James Cook Media Blog

Checklist How Talk To Client

September 21, 20223 min read

The very first call with a client can be very frustrating if you have never done that before or haven’t been born a salesman. Some people don’t know how to start and some don’t know how to lead the conversation. 

Before diving into content marketing, I did sales for almost two years. I do remember well my very first call and my first successful call which turned to be two different calls. So, let me ease your pain with my personal advice on how to talk to your client on your first call.

#1. Ice breaker

For most people, the first few seconds of the conversation are the most awkward. After exchanging a quick introduction and  “how are you? - I am good, you?”, they don’t know how to continue. There are few simple tricks. First of all, relax. 

You can always start a small talk about the weather. If you have a business online, you and your prospect will most likely be from a different city/state/region or country. This makes the conversation even more lively if it’s winter and you are in Israel, but your prospect is based in Ukraine!

“Okay, let’s get back to business” - the standard phrase that leads to the conversation's main topic.

#2. Keep it dialogue

The most boring thing is when the first call turns into a sales monologue. Besides all the great features that your product or service may offer,  don’t stuck with retelling a description from the landing page. Instead, try to build a conversation with your prospect based on his needs and your solutions to them.

#3. Your client is your hero

Remember it’s never about you. Your client is the hero of the story. Listen to what he is saying. Don’t interrupt. Be interested in him. Empathize. Emphasis his gains after purchasing your service/product, not the product features itself.

#4. Be confident

There is a saying: do it with confidence or don’t do it at all. Especially it relates to sales and your first call with a client. People always sense doubt, even at the end of the line. State your price with confidence. There is no reason to be modest and humble. If you cannot sell your own product, how do you expect other people to do it for you?

#5. Settle your time management

As much as you would like to have a gazillion of clients, time management should come first. Don’t waste time on people who aren’t motivated. In the first stages of business, you may think that you must work with anyone who turns to you. But sooner you will realize that you waste energy and time on people who aren’t your ideal clients and won’t buy anything in the end.

#6. Keep it simple

The mark of true knowledge in anything is how well you can explain to the average person. The first call should answer all the prospect’s questions, ease his choice and help build more trust around your brand.

Don't forget!

It is crucial for a business to understand who you are selling to. Knowing your ideal clients and understanding their needs leads you to successful marketing campaigns as well as successful sales. Building your customer avatar will only help you connect with your ideal clients and give lots of opportunities to grow.

To get perceptive marketing insights and learn how to build your customer avatar, join our StoryTelling in The Digital Age Masterclass.

In Storytelling in The Digital Age Masterclass we answer the next questions:

  • How to tell your story online?

  • How to not “feel dirty” after filming a sales video?

  • What tools work best in today’s digital marketing?

  • How one powerful story can change your entire business and maximize your profit?

  • How to get the right audience and connect with your ideal customer?

Sing up now and get access to James Cook Media case examples and to the Bonus Lesson about building your funnel!

Build a Marketing Strategy for your Story-Based Funnel

2 х 180-minute amazing video training, StoryTelling Welcome sequence, 1-on-1 Strategy Call, 8 Funnel Blueprints, Resource guide  &  much more…

$563 in Value, JUST $27 USD!


Prospectcustomerideal client,first callsales
Back to Blog

We help Authors, Coaches, Experts, and Business Owners tell Powerful Stories that change lives.

Join the StoryTelling in the Digital Age MasterClass and Schedule your 1 x 1-on-1 FREE Marketing Discovery Call to help you create your story that attracts your audience to invest in your product or service.