Unveiling the Sales Call Pitfalls: Common Mistakes New Coaches Must Avoid

How To Avoid Sales Call Mistakes That Most New Coaches Make | Success Savvy Mom | successsavvymom.com

1 – LACK OF PREPARATION

This is one of the biggest mistakes that I see, and it’s the reason I’m putting it first in this list.

Sooooo many coaches go into sales calls thinking that there’s nothing to prepare, that they want to just have a conversation with the person, connect in a meaningful way, and that if things are right, they’ll go from there.

And while your heart is in the right place if that’s what you’re thinking, it’s really not the right mindset for a sales call.

In this context, you ahve to remember that you’re the expert, getting on a call with a person that is only getting on the call because they hope you’ll be able to solve the problem that they have.

You need to respect that and take that role seriously.

Can you imagine going to the doctor because you’re unwell and the doctor just sits there, full of empathy and kind words, but at the end tells you that they’ve got no idea how to help you because they actually don’t know that much about what you’ve got? How betrayed and let’s say it, pissed off would you be?

The same is true in this situation.

Go into every single call as prepared as you can be: know as much about the person getting on the call as you can, as well as their specific problem. Do some research around it and show that you’ve got some insights and are taking this seriously.

This is how you create a true bond with a potential client. This is how you inspire trust enough for them to work with you.

The sales process doesn't end with the initial call. Failing to follow up is a common mistake that can cost new coaches valuable clients. Consistent and strategic follow-up demonstrates commitment, reinforces the coach's interest in the prospect, and provides an opportunity to address any lingering questions or concerns. A well-timed follow-up can make the difference between a missed opportunity and a successful conversion.

2 – FOCUSING ON FEATURES, NOT BENEFITS

So one’s often a little misunderstood, so I’ll spend a little time expalining exactly what it is that I mean.

First of all, the difference between features and benefits:

Features are what your service or product has. So for instance, if you’re selling a course, then the videos, the workbooks, the support, emails, templates etc are all features.

Benefits on the other have are usually intangible (at least right now), and are what your client will get, the results once they’ve done working with you. So for example, if you help your clients deal with life as a new mom, then the benefits could be: feeling more confident in your new body, feeling sexy again, feeling more relaxed and organised,…

You need to realize that for a potential client, it really doesn’t matter that you’ve got 30 hours of videos that they can watch to help them with their problem.

How are they going to feel once they’ve worked with you? How is their life going to change?

That’s really what matters to them, and the sooner you understand that and can start addressing that on your calls, the sooner you’ll begin to see a shift in the number of people you’re signing on.

3 – OVERLOOKING ACTIVE LISTENING

Communication is truly the bedrock of any coaching relationship.

If you and your client are unable to communicate, then the chances of your clients reaching the results that they’re paying you for are very remote.

This relationship begins from the very beginning – the sales call.

When you’re on this call, you already need to ensure that you’re both able to communicate with each other effectively – this is your responsibility as the coach and the expert.

In order to do that, you need make sure you’re actually listening to what your potential client is saying – as well to to what they’re not saying. Pay attention to body language, to words that are used, to silences. All of these things tell you a great deal about what the person is thinking, what they need help with, what they true problem is, and what reservations they have a bout you or your program.

Make sure that you’re paying close attention so you can catch cues other would miss. This not only shows them that you’re actually invested in what’s going on, but it also allows you to tailor the call to your potential client better, leading to a better chance of them wanting to work with you.

4 – FAILURE TO ESTABLISH TRUST

So at the risk of undermining what I just said in the last part (oops), trust is also crucial in the coaching relationship… I’d even go so far as to say that it’s the bedrock… heheh 😀

As a coach, you’re going to have to get your client to do uncomfortable things that they don’t want to do. It’s not easy.

But without trust, it’s almost impossible.

And if they don’t take action, they’re not going to get the results they’re paying you for.

So again, you need to do what you can to establish trust from the get-go – on the sales call.$

Doing this is easy – be honest, authentic, and actually do what you said you’d do.

Mistakes you need to avoid at all cost are making unrealistic promises that you won’t be able to deliver on, exaggerating achievements (yours or those of past clients), or being pushy.

Be truthful, open, authentic, and it will show. Your potential client will pick up on this naturally, and the trust that you’re building will go a long way to helping them become a paying client – whether on the call, or later down the road.

5 – NOT ADDRESSING OBJECTIONS

This is again a huuuuge mistake that I see a lot.

What goes on in our mind in this moment is quite funny actually – there’s some notion that if we don’t talk about potential objections, they don’t exist and our potential client won’t think of them.

The reality is though, that much like kids who think they’ve disappeared because they’re hiding behind their hands, the objections are very much there and front of mind for your clients.

They may voice them, or they may not, but belive me, they’re there.

So you have to fight your inner voice telling you to ignore them and face them head on.

This has the obvious benefit of setting your potential client’s mind to rest, but it also increases your trust factor because you’re acknowledging the objection without ear, without trying to ignore it and minimize it.

It shows you’re confident in your service and you know you can deliver on your promises, which in turn helps any potential client get that much closer to working with you.

6 – BEING SQUIRRELY ABOUT YOUR PRICES

Another mistake that I see alllllll the time.

Unlike other mistakes on this list though, this one is often one that’s quite difficult to work on, because it touches on our deep discomfort when talking about money, and even more so, asking someone else for money.

Most of these blocks are quite deep and it’s really something that you should work on if it’s something that you know you’re uncomfortable with.

Here I’m only to address what being uncomfortable with discussing your pricing projects to your potential client, and I’m sure you know without being told: lack of confidence.

Lack of confidences in what? Your pricing? Your services? Your abilities? No one know, but it certainly won’t help you score points with anyone

You have to remember that right now, on this call, your potential client is feeling very unsure.

They want their problem solved, but they may have tried multiple things before which haven’t worked and are wary of getting burned again. They may not have a big budget and are worried of investing such an important amount into coaching.

No matter what it is, they’re worried about something, I guarantee it.

So if you, the expert, the one who’s supposed to help them, is worried as well,…

Well, I think you see my point.

7 – LOSING CONFIDENCE WHEN CLOSING

This is very similar to the point I just made about being confident about your pricing.

One thing that I notice all the time when I do practice calls with my clients is that there’s a shift in their demeanor when they transition into the close.

They do incredibly great on the call, give me a ton of value, and then once it’s time to transition – BOOM.

They lose all composure, lower their heads, their shoulders slump and they voice gets all weak and unsure.

I won’t repeat what I said in the previous paragraph, but the same stands: if you’re not confident in what you’re selling, why should anyone else be confident you can deliver results?

Practice the transition and the close until you can deliver it confidently – I can’t overstate how critical this is to a successful sales call!

8 – FAILING TO FOLLOW UP

Ok, so most new coaches can’t wait to get off the sales call, because they feel uncomfortable with the whole thing.

Usually (especially in the beginning), they didn’t close the sale, and the potential client either said no (for a variety of reasons), or they said they’d need to think about it – and you both know what that means.

Except that you don’t.

There’s a huge amount of sales that aren’t closed on the call but are closed later, once the coach has followed up. Sometimes – many times actually – call aren’t cloesd on the spot simply because the potential client needs time and space to make an important decision without feeling pressured into it – which is important.

So if you’re just assuming that the call went terribly and that you lost the sale – follow up.

I’ve seen statistics that you need to follow up up to 7 times before the client feels comfortable enough to sign on.

Is this bordering on harassement? Not sure – might be. How many times you follow up is up to you. If you’re only comfortable doing it a coupls of times, great.

But do it.

Not following up just sends the message that you don’t care enough about them to take more time out of your day to see where they’re at.

So following may not end up in a sales, but it may.

So there you have the biggest mistakes that I see new coaches make on sales calls – all the time.

If you can avoid these, you’ll be leaving your competition in the rearview mirror, believe me! Some of these may be harder to avoid than other, and may require you to actually do some deep work on yourself, but I really do believe that it’s crucial you master sales calls – without them you’re going to make it almost impossible for you to land clients.

So what do you think? Have you been on a sales call before? Did you recognize any of the mistakes laid out here as some that you’ve made?

Let me know in the comments, I’d love to hear!

Hope to talk soon, and in the meantime, take care!
Jen

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