“You Can’t Automate Trust. You Can’t Automate Personal Interactions.”(13:49 – 13:54) – Janet Clark, The Sales Matchmaker
Many entrepreneurs build their business around their best customers. They create programs and services around coaching, building funnels, webinars, networking events, and organic outreach. Yet, they continue to struggle with inconsistent cash flow. In this week’s episode, Janet Clark shares the biggest sales mistakes. She explains what you need to get off the feast and famine sales cycle.
Part One of The Biggest Sales Mistake
There is no magic pill for selling high-end programs. Coaches, consultants and service providers need outreach and sales systems in place. And, dedicated salespeople need to adapt to new industry trends.
“Salespeople are no longer taught that prospecting is part of the sales job.”(12:47 – 12:53) – Janet Clark, The Sales Matchmaker
This is a critical stage of the sales funnels for salespeople to do online prospecting. Prospecting saves a huge amount of time on unqualified leads that aren’t a perfect fit for your product or service. It’s like trying to shop for clothes in a toy shop when you’re supposed to be at the department store.
There are many prospecting techniques such as warm calls, messenger marketing, webinars and more. Unfortunately, a lot of digital marketing agencies have come along and sold business owners on the idea that entrepreneurs do not need to do this anymore.
Part Two of The Biggest Sales Mistake
Companies cannot automate the whole process, then expect the leads to show up on the calendar and hope that a high-ticket closer takes care of all those leads for you. This is one of the problems that need to be fixed in the marketplace.
Even though entrepreneurs are living in a time where modern technology is continuously moving up, they need to connect personally with clients and that means you need to find the right person to do it for your business. That also means taking the necessary steps to really hire a well-rounded sales professional who can do the lead nurturing, qualifying stage and closing the sale.
The most common dilemma is that no one wants to do the prospecting part which takes time and special skills. The coach doesn’t want to pay the salesperson until they sell something. So, prospects must be created by the salesperson by simply initiating and developing conversations via social media.
“They need to realize that they have to hire a salesperson who knows how to prospect and is willing to do it.”(17:33 – 17:40) – Janet Clark, The Sales Matchmaker
The goal of sales prospecting is to get those leads through the funnel and it won’t magically happen without doing some level of reaching out. If you’re a coach or consultant, you must find the right person for this task. If you’re a salesperson, you need to know how to reach out and build relationships. It is important to represent the coach or consultant at a very high level to represent their brand in the marketplace. And, in order to compete online, salespeople need to know how to build trust and nurture key relationships.
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.