Introverts are unique in that we tend to naturally understand people better. We are usually more human-first in our business approach. And we are always thinking.

This is one of the reasons why selling can be so difficult for introverts.

You want clients to know that they’re more than just dollar signs but you also need to run your business and selling is a huge part of that (obviously).

You often overthink every aspect about your sales process and prepping for a call brings on so much anxiety because you’re afraid to eff it up.

Words like “leads” and “sales” feel so detached. I get it.

By making a few small tweaks in how I approach sales, I’ve learned how to make sales easier as an introvert … not only discussing the sale but also, closing it.

List Packages & Prices

I list my packages and starting prices. For me, it helps to know that everyone who comes across my website or downloads my service guide will always know what my services start at.

The client already knows that they need to invest and truthfully, they wanna know about how much they’re looking at before they get on a call. I feel the same way when I’m about to make an investment.

It’s a simple tweak that made a huge difference in how I approach sales altogether. By the time we get on a call, they already know what the approximate investment is and if they can afford it. All they need to know on the call is more about my process and how I will help them. It takes care of the hard part of the call, tbh.

Qualify Leads

Before a client can book a call with me, they have to complete the application. The application process collects a lot of the information I need to know about them and it also once again discusses my starting rates and how they feel about investing.

I like to know how ready they are to invest because it helps me approach the call differently for those who are pretty much sold and for those who want a bit more information.

Also, as an introvert who is also pretty awkward, I like to know as much about their business and goals as possible so I can feel more prepared for the call.

Have a Sales Call Process

It’s taken me years to build up my boundaries and one thing I’ve learned is that if my sales calls get treated like an interview, I’ve already started to ignore my boundaries. There is nothing wrong with the clients asking questions – of course I want to answer them so they feel confident hiring me. BUT your sales calls shouldn’t feel like an interview.

I have a process that I take on each call where I outline what we’re going to cover on the call. This way, the client knows each step of the process and it makes transitions easier. Then, when we get to the packages & pricing step, they already know it’s coming and they’re ready.

I answer any Qs they have before we discuss packages & pricing because if I rush into the sales part and there are unanswered questions, the client is not going to feel very confident in hiring.

It Takes Some Getting Used To

Whenever you implement a new process in your business, it’s gonna take time to get used to it. Grab a business friend and practice your sales call process with them. Have them give you realistic concerns and questions to work through.

You can also be prepared by having a copy of your process outline ready to go (I like to use mine for notes during the call) so you don’t forget a step.

When it comes to sales conversations, the hardest part for me isn’t actually the call itself or when the client says they’re not ready. It’s when I replay the entire call in my head afterwards and go through all the things I should have done differently.

Because that’s not like an introvert at allll 🙃