One of the main challenges I find when working with clients. Is getting that first sale.

For some businesses it’s easy. This is usually because they sell something that people understand easily. Or the delivery is easy. For example, some people sell weight loss supplements for £40. That’s straight forward:

• Get people to your website (we talk about how in another post)
• They see the products on your online store
• Add to cart
• pay at checkout
• The order is sent out

But in other businesses, especially if you’re selling something like courses and you position yourself as expert. Can be a bit more challenging.

I’ve found two reasons why:

1. The customer journey is not very clear – i.e. you’re not 100% sure what happens when customers make the payment to complete your programme
2. You’re not focused on the first step of the sales journey – i.e. you just need to focus on getting the appointment so you can speak to people and not get overwhelmed by selling to the unknown

Here are some tips that have worked with my clients to overcome that sales challenge.

The Customer Journey

First up, let’s make sure you’ve got a clear picture of your customer’s journey. Start by sketching out every step from the moment they pay to when they wrap up your programme. This way, you’ll know exactly what they’ll go through and can sort out any bumps in the road. Plus, you’ll be able to chat with your customers more effectively, so they know just what’s coming up.

Actionable steps:

• Write down all the key milestones your customers will encounter.
• Identify any potential roadblocks and find solutions to tackle them.
• Develop a clear communication plan to keep your customers in the loop.

Focusing On the First Step of Your Sales Process

Next, let’s focus on the first step in the sales journey.

Don’t stress yourself out by trying to sell everything all at once. Instead, just zero in on getting that first appointment. A friendly phone call about how you can help them. You can see the script below this article. Just focus is on seeing what they need help with. And then you tell them how you can help them.

This is the perfect way to build trust and make a connection. Once they feel at ease with you, they’ll be more likely to buy your products or services.

Actionable steps

1. Set a specific goal for the number of appointments you want to secure.
2. Create a plan to reach out to potential customers (think: emails, phone calls, social media).
3. Prepare an engaging conversation starter to break the ice and build rapport.