One key to growing your business: Sales calls that give value

I definitely fall into the camp of not having any regrets because all of the fuck ups and failures and totally embarrassing & cringe-worthy experiences I’ve gone through has gotten me to where I am now...

But I did do a mental exercise the other day & ended up thinking about “What do I regret not doing sooner in my business”

And there were a good 5 things that I identified as key elements that would’ve gotten me to a successful, scalable, profitable business in 2 or 3 years instead of 10.

I’ll take you through all of them in time but one I really want to highlight today is sales.

It’s one thing that I know limited my earning potential - being unwilling to do sales calls.

Probably beyond even that was not realizing that I should be doing sales calls in the first place.

A massive perspective shift I had relating to this was going from thinking of myself as a marketer, as a freelancer, to thinking of myself as an agency owner - a business owner.

I see this over and over again with service providers. They love their craft - they love being a healer or graphic designer or coach, and they totally identify with being that identity - that service provider identity.

And it IS important to be obsessed with your craft - to think the work you do in the world is insanely important and transformative & so interesting & fun!

But to not identify first and foremost as a business owner is causing you to have a bottleneck in your business.

And a part of being a business owner is focusing on marketing & sales.

And a part of growing a business as a service provider is doing sales calls.

So many people want to avoid this - to go straight to launching a course or program instead of getting good at sales.

But the way to most easily grow your business & to hit success quickly in your business is to fall in love with sales calls.

Is that a stretch??

At least to be willing to consistently prioritize doing sales calls.

To get comfortable doing sales calls.

Maybe you call them discovery calls or initial consultations... but they’re still ultimately sales calls.

So let’s start with a little affirmation to open you up with this:

I am open to prioritizing sales calls.

I am open to sales calls being fun.

I am open to sales calls being of deep service to my potential clients.

The truth is that sales calls are money generating activities.

One big action item I have the magical people do in the Alchemical Business Intensive is to cut the fat out of their business.

To cut out the shit that doesn’t matter.

We can talk about systems and automations and delegating all day long. I love all of those things so so much.

And hiring a team & delegating things off your plate is a sexy sexy thing. It makes you feel powerful & like a boss.

But.

If you’re hiring & delegating and building systems for things that don’t actually make a large impact on your business then you’re just wasting time. And you’re wasting other people’s time. And you’re paying people to waste time.

Yikes.

So first - you got to get clear on what actually matters & what actually moves business forward in your business.

And that is on you.

You may be tempted to do research and take more courses and (procrastinate) in the most innocent and seemingly productive ways...

But if you have generated sales in your business, then you know how to make more sales. Just do more of the shit that worked.

And if you haven’t generated sales in your business then you need to commit to experimenting and taking action and doing the hard & potentially triggering things.

Like reaching out to real humans to schedule some fucking sales calls!

When you’re below capacity in your business - as in you can take on more clients - then your first order of business is to focus your attention on marketing & sales. And of course delivering stellar work & results.

But cutting out the fat in your business looks like cutting out the things that are not bringing you more clients & bringing your clients more results.

If you’re a service provider then that is most likely getting people onto sales calls with you. At least if you’re charging enough & selling larger packages & higher end offers. Which is a great way to go & focus on if you are starting out or if you’re below 6-figures or even multiple-6-figures in annual revenue.

So what happens when you cut out the fat & you just start focusing on the needle moving, revenue-generating, results-creating activities?

As in you stop spending hours a day on Instagram & instead focus on relationship building?

Time & space opens up.

And you may be tempted to FILL that time & sp...