ConversationWhen talking with a potential client, do you find yourself being too vague when describing your business? Don’t worry! This is a trap that’s easy to fall into.

When it comes to having sales conversations, specificity is king.

I remember when I first graduated from coaching school. My pitch to potential clients went something like, “Have you ever wanted to accomplish a goal? I can help you with that!” I went on to say other useful things, such as, “I can help you achieve your goals and dreams.,” and “Whatever you want to work on, coaching can help you get there.” I didn’t get many takers, as you can imagine.

Being specific can be challenging if you haven’t taken the time to align your message with your intentions. Here are a few things you can do to help create specificity when talking to potential clients — things that will increase the chances they’ll understand what you’re offering and ultimately hire you.

Get Specific About What You’re Selling

If you don’t know what you’re selling, it’s going to be hard to sell it. Especially if you have a niche that’s on the less tangible side, you need to know how to describe your offerings using words (and maybe pictures). For example, “I’m offering business coaching,” can become “I’d like to have a 30-minute conversation with you to help you identify the three biggest pitfalls in your business.” The more specific you are, the closer you can get to a yes.

Be Specific About What You Want Someone to Say Yes To

Get clear about what you’re asking your potential client to do. Are you asking them to buy a single consulting session? Do you want them to sign up for a complimentary strategy call? Would you like them to purchase a package of organizing clean-ups? Remember that a confused mind doesn’t buy, so keep your offer simple and easy to say yes to.

Give Specific Examples

Provide your prospects with examples of people you’ve worked with before. Talk about past clients who’ve faced similar challenges, and how they were triumphant as a result of the work you did together. Help them picture themselves working with you, and achieving similar results. Your examples will create a feeling of possibility, which leads to more prospects saying yes.

Ask a Specific Question

Although it may seem obvious to you, the person you’re talking with may not realize you’re trying to have a sales conversation with them. While there are people who will make the mental leap from your conversation to hiring you, it’s not the most reliable way to get to a yes. You’ll have more success if you ask, as clearly as possible, if they’re ready to work with you.

Whether you’re new to business or a seasoned professional, taking the time to hone in on what you’re trying to say, what you’d like people to say yes to, giving concrete examples, and asking someone if they’d like to work with you is a great formula for sales success. You can approach your next sales conversation with confidence using these tips as guidelines, feeling secure that you’re doing everything you need to in order to make working with you an easy yes.


Kristine is the Director of Licensing and Training for Get Clients Now!, overseeing our licensed facilitator program and in-house trainings. She attended the Academy for Coaching Excellence and holds the designation Board Certified Coach. Kris teaches classes at the Small Business Admin, runs mastermind groups, and facilitates the Get Clients Now! 28-Day Program. Find out how you can work with Kris as your business coach or attend one of her upcoming programs.

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