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gillandrews.com
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contact@gillandrews.com
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Fri, Jul 26, 2024 12:09 PM
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If you've been reading this newsletter for a while, you may remember me telling you that price is no
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If you've been reading this newsletter for a while, you may remember me telling you that price is not an objection, and you most certainty shouldn't address it in your website copy (you don't remember? [here's a short video about that](=.vCXo4Z48Yi0kWb1q0Pbf31c2SlGW-0efTuxeVSSOuJc)). Anyhow. Someone who've seen this video asked an interesting question: Q: How do you make sure someone can afford your services before you ever get to the sales call? Which is a great question. Because raise your hand if you HATE it when you make room in your calendar for a sales callâa fun activity that totally interrupts your day for at least twice the time it lastsâonly to hear a prospect telling you that they can't afford you ð¤¦ð Unbelievable but true: I do like 5 sales calls a year, while closing the vast majority of my projects via email (even some 5-figure ones). So, I think I have figured out a perfect way to protect my time, conduct only super-productive and focused sales calls, while still closing enough new clients. Here it goes. How to have MUCH fewer sales calls (while closing more new clients) #1 Have super detailed service pages I have super detailed service pagesâone for each service that describe my processâto get many of the questions a prospect has clarified in advance. Important: I also state a fee ballpark in a form of "starting from" + list of factors the fees depend on. Not sure if your sales pages have enough information? Check out this [guide on writing service pages](=.LMrL2sDDxv8I06i9ddDQPCjAE9_vVUMiG48Xd2ZYSl0) that gets you new clients on autopilot. #2 Put a dedicated contact form after the fees section On every service page, I have a contact form that's placed AFTER the fees section. So, typically, whoever is interested in, let's say, [my website review services](=.R8q0TeIqvzP3ZDIvchDoTa432OMloEvoDLxHsFxAlnE), contacts me through that dedicated form (i.e. directly from that service page and not from the Contact page), which in most of the cases means they saw the fees section as well (seriously, you can't miss it!). #3 Talk about the elephant in the room before the call If someone asks to get on a call, and I suspect they haven't read the fees section (for ex., if they contact me through LinkeIn or a Contact page on my website), I tell them that: - I appreciate them reaching out, but...
- I would like to make sure we are on the same page regarding the process and the fees ballpark, so we don't end up wasting each other's time.
- So, would they please have a look at this service page and let me know if the process and the ballpark fees sound ok to them (In a nutshell. I do phrase it in a more delicate way, of course.) After that, a prospect either replies that they are OK with the fees, we start talking about their project, and either I provide them with a custom quote or we do get on that sales call. Or don't reply, which is also fine by me #timeSaved To summarize: - Make it easy for them to find out if they have the budget to pay you on their own
- Ask them if your ballpark fees are within their budget before the call
- Do not, I repeat, do NOT get on a sales call without clarifying the budget question My current project closing rate for this year using this process is 77.3%ð. Here's to fewer useless sales calls and more awesome new clients! This would be all from me for the week. Summer greetings from Germany, Gill [Website review](=.Bf4Or5BICNi_04qiD93ZvGRF31RRxxvZRznSTzckxok) | [Copywriting](=.hRKoEpgpcI2oxzLmDMPIqGWj4WkGVT-ty2eCnmOhXjk) | [ð My book](=.WpftEdjePcnnC1F-zZ5SJraDuqC9SEvkJemiFW6zKRY) | [ð¥ï¸ Find your UVP](=.L04vxidPisE7HJZKjWAEDGxo_mo4_xgrRcJ_4ISnj20) P.S. This email may contain typos, and I'm fine with them because cloning humans is, unfortunately, still impossible. Spending more time proofreading my emails would mean I'll have to share fewer tips with you. And sharing more and better tips is more important to me than sharing tips that are grammatically perfect. I hope that's fine with you, too. [Gill Andrews] [gillandrews.com](=.-bc-n9l3XwctgLNy3EJVFseAUGrG4GDpCVMJyFojlsA) [Share to Facebook](=.yUzvs98IEoZUuDKzjWDJIVbNsJVOReUl6rsRZjZBMSQ) [Share to Facebook](=.lghocwpg2yKFDsSFyjFAS2m-IN05SFo8RtfqaQoAUg4) [Share to Twitter](=.jLihHh3AvO9WNRijlzDgbHPiaWGWI3Wm_Tfgd4b2az4) [Share to Twitter](=.F1qOE9R-fYJMRutTc2c6FrLg5Xv6kiuKgHTxMbYTQG8) [Forward email](=.7YWsxRpVLWmOuVHxXqhle5d5ehZxl_pHgeFEjyUOPKg) [Forward email](=.BHkrv8AzuPTBjGDHbdlYmTMyXMAQI3ivq7C2F3o9Z_Y) Gill Andrews You received this email because you signed up to my updates. Changed your mind? No problem. Unsubscribe using the link below. [Unsubscribe](=.WTQv-6DdWj-p151Vo97wQL7tvfPRCAGrZTTZjSXh2U4)
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