The CEO Show
The CEO Show is the podcast for wedding professionals who want to make more money and create more freedom, without sacrificing more of their weekends.
Hosted by award-winning business coach, sales expert and wedding industry expert Laura Canham, this podcast is here to help you go from busy wedding pro to profitable wedding CEO.
Expect honest conversations about the realities of running a business in the wedding industry, practical business strategy and simple tips to help you grow your income, price with confidence and create year-round revenue in your wedding business.
Whether you are a wedding photographer, celebrant, planner, florist, stylist, venue owner, videographer, DJ, content creator or another creative wedding supplier, you'll love all the hot tips that are totally relevant to this wonderful, and often crazy industry!
If you are ready to earn more, work smarter and become the CEO of your wedding business, you are in the right place.
Find out more here: www.thelovebizacademy.com.au
The CEO Show
45. The biggest mistake you’re making on your sales calls and why it’s costing you clients
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You’ve done the hard work to get someone on a sales call with you, so we don’t want to mess it up and lose them now!
Typically someone is already 90% sold on you before taking the time to chat, so our aim here is to ensure our conversion rate is as high as possible.
Now while I don’t believe in strict, word for word sales scripts there are some things you do need to focus on if you want to increase the conversion of your sales calls.
Over the years I’ve done hundreds of sales calls, I’ve also been on the receiving end of heaps as a client, and I’ve supported my clients to create their own personalised and highly converting approach for their calls too. So as you can imagine, I have so much to say on this topic.
You might think that the worst thing you can do on a sales call is to be too pushy. However, this is wrong!
In this episode, I’m going to share:
- Why your fear of being too pushy is costing you clients
- The role you need to play if you want to increase your conversion
- What to do when someone asks about the price
- Some simple questions to ask your clients to build greater connection
- How to lead the conversation without being too assertive or manipulative
Plus I share how these tweaks took my clients conversion rate from 55% to 90% in just 3 weeks!
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