It's Not Quality vs Quantity

I had a great conversation recently with some clients about what is the right amount of virtual client calls that a salesperson should be having per day, per week etc?

During the course of the conversation that ensued there were a number of great points that were raised.

One of my clients suggested that it was all about the numbers, the more the better (Quantity). Another countered that it wasn't about the number of calls but the Quality of the calls that were made.

We then entered a lively debate about Quantity vs Quality. After the debate had gone on for some time, I asked the question - Are the two mutually exclusive?

Shouldn't we be striving for both? The highest quantity of quality client conversations? We all quickly agreed that this was in fact the case. Especially right now, during these challenging times.

"Salespeople should strive for the highest Quantity of Quality Client Calls Per Day"

So what makes a Quality Call? Another client asked.

A quality call is a call where both the client and the salesperson leave the call having derived some benefit (or value) from having had the call. The more value derived, the better the call.

It's actually quite easy to plan for a quality call, with a client.

The first step is to consider a value-based objective (outcome) for the call. Value should ideally be bi-directional, in other words there should be value for the client and value for the sellers organization (otherwise, why have the call in the first place, right?). Consider what are some of the challenges that your client is facing right now, that you may be able to help them with - This is always a great place to start when designing value-based objectives.

Once you have identified a value based objective (outcome) for the call, you should then take your time to develop an agenda, which leads you logically to that outcome (which is not too difficult with a little practice and forethought).

Once you have your value-based objective and agenda for the call, you should take a few moments to consider what questions you might like to ask the client about their current situation as it relates to the pandemic. (Consider how the pandemic may have affected them, personally as well as professionally). Make sure that you build time into your meeting to ask these questions, which will show the customer that you care. This is a great way to build rapport with your customer, and possibly a business friendship.

The Key Ingredients of a Quality Call

• A Value Based Objective (A valuable outcome for both parties)
• An Agenda (which logically leads you towards the value based outcome for the meeting)
• A Real Authentic Check-In (that demonstrates that you really care, because you do - must be genuine, don't try and fake this)

I hope that this helps you to develop a greater Quantity or Quality Conversations with your Clients.

Remember the ABC's of Selling, Always Be Consultative.