After hearing the pitching ideas in this video, you’re going to be able to convert more sales forevermore!

Have you every been in that situation where you have a great meeting with a potential new client and you get all excited and you send them a proposal, then what happens?

Nothing happens. You get ghosted 👻

You don’t hear anything back. You start to panic a little bit, start sending some forward messages. You still don’t hear anything back. You send a few more emails, you start thinking, “Oh, my god, am I bugging them now? Do they hate me? They’re never gonna work with me now.” And you really don’t know what to do. And then eventually you just give up.

It sucks, right? But don’t worry, we’ve all been there.

We’re going to make sure this never happens to you ever, ever again. You’re going to discover a specific sales process to make sure that you always stay in control of the sale, so that you never get ghosted again, so you can make more sales than ever before  🙌

Everyone that uses this technique improves the success rate of their proposals!


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Salestastic


After hearing the pitching ideas in this video, you’re going to be able to convert more sales forevermore!

Have you every been in that situation where you have a great meeting with a potential new client and you get all excited and you send them a proposal, then what happens?

Nothing happens. You get ghosted 👻

You don’t hear anything back. You start to panic a little bit, start sending some forward messages. You still don’t hear anything back. You send a few more emails, you start thinking, “Oh, my god, am I bugging them now? Do they hate me? They’re never gonna work with me now.” And you really don’t know what to do. And then eventually you just give up.

It sucks, right? But don’t worry, we’ve all been there.

We’re going to make sure this never happens to you ever, ever again. You’re going to discover a specific sales process to make sure that you always stay in control of the sale, so that you never get ghosted again, so you can make more sales than ever before  🙌

Everyone that uses this technique improves the success rate of their proposals!

Keep control of the conversation

The real key to success here to make sure you never get ghosted again is to change the narrative before it even becomes a problem in the first place. You don’t ever want to be in that position where you are chasing people. No, no, no!

This technique is actually something that we learnt from our good friend, amazing sales trainer and ATOMICON speaker, Victoria Fleming. And here’s the key: You need to keep the ball.

And what do we mean by that? Well, simply, to keep the ball, you need to keep in control of the conversation. You need to keep the sales conversation going with specific agreed actions at every single step of that sales process. If you leave the next step in their hands and you’re chasing them, then you’ve lost the ball and you’ve lost control.

For example, if you send someone a proposal and you haven’t got a follow-up meeting booked in the diary, and you just say, “Here’s the proposal. Let me know what you think, and get back to me,” you’ve lost the ball, you’ve lost control.

If you’ve ever found yourself saying, “Okay, no problem. Why don’t you just get back in touch with me when you’re ready,” you’ve lost the ball, you’re out of control.

So let’s show you how to keep control of that sale, and, more importantly, keep control of the ball.

Using the right language

Instead of sending a proposal, instead, you’re going to start sending discussion documents.

Essentially there’s no difference. between this and a proposal. It’s just the same thing by a different name.

However, the subtle name change switches the mindset of the next steps. A proposal is very much, “Here’s what I suggest. Take it or leave it,” basically. But a discussion document implies that there’s going to be a further discussion about the options suggested. And that is exactly what we want. We want to stay in that control by having those future conversations.

And by the way, if you want a fully customisable sales proposal template for solopreneurs that you can use as a discussion document, then we’ve got a free template for you here!

Why you NEED to book in follow up calls!

Now this next tip is the most important thing ever, so if you take anything away from this video, pay attention right now and take this away.

When you send a proposal, people are going to be in one of three different camps. Number one, they’re gonna be like, “Looks good. Let’s go for it.” Number two, “It looks good, but I have a few questions first.” Or number three, “Maybe. I don’t think this is right for me right now, sorry.”

And no matter which camp they’re in, it’s always a good idea to get them back on the phone to talk about the next steps, where you can answer any any questions that they have, or any objections they may have, more importantly.

And the way to do this is by booking in a follow-up meeting in that very first initial chat, before you send them your discussion document. Because if you do it the other way round, if you try to set up a follow-up meeting after you’ve sent them that proposal or discussion document, then you’ve lost control and you’ve lost the ball. You’re chasing again, and it’s much, much harder to get that conversation going again, especially if they’ve received that proposal, they’re looking at it and they’ve got questions and they’ve got reservations.

So to keep control of the ball you need to book in that follow-up meeting in that very first initial chat, so you’re going to have that opportunity to handle all of those objections or reservations that they may have.

Some role play…

Let’s do some role play so you can see how this works in action.

Andrew is going to play the role of my lovely potential client. We’re just at the end of our sales meeting and it’s gone really well… normally you’d probably say something like:

“Okay, that’s great. I’ve really enjoyed meeting you. I’m gonna send you a proposal when I get back to the office. And you take a look at it and let me know what you think.”

But we all know what happens at this point, right? You’ve lost control, you’ve lost the ball, you’re now waiting for them to get back to you. Game over, Casper!

So here’s what you’re going to say instead:

P: Okay, it’s been really lovely getting to know you, Andrew.

A: I’ve really enjoyed this meeting too, Pete.

P: So to confirm, after our meeting here, you’re looking for help with X, Y, Z, is that right?

A: That’s right.

P: Okay, perfect. So now I know what your goals are, Andrew, the next step is just to have a quick chat in a few days, to discuss the options, which is much better than going back-and-forth over emails, blah, blah, blah, back-and-forth. So we’ll book in that meeting now, and in the meantime I’ll send over a discussion document with some options that I would suggest are the best options to go forward.

A: Okay, that sounds good. That sounds really good.

P: Okay, great. Well, when’s the best time to chat next week, for about 15 minutes, to go through the options? Are you free on Monday, around three o’clock?

A: Let me just check my diary. Three o’clock, yep, that should be fine.

P: Perfect! I’ll send you over a calendar invite, and in the meantime what I’ll do is prepare that discussion document. I’ll have that sent over to you so you can have a look at the options before our call.

A: That sounds great!

Do see what Pete did there? This is a great way to end any sales meeting. Not only did he confirm what the client wanted, what his goals were, and he was super-friendly and nice and accommodating but he also booked in the next step.

The next step is super-clear, and, importantly, he kept the ball.

So you send them a calendar invite just to confirm that meeting and to make sure that it’s booked in their diary. And then, once they’ve confirmed that meeting, you’re going to send them that discussion document. And then from here it’s simple. Once you get to that call they’ve already got the discussion document, they’ve already read through the options, and on that call you just need to talk to them and ask them what they want.

Then you’re going to discuss the options on the call. You are in control. The conversation is going to keep moving. You have the ball. Because you have the next meeting already booked in, they can’t ghost you with this one.

You’ve already got that meeting booked in in the diary. If they don’t show up that’ll be really rude and you probably don’t want to work with them anyway.

So you’ve sent them that discussion document, and in the meeting you say something like, “Hey, I hope you’ve had a chance to look over the discussion document. Which option did you like the look of the most?” They say X, you say, “Boom.” Okay, X is great, let’s get started next week.”

Handling objections

It’s in this follow-up meeting that you can handle any objections, questions, concerns that they might have before moving forward. But once you’ve handled those objections, then, again, it’s time to agree on the next steps.

If they want an amendment or thinking time, or they need to go and ask their boss, or something like that, then that’s absolutely fine. Just book in another call with them in, say, a week, to make sure they’ve had enough time to chat with their boss, even if you think the objection is tiny and you still think it’s going to go through all okay without another meeting, we’d still recommend having that next meeting booked in, just so you can keep control and make sure it goes through.

It’s all about control, so make sure you keep control of the ball. We promise you that if you do this you will convert more sales.

How to avoid awkwardness

We’ve got a few important tips to make this a lot easier. Firstly, you need to push through the awkwardness. We know when we’ve told people to do this they’ve came back and they’ve said, “I felt a bit awkward trying to book in that second meeting in that first call.”

But once you’ve done this a few times you’ll find it gets a lot easier, and, actually, people are very, very receptive to it. They’ll like the fact that you’re being proactive. They’ll like the fact that it’s not going to be a tonne of back-and-forth emails, because nobody likes back-and-forth emails. There’s something in this for them as well, you need to remember this. This is making it easier for the potential clients.

And secondly, where we’ve seen people go wrong with this is they’ll send their calendar link for them to book in. They’ll send their Calendly or their ScheduleOnce link. But don’t do this, because A, they sometimes don’t always work and they sometimes can’t find a slot that suits them. And B, you’re losing the ball again. You are putting the control back in their hands. They have the ball, they have to go and book in a link in your calendar. So don’t do that. Figure out a time to meet then and there on the call.

Remember to download our fully customisable, professionally designed discussion document template. And it just makes the whole process of creating a proposal, or a discussion document, so much easier. And it looks beautiful. Some people have called it the most beautiful proposals they’ve ever received!