EP: 12 Stop Wasting Time Selling to the Wrong Prospects

“It comes down to the question of whether you have a sales problem, or a marketing problem.”

(1:44 – 1:54) – Janet Clark, The Freedom Shift

The key distinction between sales and marketing.

Do you often feel like you’re on sales calls with the wrong prospects, or that you’re missing some secret techniques to get them to spend money they don’t have? Maybe you keep investing in more leads, but you’re having a hard time closing any of them. You might conclude that you have to improve your sales skills, but it could be your marketing efforts that need adjustments instead.

Sales and marketing play different roles, but they are interlinked. Marketing is focused on generating and qualifying leads, and the sales people are focused on closing those leads, and on generating revenue. However, often what happens is marketing brings the wrong prospects to the sales calls, and consequently, the close ratio plummets.

“Marketing creates demand, and the sales process fulfills that demand.”

(2:54 – 2:59) – Janet Clark, The Freedom Shift

4 Marketing Factors to Qualify the Right Leads for Your Program

When your marketing and sales efforts function synergistically, it becomes a lot easier to enroll clients into your coaching or consulting programs. Here are four factors you can incorporate into your marketing to book sales calls with qualified leads.

Need – You need to identify prospects that really need what you have to offer. Your product or service has to fulfill a compelling need for your ideal client. Many coaches or consultants make it too risky or difficult for their prospects to commit, and they have difficulty closing. If they see your program as a no-brainer, you’ll find it much easier to enroll them as clients.

Timing – You have to catch your prospects at the right time in their lives to increase your chance of making the sale. Even if they need your service, you’ll have trouble closing them if they have other pressing issues on their plates. You want to schedule calls only with motivated buyers that have a sense of urgency, which you can create by incorporating bonuses and deadlines into your marketing.

Finances – Look for people that have access to financial resources to be able to afford your program. You or your sales team can build all the value in the world, but if your prospect is too broke or they don’t have access to credit, they won’t be able to buy. Educate prospects in your pipeline about the cost of your product so they can work on having their finances in place before getting on the sales call with you.

Desire – Finally, your prospects should have a strong desire to work with you before you get on a sales call with them. They should know how your program works, have seen some social proof, and they should resonate with your purpose. In other words, they should know, like, and trust you before you try to make the sale.

“Your marketing team has to create a prospect journey that educates potential clients about your program, through effective messaging.”

(10:49 – 10:57) – Janet Clark, The Freedom Shift

Your marketing should address the four factors mentioned above through effective messaging. Your goal is to identify and talk to people that resonate with what you’re all about, ones that are eager to work with you because they can see and feel the value you can bring to them. If your marketing properly qualifies your leads, your sales calls will only involve helping your prospects make the buying decision. Do this correctly, and you’ll find your close ratios skyrocketing.

How to Get Involved
If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.


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