How many sales conversations do you need?

Clients don’t appear from nowhere. Work backwards from the new clients you need each month to the number of conversations it takes to get them, so you know exactly what a good week looks like.

Brought over from step 1 if you used it.

If you’re not sure, 20–30% is a fair starting point.

DMs, comments, emails, chats at events. Anyone you actually talk to about working together.

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You’ve got the numbers. Now it’s about having a system that brings those conversations to you week after week.

See how we can help Start again from step 1

What are Sales Conversations?

Sales Conversation: An interaction aimed at persuading a potential customer to purchase a product or service.

Key Features of Sales Conversations:

  • Engagement: Direct communication focusing on the customer’s needs.
  • Personalisation: Tailoring the discussion to the specific interests and requirements of the prospect.
  • Information Sharing: Explaining the features, benefits, and value of the offering.
  • Problem Solving: Addressing how the product or service can solve the customer’s issues or improve their situation.
  • Objection Handling: Responding to any concerns or questions that might prevent a sale.
  • Relationship Building: Establishing trust and rapport to foster a positive connection.
  • Goal: Helping the lead to decide whether the product is for them or not. Getting the sale.

What Counts Towards Sales Conversations?

Here’s a list of scenarios and interactions that would typically count as sales conversations in this context:

  • Initial Consultation Calls: These are often free sessions where potential clients can learn more about your coaching services, ask questions, and gauge if there’s a good fit. This is your chance to outline the benefits of your coaching and encourage them to sign up.
  • Follow-up Emails: After an initial consultation, sending a follow-up email to reiterate the key points discussed and the value of your coaching can help nudge a potential client towards signing up.
  • Promotional Webinars: Hosting a webinar on a topic relevant to your coaching niche can attract a wider audience. During the webinar, you’ll typically pitch your coaching services or a specific program.
  • Social Media Posts and DMs: Interactive posts that engage followers or direct messages that respond to queries can often transition into sales conversations, especially if you direct the person towards booking a consultation or signing up for a session.
  • Networking Events: Whether online or in person, conversations at networking events often revolve around your coaching offerings and can lead to formal sales discussions.
  • Content Marketing: Blogs, podcasts, or videos that offer valuable content but also include a call-to-action directing people to your coaching services.

  • Client Referrals: Conversations with referrals from existing clients where you discuss what coaching options might suit them best based on the recommendation.

  • Upselling During Check-ins: During regular check-ins with current clients, there might be opportunities to discuss additional services or programs that could benefit them.

  • Special Offers and Discounts: Announcing limited-time offers or discounts on your coaching sessions can lead to sales-oriented discussions with both new and existing clients.

  • Answering Questions on Coaching Platforms: If you’re listed on coaching platforms, prospective clients might ask questions through the platform’s messaging system. Your responses can be geared towards converting them into paying clients.

  • Participation in Forums and Groups: Engaging in discussions in relevant online forums or groups and offering insights can organically lead to sales conversations when people want to learn more.