If you want to move people through your sales funnel, one thing matters more than anything else: scheduling the next meeting at the end of the call.
First off, it creates strong signal in both directions.
* The seller clearly states the path to purchase and this makes an interested prospect more comfortable in the process.
* The prospect will either schedule (great buying signal) or decline (poor, but direct, buying signal).
Secondly, it ensures that the seller has a defined process.
* It's hard to manage a funnel when you don't really know what you're trying to accomplish at each stage.
* In order to confidently ask for the next call, you have to know you've earned the right by 1) accomplishing something specific and tangible on the current call and 2) signalling something specific and tangible to be accomplished on the next call.
Lastly, it removes the dreaded (and highly unsuccessful) "followup" scheduling email.
* I had a client recently attend at a conference and he spoke to nearly sixty qualified leads.
* He didn't want to "waste precious time" in front of leads by scheduling calls at the end of conversations.
* After a month of repeatedly emailing and leaving voicemail for these leads, he's schedule five meetings.
I know this shit sounds bland as all get out, but I want to scream from the rooftops.
Scheduling the next meeting is something that every founder nods their heads at. They all know they should do it. And most forget to do it in the moment. And that includes me for the past eight years of selling my startup coaching.
The moment I made it a priority was the moment things improved drastically.
Give it a try this week and let me know if (when) it changes things for you.