Stop Asking Your Prospects To Do "Homework" Before a Sales Call

Sales is an art.

Just like sports, you need to practice to master your skills, take risks, and learn from your mistakes. From making false promises to misreading clients' intentions, there are a bunch of mistakes new entrepreneurs make while selling that you should avoid.?

But here’s the number one mistake which makes the client reject you even before getting on the sales call: asking them to do homework.

I can't tell you how many times I have been asked to do "homework" before a sales call. Honestly, I didn't even do homework in high school, and I am worth way more now, so why would I start?

Here are a few reasons why you should stop this immediately.

It Shows You Don’t Respect Their Time

It is a challenge in itself to get to the decision maker, but if you have succeeded, don’t lose it by asking them to prepare.?

It unintentionally shows the lead you don't respect their time. As an 8-figure entrepreneur, I don't have time to do homework. You should be able to sell me in 5-minutes on the phone. If you need me to do homework prior, that means you don’t have a grasp on what it is you’re selling and why it’s important.?

People are Busy

Most people already have their hands full. If you're already putting your leads to work, they aren’t going to look forward to what’s coming. Now, obviously, you don't want lazy leads or clients, but there are other ways you can determine this without an assignment before the call begins.?

It Scares Them Off

Homework will scare off the busy leads that are good potential clients. The more net worth someone has, the less likely you will be able to get them on the phone. Why? Because they are busy!

If someone is giving you 15 minutes out of their precious time, make use of it! Take charge of the conversation and immediately show them why they should choose you.?

You put pressure on them

By giving THEM homework, you are telling them to come up with the solution. If they have the time to do homework, why would they hire you? You need to come up with a solution and save them time. After all, time is money!?

Here’s what I do

Instead of asking them to do homework, what you can do is give them little tips, tricks, and educational content. I normally email my leads articles I wrote, Youtube videos that talk about solutions to problems they have, and little intro videos of us and our team.?

This allows them to get to know you, takes off the mandatory pressure of homework, and is more of a "Hey, if this is helpful, check this out." It shows them YOU are the expert.

When you do that, it allows your clients to get to know you, and if it turns out they’re uninterested, then you just bought yourself some time whilst boosting your metrics online.?

Sales is something you have to work at throughout your whole career. But eliminating the homework before the sales call and replacing it with optional, valuable information sets you up for success. Trading in homework for handouts establishes you as a generous authority who respects clients' time. And who wouldn’t want that?