Can we talk for a second? It’s about that sales call script.
It will get you 10 new clients tomorrow.
It will automate your funnel.
It will let you fly in a private jet (just like the bro in the ad.)
Have you seen it? You might have caught it in Facebook ads. The Script Of All The Promises.
Or its cousins, The Funnel Of Magic, or the Automated System Of Your Dreams.
And you! are! absolutely! in! luck! Because they will solve all your problems.
But here’s one more problem. Sales call scripts don’t work.
(“But why not? Didn’t you see that guy in the ad? He was standing in front of a private jet!”)
I hate to say it, but it’s true.
(“But you haven’t even seen them!”)
Yes I have. I’ve even bought them years ago when I was trying to learn how to sell. But that’s me.
How do YOU know? I’ll give you 2 reasons and a question.
Reason #1: They’re silver bullets, and silver bullets don’t work.
Look. I know it’s so tempting to look for the one thing that will solve All The Problems. When you’re running your business, and juggling all the things, you just want one thing to please for the love of God be simple.
But when you’re talking about selling, you’re not talking about flipping a switch. You’re talking about learning a skill. And learning takes effort.
But when you really learn how, the payoff is so much better. Because YOU become different.
Let’s say you do use The Script Of All The Promises. What if, one day, you don’t have it with you? Or you follow it, but you still feel gross and salesy?
Does it mean you really know how to sell comfortably? Or do you just know how to follow a script?
It’s like the saying I learned when I was training for my first triathlon: “If you focus on change, you will get results. But if you focus on results, you will never change.”
Silver bullets don’t work. That’s why I don’t sell them.
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Reason #2: It’s called a sales process for a reason.
The Script Of All The Promises is good for a conversation. But what happens before the conversation? What happens if they don’t say yes on the phone? What happens afterward?
The Script Of All The Promises doesn’t help you talk about your business in ways that make clients WANT to work with you.
It doesn’t help you price yourself so you’re not undercharging.
It doesn’t un-stick clients that get stuck or go quiet.
It doesn’t help you write a proposal your clients can say yes to.
And it doesn’t help you negotiate to protect your price.
Those are skills you need all along the sales process. Because it IS a process. And winning new clients is the result of doing a lot of things well all along the way.
You wouldn’t buy a hammer and say, “I know how to build a house!” And you wouldn’t buy The Script Of All The Promises and know how to sell.
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And finally, a question.
Think back to your corporate life when you talked to salespeople. Have you ever been on the phone with someone who was clearly using a script? How did it feel? Did you buy from them?
My point exactly.
If you’re ever tempted to fall for a script, a funnel, or another silver bullet… print out this email and tape it by your desk. And if you need a quick rescue, email me. I’m here to help.
To your success,
Leah
PS: Whenever you’re ready, here are three ways I can help you sign the clients you want and increase your revenue:
1. Get sales strategies for creatives (and the rest of us) in a podcast interview I did recently with Suzi Istvan of the How To Create: A Podcast for Professional Creatives. Click here.
2. Join other women entrepreneurs in a supportive learning community
If you’d like to learn a proven methodology for signing new clients from first contact to a successful close, and do it alongside other badass women entrepreneurs in a supportive learning community… just email me with “Community” in the subject line.
3. Work with me privately
If you’d like to work directly with me to learn how to sell, get paid bigger numbers, and get the clients you really want… just email me and put “Private” in the subject line. Tell me a little about your business and what you’re struggling with when it comes to selling, and I’ll get you all the details!
