Setting Your Sales Calls up for Success

March 7, 2018 by Jordan Nelson

Conducting an effective sales consultation is one of the most important jobs for a mobile DJ business owner. While it may not be as glamorous or exciting as performing at an event, without new clients our businesses will fail. Consequently, being able to continually close the sales we set up with potential clients is a crucial skill. Often, we can become so excited at a new lead that we eagerly jump on the phone, hoping to sway the prospective client as soon as possible. There are certainly benefits to a speedy inquiry response time, but being able to carry out a conversation in which you are in control of the situation can be even more critical.

Start in a controlled environment

As a full time student, I spend the majority of my weekdays on campus, surrounded by thousands of loud, bustling students; this is definitely not an ideal environment to carry out a focused sales call. When possible, I try to schedule my consultations later in the evening when I can sit in my quiet office with my laptop and notes in front of me. I’m often tempted to break this rule when an eager inquiry comes in early in the morning, but have found that I close a much larger percentage of sales when I am able to adequately focus in a controlled environment.

Prep the client

We all get “What are your prices?” inquiries, most likely because the person asking has never booked a DJ. Instead of going into a conversation without any introduction to what makes my services different from the other DJs a potential client has talked with, I prefer to prep them before we even connect on the phone. Once I have a call scheduled, I send over a detailed email discussing my company with links to reviews, my website, and social media. Now when we begin talking there is already a baseline knowledge of what to expect from my company at their event.

Prep yourself

Stressors are a part of every day life, and you most likely don’t feel 100% you every hour of the day. Taking a sales call when you are annoyed, worried, or anxious can throw off your groove and cause you to lose the sale. I’ve found that having the time for the call set aside allows me to mentally get into “sales mode” before I begin spewing words all over the potential client. It also gives me time to research the client’s social media and other internet presences for clues about their life and interests. I can think of questions I may ask ahead of time, stories I can share, and other ways to connect.

In what aspects do you prepare for sales calls? Let me know in the comments!

Jordan Nelson Jordan Nelson (66 Posts)

Jordan Nelson is the owner of SLC Mobile DJ in Salt Lake City, UT. A native of the tiny southern Utah town of St. George, Jordan began his mobile DJ journey as a junior in high school. After traveling to Salt Lake to attend the University of Utah, Jordan completely revamped his business and invested heavily in sales and master of ceremonies training, turning his $400/event company into a $1,500/event company in under a year at 22 years old. Jordan developed a strong passion for lighting and lighting programming during his early DJ years and has written 2 books for mobile DJs on the subjects. When he is not spending his weekends at weddings and events, you can find him at the local gun range or hiking with his beautiful wife.

Filed Under: Mobile DJ Business, Mobile DJ Sales & Marketing