Podcast Summary: Shiny New Clients! Episode: How to Book Way More Sales Calls (Without Feeling Gross About It 💁🏼‍♀️)
Host: Jenna Warriner
Release Date: November 18, 2024

Introduction

In this episode of Shiny New Clients!, host Jenna Warriner delves into effective strategies for booking more sales calls without the discomfort often associated with traditional sales tactics. Aimed at service-based business owners—from coaches and stylists to wedding planners—Jenna provides actionable insights to help listeners fill their calendars with ideal clients using authentic and value-driven approaches.

Understanding the Sales Call Dilemma

Jenna begins by acknowledging the common struggle among service-based entrepreneurs: the internal conflict between the desire to grow their business and the aversion to aggressive sales tactics. She highlights the typical structure of sales calls, whether termed as discovery calls or free consultations, emphasizing the underlying pressure to close deals.

Quote:
"If you want to book more sales calls and if you want to enjoy those sales calls more and quite possibly close on more of them, then there's one question you need to ask yourself that chances are you may not have asked yourself yet."
— Jenna Warriner [01:26]

The Critical Question: What's in it for the Lead?

Jenna introduces a pivotal question that shifts the focus from the business owner to the potential client: "What does your lead gain from the sales call?" She stresses that understanding and prioritizing the client's benefits can transform the sales process from a transactional interaction into a mutually valuable experience.

Quote:
"What does your lead get out of being on this call with me? What can I give them? How can I make this reciprocal?"
— Jenna Warriner [07:19]

The Roadmap Approach

Illustrating her point, Jenna shares a real-life example from her Magic Marketing Machine Plus program with her client, Alyssa Beets, a sleep consultant for adults. Jenna details how positioning the sales call as a "roadmap" session can provide immediate value to the lead, making it easier to secure attendance without the stigma of a hard sell.

Quote:
"You want a hundred clients. And I would be like, yeah, let me tell you the exact strategy I would use if I was in your shoes. Why don't we jump on a call, I'm going to give you my roadmap to 100 clients."
— Jenna Warriner [05:43]

Alternative Strategies for Booking Sales Calls

Expanding beyond the roadmap tactic, Jenna discusses other creative methods to entice potential clients to book sales calls:

1. Pick My Brain Calls: Offering a Q&A format where leads can ask questions and receive free support, fostering a sense of mutual exchange.
2. Problem-Solving Workshops: Addressing a specific concern the lead has during the call, providing actionable steps and showcasing expertise.
3. Genuine Curiosity: Approaching sales conversations with sincere interest in the lead's needs, which can reduce the "ickiness" often associated with sales calls.

Quote:
"You can also be honest and truly ask questions and truly figure out what the person needs and if you can provide it to them."
— Jenna Warriner [09:00]

The Q&A Approach and Mutual Exchange

Jenna shares insights from her own sales experiences, including how being genuine and transparent about her ability to help can build trust and lead to long-term client relationships. She emphasizes that not every lead will be a perfect fit, and that's perfectly acceptable.

Quote:
"With simple mindset shifts like that, simple approach shifts like that, you can take the ickiness out of this environment, out of this conversation, because you truly are seeing if you have the answer to their needs or their wants."
— Jenna Warriner [08:00]

Takeaways and Final Advice

Jenna wraps up the episode by encouraging listeners to experiment with different approaches to booking sales calls. She highlights the importance of offering genuine value, being creative in how calls are presented, and maintaining authenticity throughout the sales process.

• Focus on Client Benefits: Always consider what the lead gains from the call.
• Be Creative: Explore various formats like roadmaps, Q&As, or problem-solving sessions.
• Maintain Authenticity: Approach each conversation with genuine curiosity and honesty.

Quote:
"It's a completely different way of looking at it for some people. I really hope this works for you. I'M excited for you to try it."
— Jenna Warriner [10:00]

Notable Quotes with Timestamps

• Jenna Warriner [01:26]:
  "What does your lead gain from the sales call itself?"

• Jenna Warriner [03:36]:
  "If you close on half the sales calls you sit on, right? So if you go to 10, you usually get five clients."

• Jenna Warriner [05:43]:
  "Why don't we jump on a call, I'm going to give you my roadmap to 100 clients."

• Jenna Warriner [07:19]:
  "What can I make this reciprocal? How can I sell them on the call itself and then let the call itself sell them on my service."

• Jenna Warriner [09:00]:
  "You can also be honest and truly ask questions and truly figure out what the person needs and if you can provide it to them."

• Jenna Warriner [10:00]:
  "I really hope this works for you. I'M excited for you to try it."

Conclusion

Jenna Warriner's insightful episode offers a refreshing take on the often daunting task of booking sales calls. By shifting the focus to the client's benefits and adopting authentic, value-driven strategies, service-based business owners can enhance their sales process, build stronger client relationships, and ultimately grow their businesses with ease and confidence.

For more resources and to connect with Alyssa Beets, Jenna provides links in the show notes, encouraging listeners to take actionable steps towards implementing these strategies in their own businesses.