Many months ago, a much younger and much much less experienced Alex hopped on his first sales call.
It all started when received a DM from a follower called Amanda.
Pure inbound. Never spoken to her before. Didn’t even know she followed me.
She asked me whether I did coaching. Which surprised me because I had around 500 followers back then. So clearly I was doing something right.
Anyway, I actually hadn’t done any coaching so far, nor was I planning to start coaching prior to her message. The closest I had gotten to coaching was a few free consultation calls—which couldn’t have been more than 5 calls in total.
Despite all of that I said, “yeah, I do coaching”. Because why would I turn down a potential payday? My first-ever payday, in fact.
Then, funny enough, she had to ask me if we could hop on a call.
I quickly sent her my Calendly link and she booked a call for the next day.
That left me with a few problems. I didn’t haven an offer. I didn’t know how to do sales calls. In fact, I didn’t even know how to receive money if I ever got her so far to agree to my made-up offer.
So I got to work and busted out an offer.
I created a Stripe account and set up a few payment links (which are much trickier than they need to be if you ask me). And then it was almost time for my call.
I probably had an hour or 2 left when it dawned on me, “I don’t know how to do sales calls”. Luckily I got to know a good friend on Twitter back then, Jakob Risley, whose one hell of a salesman and had quite some years of sales experience.
So I told him about my sales call coming up and he sent me one of his sale guides he made on Notion.
I quickly rushed through everything to learn as much as possible. To this day I still use some of the stuff I learned from that Notion guide. Particularly the creation of a buying atmosphere to take the pressure off—because when people feel comfortable saying no, they are much more likely to say yes.
Anyway. Jakob gave me 2 guides actually.
The other guide was a “Sales Objections Master Guide”. And for some reason my stupid ass spent most of his time studying that one instead of the main sales guide.
I guess I was really hung up on the fact that I didn’t know what to do in case of objections. So hung up actually that I forgot it didn’t matter if I couldn’t handle objections when I wasn’t good enough to actually go through a proper sales call.
At this point, my time was up and I had to get on the call.
To say I was nervous would be an understatement.
She showed up—I was actually hoping she wouldn’t—and I greeted her. Asked how she was doing. Get some fun small talk in to lighten the mood. And then went on to ask her to give a brief description of what she was looking for.
I didn’t know better than repeating her and saying “alright that’s cool”. And I immediately jumped into explaining my offer—the one I just made up. I had actually made a quick PowerPoint showing her some of the “pillars” that make up my coaching offer.
After I finished the presentation which would’ve made my high school English teacher proud, I asked if she had any questions.
She did. I tried to answer them as best as I could. And then ended by asking whether she was interested in getting started.
Her answer? “I actually have calls planned with other coaches and want to compare first”.
An objection.
This was my time to shine. I would handle that objection and land my first client. I had spent most of my time going through the “Sales Objection Master Guide” after all.
Here’s what I said, “Alright, good luck with your choice. Let me know when you’ve decided”.
At that time. I was just happy to get off the call. I felt like a winner just simply having had a sales call, no matter the outcome.
Needless to say I never heard from her again.
Did I mess up? Yes. Big time.
Was this a waste of time? No. That was one of the best learning experiences I had. It was the start of something beautiful. My more recent sales calls looked nothing alike. And I’ve improved so much in such a small timeframe.
And all the time it took me to improve. All those mistakes. All those awkward calls and scenarios, just not knowing what to.
You can skip it all. You can learn from my mistakes and my experience.
It’s all in my Abundant-Client System. Waiting for you to click here: https://alexvandromme.gumroad.com/l/clients/CLIENTS
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