We’re back! And we’re back because I have been screeching how to approach initial calls from the mountain tops to my new hires lately, and I think I’ve figured out why everyone is so tense.

When y’all think of ‘building relationships’ you think of what that looks like professionally rather than personally. News flash, business is always personal (cue Michael Scott). Let’s dive into why your first sales call should be all about making friends while closing deals.

1. First impressions are everything: Remember that classic advice about first dates? Well, it applies here too! Your first impression is like the opening act of your sales performance, and it sets the stage for the entire show. You want to come off as charming, confident, and knowledgeable. But what’s the secret ingredient to making this performance memorable? Humor! A well-timed joke can turn an awkward silence into hearty laughter, instantly breaking the ice. Laughter is a universal language that can bridge gaps and create a sense of camaraderie, so why not sprinkle some humor into your pitch?

2. Authenticity with your approach: Let’s banish those robotic, scripted sales pitches, shall we? Authenticity is the key to building lasting relationships. Be yourself. Share a bit about your quirks, interests, and experiences. Encourage your potential client to do the same. After all, people connect better with other people, not sales machines. A genuine connection is much more likely when you’re both being real. Plus, being authentic is more fun, both for you and your client. So, the next time you’re on a call, skip the canned lines and opt for a little spontaneity and sincerity.

3. It is easy to set urgency and next steps once a relationship is established: Once you’ve established rapport and made your potential client laugh a few times, the game changes. You’re no longer just a salesperson; you’re a trusted friend who genuinely cares about their needs. And that’s when you can work your magic when it comes to setting urgency and defining the next steps. Because, you see, it’s much easier to convince a friend to take a leap of faith than a stranger. When you suggest the next steps with a wink and a smile, they’ll be more likely to follow your lead. The urgency becomes a shared goal, and the next steps become an exciting journey you embark on together.

In summary, your first sales call isn’t merely a business transaction; it’s an opportunity to build lasting relationships that go beyond the transaction. Humor, authenticity, and the human connection are your secret weapons in this journey. Use them to your advantage, and watch those deals roll in while forming meaningful connections. Get out there, be yourself, and watch those deals roll in. Happy selling!

Sincerely,

The Worst Saleswoman