My Sales Call Flow
I’m far from a sales expert, though I’ve become far more comfortable at them after taking some sale training. (highly recommend)
Here’s the format of my standard “Work With Me” meetings when a prospective client wants to explore working together.
A 30 minute call flows like this…
Ice Breaking Small Talk (2-3 min)
So nice to meet you!…So glad so and so connected us!…Where are you located? (Colorado? I’m in a mountain state too! Maine…wow! My husband and I vacationed there when we were first married!…Oregon? Can you believe I live in a state that boarders you and I’ve never been??)
Expectation Set (1 min)
I just tell them in 2-3 sentences how these meetings normally flow.
Tell me about your business and what you’re looking for in financial support? (10 min)
I just let them talk here and try not to interrupt. I’m making mental notes of what they are saying their struggles are in their finances or with their current provider.
When they’re done, I ask follow up questions that I need to know to quote the job - What entity structure are you? How many employees? Cash basis or accrual basis? What accounting and payroll platforms do you use?
I’m listening for deal-breakers.
Great! Let me tell you a little bit about how I generally help my clients (10 min)
I talk about my firm’s general support structure (i.e. we do soup-to-nuts financials…bookkeeping to CFO services, no tax, etc). I highlight any strengths I have in areas that they mentioned gaps / struggles / frustrations.
I usually show them some example monthly reporting and sometimes jump into a 1-2 min demo of Fathom forecasting if that’s something I think will strike a cord with them.
Next Steps (2 min)
These really depend on how the meeting went and what I want next steps to be. It could be asking to look inside their QBO, sending a proposal, scheduling a follow up call, etc.
This is absolutely not “the way” to do discovery calls, but it’s a way that seems to fit me well. What’s important is that you find a format that fits you and that you are comfortable with.
And if you’re starting from zero, you can try this format and change it to fit you.
Talk soon!
Erica
Behind-the-scenes in my business this week:
Currently playing catch up after being out of the office unexpectedly on bereavement leave. I’m grateful my clients were so flexible to reschedule our meetings, but it led to back to back to back to back meetings yesterday morning. 🫠
I’ll keep catching up this afternoon, but for right now, it’s 6:45am, the coffee is hot, the sun is rising over the mountains, and I have a kiddo watching Friday morning cartoons next to me (no school on Fridays in our school district).
I’ll sit for a bit :o)
Money back guarantee, if you get in there and don’t see the value. No questions asked.
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