I Just Bombed a Sales Call (took me a few minutes, but I figured out why)
Just got off the phone with someone would have been a perfect client for me. Funny, articulate, smart, super-educated, a fellow Sci-fi nerd, and wanting to move from an employee life into an entrepreneurial life as a life coach.
We got along well, we talked about her dreams, we talked about money, about the plan of how she would go about launching her dream business. I could feel a sense of yearning. She even clearly understood the importance of her story, of her signature system and talk, of developing something that would differentiate her from the myriad of other ‘life coaches’ out there. I even got her to see the money she could make and the value of working with me, and how she would see a return on investment relatively quickly.
Then, she said no.
“What the heck happened?” I thought as I got off the phone. It seemed like such a good fit. I could see how great it would be to work with her. It seemed like a good sales call.
But as I reflected on it, I realized that it ‘bombed’ because it was a bit too “feel good”. I got her too far into the dream state without making her feel the tension of not being there.
She also, quite frankly, hadn’t failed yet.
She was still in that dreamy state when you just make a career change, sort of branched out into a new business, but hadn’t quite jumped into yet.
What I know from the clients I tend to work with, is that their ‘pain’ that draws them to me usually is all about having tried to do it on their own and failing. Or not getting where they want to go. They are floundering around, and their message hasn’t hit home yet. They’ve spent money on failed marketing systems since while the ‘system’ works, their story/message isn’t connecting with their intended audience.
There’s always some kind of suffering that they’ve gone through (hey, entrepreneurship and business ownership is not easy .. .)
I bombed this sales call because she either wasn’t into the suffering yet, or I didn’t lead her into it. She didn’t feel a sense of urgency and was able to sink back into her “it’ll all be ok” dream.
You see I’m a dreamer too. I love the emerging moment, the time when someone declares their dream to the world.
But when I’ve got my “sales hat’ on, I can’t stay in that beautiful moment long.
Dreaming is fun, but there comes a time when we have to get real and move into action
.. and often that requires a bit of suffering as a catalyst.