Listen in to discover the 6 Ways To Express The Value Of Your Creative Service On Calls And Win Their Business

Many people tell me “Jenn, I don’t know or I’m not sure how to express the real value that I’m bringing” when on a sales call. Meaning, sometimes we have problems explaining the amount of work and skills required to offer the service we offer. Today I’m telling you how to fix that and express the value of your service in the best way every time.

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People don’t know the real value there’s on the work we can do for them. So we have to explain it clearly. Start by figuring out how you are unique to that particular client. What makes you trustworthy and necessary? You need to speak their language and have credibility.

Clients need to know you, like you, and trust you. How do we do that?

I’ll give you an example: If you’re at a restaurant and the waiter repeats back to the table what they’ve ordered, that waiter will get a 20% higher tip than if they hadn’t repeated it. Do you see what I’m saying?

People trust other people who speak with the same words and who they can relate to.

So in order to know how to express the real value of your service, first you need to know who you’ll be talking to.

You need to know who the client you’re meeting is. Do your homework, get to know who you’re speaking to ahead of time, check out their social media channels, their Linkedin profile... What are they interested in? What seems to be a priority? Or a growth opportunity for them? What are they posting about? Where do they work?

All of this information in sales is CRUCIAL. Sometimes you might end up investing way more time preparing for a sales call, than on the actual call. But remember, it is always better to be over-prepared. Research your possible relatable points.

Businesses are about relationships 

The central piece to growing a successful business and getting clients that are happy to pay your fees, that appreciate you and your services, and are thrilled to work with you, is building relationships. 

The first key in order to build good relationships, is to be talking to the right audience. You don’t need the whole world to know about you. You just need your message to reach the right people. If you don’t know your audience, no matter how good of a pitch you have, it won’t get traction.

So here are the 6 ways to correctly express the value of your service on sales calls:

1. Build rapport

You have to spend 5-10 minutes building rapport. What is rapport? Rapport is a relationship where people understand each other, where they are “in sync”. You want to find something in common with the person you’re talking to and bring it up, so they begin to trust you as a person before they trust you as a salesperson.

Remember being authentic goes a long way.

2. Ask the right questions

The questions are the most important part of a call. You need to ask the right questions in order to…

3. Customize

Asking the right questions will allow you to get to know this specific prospect more in-depth. And THIS will help you customize your offer to what they need or want specifically.

“But Jenn, what about my Unique Selling Proposition (USP)?”

Don’t worry. You should bring a USP prepared for the call, but make sure that you can tweak it here and there to fit the specific person you’re talking to. Speak your prospect’s language. 

4. Tell a story

A great way to create connections with clients is through emotions. The wedding planning industry for example is all about emotions and sentiments. So the way you can take this to your advantage is to create a list of significant personal moments and memories that you use to connect with prospects. 

Show people, you can understand what's important to them, by showing them how you’ve felt in the past, what has been important to you in the past, in a situation alike.

Tip: When trying to connect with a person, keep in mind that studies show that people relate better when using several senses at the same time. If you can bring visuals to accompany your proposal and stories, it will for sure help you convert prospects into real clients.

5. Address objections and hesitations

If you get hesitations or doubts on a sales call, don’t get discouraged. This is a good thing! It means that the person you’re speaking to is actually interested in what you’re offering. It means they’re considering working with you.

Some objections examples you often get:

• I can’t afford this

• It’s not the right time

• I need to check with my spouse/colleague/boss

  
  

Usually, any objection related to pricing has something underneath it going on. Perhaps you’re not conveying the value clearly enough, or you’re not differentiating yourself from the competition as well as you could.

Sometimes we don’t ask the right questions back on step 2, and this means that we don’t have the best information to explain the benefits of the services we provide tailored to the person we’re talking to.

There can be many reasons, but these are the most common.

Here’s a key secret to tackle and respond to hesitations: Check out their body language.

Really pay attention to the person’s body language to identify the real reason behind the hesitation they’re expressing to you. You’ll be able to better tell what their hot points are.

You can tell someone's body language by the way they move, where they are looking at, if they are still or not, if they play with their hair or not, etc. There’s no one-size-fits-all guide to learn to read people’s body language. You need to use your intuition.

Learning how to read people takes time and practice. But this intuition and expertise are such critical parts of being successful on a sale, and really understanding the needs of your clients. 

6. Ask for the booking

Sounds obvious right? Closing the sale. Yes, and no. 

It doesn’t have to be like in the movies, a very aggressive sort of forward, sales-y interaction - and really, it shouldn’t be. Asking for a booking is the next logical step, yes, but I think it can be done in a natural organic way in the conversation. 

But you do need to ask it. If you don’t, not only are you leaving an income opportunity on the table, but that person is not getting what they came for to the sales call. 

It might sound evident, but I’ve found that many people don’t even realize when they’re not asking for the business, or maybe they’re not straight out asking for the booking. 

Bonus Ways:

Exclusivity

The easiest way to secure a client is for them to commit to you through a deposit to save a date. If you’re just saving dates for possible clients without any sort of formal agreement of the date booking, you’ll lose some clients for sure. 

Not having a deposit commitment set up tells your prospects that you’re not busy enough, or not in-demand enough. And it doesn’t help you feel secure and safe about your own work. 

Follow up

There are people out there who say “One call or nothing”, or “if someone doesn’t show up to call (or cancels) then they’re not interested at all and you should move on”.

While sometimes this is true, I think we can be a bit more flexible than that.

Let’s be realistic. We all have busy lives. We have many things going on in this busy competitive world. Someone might be juggling a job, a home renovation, kids, and a home office, all at the same time (plus the time that takes checking social media). And Netflix binge Saturdays. 

You never know. They might be writing an email to you right now, but something came up and they suddenly forgot and moved on to some other task. It doesn’t mean they don’t want to book you, they just got distracted.

Have you ever thought you sent an email answering back to someone, just to realize days later that you never did? Yep. Me too. 

So the same goes for your prospects. 

Your follow-up is a reminder to them about an ongoing conversation. Reach back and ask questions. “Let me know your thoughts” is not an engaging question. It’s not what will give you a concrete engaged answer because people won’t feel the need to respond to that. Instead, turn it into a question that invites people to actually answer and share. This is your call to action.

And that’s it! That’s my advice on how to have better sales call experiences, express the value of your service better and get more clients. 

Did you get any “aha!” moments from this post?

Comment below!

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