As your business grows, offering the Get Acquainted Call – Sales Conversation – gives you the opportunity to get to know prospects who have expressed interest in your work. There are a number of advantages of actually referring to this conversation as the “Get Acquainted Call” (GAC) vs. calling it something else.
The Get Acquainted Call (sales conversation) gives you the chance to get to know your prospects:
– What a person’s business is about or the issue she wants help with
– Determine if the prospect fits your ideal client profile
– gives the prospect a chance to know what it’s like to work with you
It’s important to keep the main purpose of the calls in mind – to get to know prospects and turn them into clients. The GAC is the perfect transition to your Closing the Sale Conversation, if you follow the script.
On the other hand, when you offer a ‘free consultation’ instead of a Get Acquainted Call, people will expect that you will consult with them about their business or situation for free. This sets prospects up to think you’ll be giving away free advice which is not your goal.
The same is true when you offer a free strategy session – prospects think you will help them to strategize about their business or problem. Once again, this is not your objective.
By following the exact Closing the Sale script and using the correct GAC call term, prospects will have a better understanding of what will be happening during the call. Referring to your initial call as anything except the sales conversation will probably confuse potential clients.
Using the Closing the Sale script, allows you to start off by talking about your coaching programs or the value of working together. In doing this, you have discussed their greatest obstacles and what they would do anything/pay anything to have. This generates curiosity on their end so when the spot in your talk comes up for you to be silent, prospects will naturally ask about your program details. Now you have their permission to discuss everything about working with you including the fees.
Your Client Attraction Assignment:
Have you been referring to your Get Acquainted Call as something else? If so, this may be getting in your way of closing more sales. It’s time to practice following the script exactly. You can even write about the GAC in your “Conversation with…” page of your website, so what will take place is very clear to prospects.