calls?
Focus on the front-end of your sales process and sharing value to create deeper connections and trust.
Because your ‘hell yesses’ aren’t found in a script or something you say right on the call, they’re made in the strength and depth of the relationship you’ve built before anyone ever gets on the phone with you.
This is one of the many reasons I lurve the power of content marketing as a tool to help you sell more without the ick.
Your content is a trust builder, and trust (with your people and with yourself) creates clients and cash on repeat.
Look, there are many ways to build relationships so you can get fully booked and make bank in your business. Content isn’t the *only* way (or a prerequisite to getting a ‘hell yes’ on a sales call), but it sure as hell is one of the most powerful vehicles you can use to build trust on both sides, and it’s that dual-sided trust that leads to income and impact.
For your people, your content acts like a salesperson you're sending out in the world that builds relationships, speaks about what you bring to the table, why you’re an expert, let’s people know you hear and understand them, and helps your people feel safe with a stranger on the internet. This all generates and deepens trust that leads to sales.
And, every time you show up when you say you will through your content and share value, you strengthen the trust with your audience and help them understand how you can help them solve their problems, get what they want, and bring them closer to a ‘hell yes’. That trust is an invaluable asset in your business that compounds to bring you more and more dividends.
Building and deepening relationships before someone gets on the phone with you or lands on your sales page is what makes selling easy (again, on both sides!).
This is one of the not-so-secret reasons I’m able to have a 90% close rate on sales calls.
By the time someone gets on the phone with me, they’ve usually spent hours of time hanging out with me and getting to know me and my work through my content.
There’s already a level of relationship and trust that’s built, which makes a sales call all about discovering if we’re a fit to work together, instead of building up the trust needed to work together.
I know creating original content takes intentional time and effort, and I get it can be challenging to continue to show up consistently when you haven’t seen all the results waltz through the door wearing dollar signs yet.
Know that every piece of content you create is a piece of collateral that strengthens trust and deepens relationships that lead to sales with ease. And, the more you focus on the front-end of your sales process (content or otherwise), the easier it is to book those ‘hell yes’ clients on the back end.
Wishing you your version of success!
