Sales are an important component of a thriving business. That’s why I decided to bring on Business Coach Kendra Perry to specifically talk about sales calls for Health and Wellness business.

In this interview we talk about:

• What key components have to exist as part of your sales process?

• How to qualify clients before getting on the phone

• Consult calls vs. Sales call - what’s the difference?

• Setting clear boundaries during the call

• Building your confidence before a call

• Embracing rejection as part of the journey

Listen to this episode 170 here:

You can also watch the video version of this conversation here:

Episode notes + useful insights + tips Kendra shared during the episode:

• Selling a health and wellness service is a personal conversation since you are impacting someone's life in a real and meaningful way. That is why a certain amount of empathy is necessary on sales pages. If you are helping someone with IBS or diarrhea, there is a certain sensitivity required since these are sensitive and personal subjects.

• Consistently providing value is one way to generate trust and share empathy with your audience. Ways of being consistent are: showing up regularly and consistenly on social media (or whatever channel you enjoy being on), showing your personality, turning some parts of your paid content to free content for people to get a sense of what it’s like to work with you, and also constantly letting people know how they can work with you and pay you.

• Consult calls are not a free call, free health history, free coaching session. Make sure to make this clear to your person you get on the phone with them. The consult call is an opportunity to get to know each other, for them to understand your services and get a small taste of what it is like to work with you and see if it’s a good fit for you as well. Asking yourself “is this someone I could help?” is a great place to start.

• It’s important to set your own boundaries beforehand on what information you are willing to disclose and again the purpose of that consult call. Especially for potential clients, you have “bigger energy”, it’s important to take ownership of the call and let them know the purpose and how things will play out. You are the only one who gets to decide the length of these calls, the agenda, and overall how others will treat you during that time.

• It’s is normal at the beginning when you don’t have a defined niche and you are just starting, to attract all sorts of different people. Over time, as you get more and more clear on who you help, you will start attracting people who are a better fit for your services.

• If you get the same questions over and over about your work or process, you can use social media and your website to generate content that you can point people to overtime. This helps from having to repeat yourself and also acts as a qualifier for people eventually wanting to get on the phone with you.

• Sales call process:

  • Prepare to lead: take time before the call to go for a walk, do a meditation, or have a snack. You don’t want to rush onto the sales call all rushed and distracted: people will notice that in your energy. Also take time to do some research on your potential client, review any previous conversations you have (to not ask the same questions and get them to repeat), and maybe even brainstorm a couple of initial ideas for them.

  • Keep the conversation light and casual at the beginning. If your services are very personal, sometimes starting off with some light chat about the weather can help put the other person at ease. This little connection piece can go a long way.

  • Set the intention at the beginning of the call: This helps the other person understand what to expect from you and set the tone for the call. This helps you to lead the call and help the other person feel safe.

    Sample script: “Welcome [name]! I'm so glad you're here. This is how the call is gonna go today. My intention is to learn more about you, the challenges you're having with your [whatever challenge/goal you help them with] I want to ask you some additional questions based on [whatever previous conversation/form they filled out] and I just want to learn like where you are, where you want to go, and if I can help you get there. I'm going to explain what I have to offer. And we can both decide if working together feels like a fit.”

  • Next part of the call, use it to listen and learn about their needs, challenges, and goals. Figure out what they actually want, how they see their problem. Sometimes something they want is outside of the scope of what you do and that’s okay: you can refer them to a doctor or another practitioner who does that.

  • Remember to serve first, sell second. When you come to your sales call like this, everything feels different. You are here to find the best possible outcome for this person, even if it’s not working with your now. It’s all about detachment.

  • After a sales call, it’s also good to reflect on what went well and what didn’t. You can learn from mistakes or parts of the conversation that didn’t go as smoothly.

• If you are starting your business, this may be hard at times because you just need to make money but putting pressure on one potential client to help you reach your revenue goals is a dangerous perspective because you might end up selling someone into your program who is a wrong fit. And down the line, that is more expensive for both of you.

• It’s important to set a bigger why around your goal to complement revenue goals. This will help you detach from the numbers when necessary.

• When it comes to finding your personality around selling, the practice goes a long way. It’s normal to be awkward at the beginning and just feel weird and uncomfortable. Rejection is also normal. But the more you do sales calls, the more comfortable you’ll get. And you’ll slowly learn how to just be yourself, even within the act of selling.

• In the beginning, a good close rate is 25%. That’s 75% rejection which may seem like a log but that’s all part of the process and it’s okay.

• When you get rejected, it doesn’t mean anything about you. It doesn’t mean you suck or that you’re bad, you’re just learning and/or that person wasn’t a good fit.

More about Kendra:

Kendra is a former multiple 6-figure Functional Health Coach turned online business strategist for health & wellness practitioners.  She is on a mission to stop health coaches from being broke AF by helping them build BOOMING businesses they are in love with. She has currently helped 300+ health coaches grow their practices, attract consistent clients and blow up their bank accounts.

She is the creator of the ground-breaking Health Coach Accelerator Method which turns scared, scattered and self-conscious coaches into confident, focused and high-performing health entrepreneurs. She is also the founder of the Profitable Groups System which teaches coaches to scale their income and impact with online group coaching programs. 

Kendra has been featured in Arianna Huffington’s Thrive Global, CEO Blog Nation and Authority Magazine for her expertise on sales. 

When she isn’t getting fired up about business & marketing, you will find her indulging in her love of adrenaline sports in the remote mountains of beautiful British Columbia, Canada.

Check out Kendra’s awesome Rock Your Sales Call Training: https://go.kendraperry.net/sales