How (And When) To Use Selling On The Phone

I know you don't want to do it.

I know most people frown on it. 

And I get why, considering how it’s usually done and the hours you have to put in.

Yet, if done right, selling on the phone can be extremely effective at one point in your course business’s development.

Especially because 90% of course creators don’t even consider it an option.

Plus, there’s a way to sell on the phone without feeling scammy or boring…

And without dreading every second of the experience.

Today, I want to show you this way. Along with when you should consider selling on the phone, how you should do it…

And how I used the strategy to fuel the growth of my course business.

Let’s dive into it.

When Should You Consider Adding Selling Over The Phone To Your Sales Approach

Let me be honest with you:

I don't sell on the phone anymore.

But I used to and at scale. Eight years ago, I made over 500 calls selling my “Piano In 21 Days” course. 

Note that at this time, “Piano In 21 Days” sold for $300. 

I mention this price point because it sets the stage for the first prejudice I want to crush today:

“Selling on the phone is just for high ticket products.”

It’s not. 

Look, I get that you typically hear selling on the phone mentioned in connection with high-ticket coaching programs sold for a minimum of $2,000…

Or, more likely, $5,000 and $10,000+.

Because that’s the only time such pre-screening pays off, according to most.

I disagree because selling my $300 course on the phone for a full year was a class one game-changer for my course business.

It not only skyrocketed my short-term conversion rates…

But also demonstrated to my audience how much I care about them and their success…

Which was crucial for building a long-term relationship and positive word-of-mouth. 

No matter what you think about selling on the phone, I bet you’ll probably agree with this statement: 

Selling 1-to-1 is the best way to sell anything, regardless of the price.

That’s because you can tackle all objections directly instead of broadly…

And customize your pitch & approach based on the unique circumstances of the person you’re talking to.

There’s one caveat, though:

Selling 1-to-1 isn’t scalable. And it takes a lot of time, especially if you’re doing the sales calls yourself.

This is why selling on the phone shouldn’t be your long-term strategy (unless your specific circumstances dictate it)…

But can be a huge differentiator for your course business in the short term.

Especially if you haven’t started scaling yet and aren’t getting consistent sales.

On top of the conversion boost mentioned above, selling on the phone will help you understand your customers — you’ll get first-hand insight into their problems, struggles, buying objections, desires, dreams, previous failures, etc.

I don’t have to tell you how crucial such knowledge is for crafting better offers & messages that resonate with your target audience…

And that can work in the long run with little tweaks. 

That's why I'm confident selling on the phone helps boost conversion rates in the short term...

While laying the groundwork for taking your course business to the next level in the long run.

But for this scenario to become your reality, you have to approach selling on the phone the right way.

Let me show you a strategy for it that worked wonders for me…

And how you can apply it in your course business.

How To Implement A Successful Sell-On-The-Phone Strategy (Without Being Scammy Or Dreading The Experience) 

Let’s assume you already have a course business and, consequently, a sales funnel for your offer.

Chances are the ultimate Call To Action (CTA) for this funnel is to buy your course or apply for enrollment.

When adding selling on the phone to the mix, you switch those standard CTAs…

 And go with a “Book A Call With Me” ask instead.

For example, if you have a typical evergreen webinar funnel, the pitch that comes after you introduce your program should be structured along these lines:

“Look, it’s instrumental for me to ensure this is a fit for both sides. 

That’s why I want to jump on a call with you first so we can both determine if we “click…”

And if we should go forward with this.

I really care about my students. And I always work with them on the inside, ensuring their specific needs are covered.

My main concern is getting superior results for students. So, I must be certain I can do this for you.

For all those reasons, it’s crucial to gauge if we are a right fit before either of us commits.

Plus, I recognize making the buying decision isn’t easy. And that it’s important for you to ask the right questions in order to be sure the program is for you.

That’s the opportunity this call gives you. 

It will be short, super casual, and with no pressure whatsoever.

We’ll simply get to know each other a little bit while I ensure you fully understand how the program works…

And ask you some questions that will undoubtedly show if you're the right fit to work with us. 

You can also ask me anything to validate the same thing.”

That’s your pitch in a nutshell. And it should lead prospects to booking a call straight into your calendar book.

Even if you aren’t running a webinar funnel, you can add messaging similar to the above before your final CTA. 

The gist is to make that phone call seem valuable and like you're doing it for their own best interests. You can also spice things up by adding an incentive…

And offering some sort of analysis, tip, or whatever, that they can keep even if they don't decide to proceed after the call.

Sure, hopping on all these calls will take more of your time. But it will undoubtedly help you make more sales.

Plus, you’ll get to know your audience to the core in the process...

Which helps form long-term relationships, positive word of mouth, and a loyal following.

Conclusion

Selling on the phone can take your course business to the next level regardless of the nature or the price of your product. 

Especially if you haven't started scaling yet. 

That's because selling 1-to-1 not only boosts your short-term conversions...

But also helps you understand your target audience to the core...

Which helps tweak your messaging and offer until it completely resonates with them. 

This is instrumental for both your conversions and for building a long-term relationship.

Here's using the selling-on-the-phone strategy I outlined above to take your course business to the next level...

While not seeming scammy and while actually enjoying the process of getting to know your audience and setting the stage for long-term success. 

I'm rooting for you. 

-Jacques