[00:00:00] Hey, hey, it's Fry. Yay. And this is Selling Your Expertise with your host, me, Renee Hribar. And today is the moment you've been waiting for. We are talking about what to actually do once you are on the sales call. Spoiler alert, it's not. About pushing someone into buying. It's about qualifying, connecting, and inviting, and sometimes it's about not making the offer.

And that's okay. So let me walk you through a little story, right? So I, you know that I love my stories and you know that I have lots, thousands of client stories as well as my own stories and experiences, but when you get to the actual call, you've got to have a plan. So on Monday, we talked about what to do before the call.

You have your homework there. I talked to you about a client example there, and today I wanna talk to you about a woman who, for this [00:01:00] story, we're gonna call her a Zena. I have a beautiful cousin named Zena, so I'm channeling Zena's energy, but also the memory of this client scenario. So this particular story is focused around when she used my zero to sales in 10 minutes a day system to build out a process that made sales simple.

Even when she was in her third trimester. So nothing like being time bound and specific when there's a due date for real, the baby's coming. Right. And so I've worked with lots of women at different phases and in different seasons of their lives. And in this case, she started out with my free sales mini course, which you have access to right now.

Uh, zero to sales in 10 minutes a day system. But then she continued on into my program and we got to spend some time together. And she is someone who I admire so much. And so again, if you're pregnant or if you ha if you remember those times, you know the energy you're coming with, right? So here's [00:02:00] how we worked it.

When someone booked a free website review to with her, which is basically her discovery call, that's what she was calling her discovery call. She didn't jump in blind. She'd already reviewed their site, taken notes, prepared questions, and on the call she'd say, Hey, I'm excited to dedicate the next 20 minutes to get to know you and your business better.

I've got a couple questions to help me get the full picture, and then I'll give you my best advice, even if it's not me. And then she would ask specific qualifying questions. And these are questions that not only I talked about in my program, but that we got to talk about when we had our live group coaching sessions and the DM days.

And so she was able to take advantage of some really great opportunities that gave her direct and immediate access to me around these specific scenarios. So these specific qualifying questions that she asked are. Hey, if someone only saw your website for 10 seconds, [00:03:00] what do you want them to remember?

Great question, right? Number two, she would ask, what do you want your visitors to do on your site? A lot of people don't even think about that. Third question she always asked was, how do you know if your site is doing its job? So part of what she did in, in addition to building websites, is she also built dashboards.

again, a brilliant, brilliant business owner and, um, definitely not messing around with time. So once they were qualified. Only then she'd say, Hey, you're in the right place. That's exactly what I do, for example. And then she'd give an example to show why what she was about to offer them was the absolute next best step.

So she would say something like, for example, I've had lots of people come to me with similar scenarios. And you know, she would give an example of an actual business, of an actual site, an actual scenario, and she'd say, you know, they came in not really sure and clear about what they wanted. And by the [00:04:00] end of a quick website review, combined with my signature system, they were able to know exactly what pages they needed and what was gonna be on those pages, what direction they wanted to go.

And honestly, they came in thinking they needed a 10 page website. They left after that. With a three page website that absolutely killed it, did exactly what it was supposed to do. So that's exactly what I want for you. So, and at this point in the sales call, instead of going straight into a, you know, 10 page, 10 K offer, which she could have, 'cause they were like, I want 10 pages.

They, this customer was just, I want 10 pages. This is what I want. Instead, what she started doing, and this is what I encourage you to do too, is make a no-brainer offer. Something small, digestible, irresistible. This is what she said. She would say something like, based on the goals you've shared with me, I wanna make sure you're getting everything you need and nothing that you don't.[00:05:00]

There's a lot of noise out there about what a website needs to have and what it doesn't. I have the experience to make sure you get the right strategy in place, especially when I apply my signature framework to your site. So let's do a full site analysis with a 20 minute Zoom review call, and I'll give you a follow-up doc.

All for nine, nine bucks. I've got time on Tuesday at two 30. You want that spot? Booked and paid on the call. Now, some of you might say, oh, $99, oh my gosh, that's undercharging. Listen, not only is it easier to go from $99 to $9,900, but it's also easier to go to $99,000. It is the same energy, but it's an easy yes to start.

It gives you and them a trial run. It's like offers. It's like going. A Facebook image [00:06:00] profile or a LinkedIn image profile to a marriage proposal. So it's a big jump. Instead, this gives you a bridge. I want you to build the bridge. And don't worry, this is not something you're gonna be doing a lot of research on or a lot of business work on.

You're gonna be able to do it fast if you do it right, so you can do this too, is what I'm saying. Whether you're a bookkeeper, a funnel builder, a life coach, a web designer, a marketing strategist, having a no-brainer offer works what? To say on the phone works. So today's action steps. Use the recon sheet that we talked about on Monday.

Remember, on Monday we talked about doing this recon sheet before every call? Yes. Number two, prepare at least three qualifying questions just like Zena did. In our story above. Make them industry specific. I like to use a framework like statement, statement, question. Again, these are all things that I could dive deeper into when I work with people privately.

You're getting the [00:07:00] podcast, of course, you can get the book and there's so much information there, and maybe you've had other sales training and a little bit of information for you goes a long way. But I'm still gonna encourage you to consider what other options might look like. And if you have questions, of course you can hit reply to any email I ever send you.

All right, number three. Create a pre-call email sequence. Now I give this as a swipe file to my students, but this pre-call email sequence is typically three emails. It has everything from testimonials, some educational content you've created. I call it anchor content in my program. Um, a quick intro about you, uh, what you do, why you do it, how you work with your clients, all these things that are Yeah.

On your, they're on your website. Sure. They're in your content. Yeah, but do you really expect the person who's booked a call to have done all their due diligence? No. Just like I did not get three quotes for the roof. I know. Dad, if you're listening, I'm sorry. You told me to get three quotes. I only got one.

I hope it was the best deal. That's how most customers are. That's how [00:08:00] most customers. Are, I can't say it enough, they didn't do their due diligence. They probably have not looked you up like they should have. But that doesn't mean that you are gonna be lazy and not do it. You're gonna do it and it's gonna help you because then you already overcame any objections that could possibly come up.

People ask me all the time, how do I overcome this objection? I go, if you work with me, you'll never get that objection again. So, practice, practice, practice, practice saying this. Do you wanna hear what I have in mind for you? So it's a very, it's a very low pressure invitation. And they're like, oh yeah, and then you answer like, based on what you shared with me, this is what I recommend.

Do you want to book that call? Do you want to secure your spot on my calendar? Those are closing phrases. So the best part is, is you don't have to book any call, any discovery call. You are not an emergency room doctor, and I mean, unless you are selling emergency services, then you probably should [00:09:00] have a hotline.

But most of the women that I work with, and if you're listening to this, you're probably in that camp. You're high level expert consultants, service providers. You work on projects, you fractional c CFOs or CEOs. You work on a project basis, right? For the next three months we will, for the next six months, this is what we expect to do.

So it's. Not high pressure and it's not an emergency, so you do not need to book a call this week if they are suddenly aware of you this week. In fact, it's better if you put it off for a lot of reasons. We'll get into that if we keep talking. But the bottom line is this. If you say, yeah, let's talk next Thursday, and then in the meantime, check your inbox for some really good stuff to make the most of our call.

I want you to repeat that to make the most of our call. You are not a vending machine. This is not meant to be a one and done. You are building long lasting relationships. You are a trusted [00:10:00] advisor. When you treat the sales call like this, it gets to feel like serving, not selling, right? So the stories you've heard, they're not just for inspiration, they're roadmaps.

Follow the path, adapt it to your business, and you will sell your expertise with confidence. For now, go sell something and celebrate it 'cause you've earned this. Can't wait to see you on Monday.