Selling Your Service
Skype Call Strategies
Maintaining Control
Making a Sale


Transcript

00:11     In this video, we are going to be discussing sales. As your business provides a service. We should always be thinking about selling that service. Speaking with a client face to face on Skype. Can be very intimidating. It is something you need to get used to, if you want to make a successful business.

There are some things to remember before you jump on any call.

00:37     First of all, maintaining control. When it comes to your Skype sales calls, you must be in complete control.  Maintain control from start to finish. Really, the only way of getting the desired results is to maintain your control. The desired result is obviously to land clients. The only way to do that is by maintaining control of the call.

01:03     Think of it like this. When you're sitting down watching TV, whoever controls the TV remote controls what you are watching. You, in a sense, must control the conversation.  And control the call so that you get the desired outcome at the end of it.

01:21     Not every call will end in a sale. But by being in control, you will have better results. Let's start by talking about how you gain control. First off, the client can not do this for them-self. If they could, they wouldn't need you. So you are in a power position. Next, they approached you. They want or need your service. You are the expert. Make sure you look and feel like it during the call. You are the authority figure on this subject. If you don't show yourself as being just that. You will not close the sale.

Knowing these facts, helps you control the call and guide the client into the purchase.

02:03     Now, most clients will want to knock you down on price. Stick to your guns. You will hear all kinds of excuses as to why they don't have the money. However, serious people would not be haggling too much. Remember, you are not a charity. You have paid money to study this program. And learn a valuable skill. If you sell your trade too low, you will be doing yourself an injustice.

02:32     Never work with anybody who feels like you are lucky to be working with them. Or that they are giving you an opportunity to get your business off the ground. No, you are helping them and they are lucky to have you working with them.

Okay, so let's look at the meeting I had with Alex today. I want to show you my plan before the call. And discuss exactly how it played out.

02:58     Firstly, I already had some information, like his email and website. This I used to find him on Facebook before the call. I could then see his likes, dislikes etc. I could see his pictures and where he was in the world. I could get a sense of his character from this. I also had his website address, so I prepared some thoughts about that before the call. His charity is based on animal welfare, so I could guess he had a love for animals.

My plan was as follows. At 2pm, get him on the call.

03:35     Step 1. Breaking the Ice

Where are you calling from today? What have you been doing today?

A few minutes later, when small talk is exhausted move on with.

"Okay, we can dive right in and get started with this call if you want?"

Wait for a response of yes before proceeding.

03:56     Now, I take control of the conversation. To show the client that I am in control. I will tell him exactly how this call is going to play out.

04:05     "I want to be confident that I am the right developer for your project. And whether we are a good fit. So how this call will go. Is that I will start off by asking you some questions about you and your current situation. Then, if it sounds like we are a good fit. I will go into more detail about what I do. Then towards the end of the call, you will get the chance to ask me as many questions as you like. And ultimately decide if you want to go ahead with the service."

This helps cut out the small talk from here on out. It's business all the way now. Sometimes you can be chatting with a potential client for hours. And nothing comes of it. It also puts you in the power position.

Wait for the client to say okay, or great. Then move forward.

04:57     Next is Step 2.  Rapport Building.

We are going to ask some questions such as; Where are you based? Tell me about your business?How long have you cared for animals? etc. Why do you want a blockchain? When do you plan to launch your crypto-currency? Let the client speak. Allow them to finish their sentences and don't interrupt. Join in and share the same interests where possible.

05:26     Step 3 . Pains

We need to find the clients pain points and their desires. Pain points are anything negative that can be resolved by your service. Such as, their business not earning enough money. By identifying their pains, we can use that to our advantage later. Push to find their pain points. Ask them questions to make them realize the negative aspects. Pain points are important.



05:55     Step 4. Desires

What do they want? What would they do if their business made more money through a blockchain? Ask the question... so what? You make lot's of money through crypto? so what?... so I can spend more time with my family. Or buy a nicer house etc. Everyone has a desire or a goal. You need to ask the right questions to find it. Whilst asking these questions, you are making a note of the pains and desires.

06:28     Next is Step 5. Getting them to admit they need you.

Remind them of their pains and desires by saying something like..

"So your business is currently struggling and seen as behind the times. And you want to change the image of your business. As well as increasing revenue. Eventually so much so, that you can spend more time at home with the kids."

Then ask the question "So what's stopping you doing this on your own?"

Wait for their response. Don't say anything until you have heard that they are unable to do it, on their own.Or that they don't have the knowledge. With that said, you can now move on to talking about your service.

07:12     Step 6. Your Service

Talk about how long you have been building blockchains. If you haven't been doing it long, don't tell them that. Just word it in a way that looks like you have. For example. I have created many blockchains, and I am able to work with many code bases. My work is clean and the service I provide is above anything else you will find. The blockchain will generate additional revenue. And with a strong launch and additional marketing, there is great potential. Your idea of the donation from each block is something I can do.

Continue until you feel they are confident and hooked.

07:56     Step 7. Questions

Allow them to ask questions. Typical questions asked will be. How long will it take? What do I need to do? But wait for them to get to the question about cost before you proceed.

08:12     Step 8. Closing the Sale.

Now,  After knowing your background and the needs for a blockchain. I can definitely help you achieve your desire of spending more time with the kids. I also feel we would work well together.

The service I would provide would be:

Blockchain development (Client provides the images for the QT)

Windows QT's

Linux QT's

Discord Channel Setup

Launch Day Release

Blockchain Explorer Setup (Client provides server and domain)

08:48     The cost for this package would be $4400 with a tentative deadline of 3 weeks.

After this, say that you will reduce the price to $3400 if they pay today.

Once the cost has been spoken, keep quiet. Don't say another word until he speaks. The first to speak loses. This is often the most uncomfortable part in any sales call. I guarantee, they will speak first.

09:19     Most will make an excuse as to why they can't pay now. And 9 times out of 10, they will say they need time to think about it. But stick to your guns. Tell them the discount is valid for this call only. Coming back tomorrow would mean they pay $4400. Making a commitment today will save them $1000.

You will likely need to do 20 calls like this to get just one sale. Which is why I say to book at least 2 calls per day. You must be actively booking calls to get the chance to close a sale. You will feel defeated and annoyed after losing out on a sale. But remember, each one is good practice for the next. Record your calls and play them back. Look to see if you were confident enough. Try and improve each time. The people who are successful in business will also work on self improvement. You have to fail many times in order to succeed.

10:22     So, how did the call go with Alex? Alex was a no show. He either forgot or changed his mind. Either way, I didn't get on the call with him. It is something you have to get used to. Take all the knock backs with a grain of salt. Remember, you don't need many clients to make a good living. Be persistent and keep your chin up. You will get knocked down many times before it falls into place. But when it does go right, you are highly rewarded.