3 Ways to Boost Your Confidence During a Sales Call
And land that new client.
Photo: ColorJoy Stock
When I first started my coaching business, the thing I dreaded the most was hopping on Zoom for an intro call with a potential client. The term “sales call” made me nervous and at times it even felt like the walls were caving in when I thought of making an offer.
Ever felt that way? If so, you’re not alone.
Pitching your services in real-time with a person staring right at you can feel daunting, and in the beginning, it was definitely a challenge for me. I would do all these breathing exercises and meditations right before but still felt uneasy and ungrounded going into them.
Now? I've grown to enjoy sales calls, or what I like to call sales conversations because they're such a great way to build trust with a potential client.
They also usually convert between 35-50%, which is much higher than email offers, which convert at 1%, or webinar offers which convert between 3-5%.
So if you’re anxious when you do these calls, or even dread doing them in the first place, that’s ok! And it’s also important to embody the truth that they’re a chance for you to serve someone, get to know them in a deeper way, and potentially work with them long-term.
Many of my clients, most of whom are also in the coaching, healing, and consulting industry, tend to struggle with this if they’re just getting started. But once they integrate a few key (and very simple) things, they’re off to the races.
Here’s a list of the most important tips and tricks that help boost confidence (and sales) on intro calls.
#1. Focus on the potential client getting clarity and confidence around their goals.
One of the first questions I ask on these calls is, “If you could wave a realistic magic wand, what would you achieve in the next six months to a year?” This helps the person on the call get in a space of possibility and clarity about what they really want. What a gift!
With the focus on them and their needs, you can really tune into their desires and establish a solid rapport with them. And the more presence you bring to the clarity process, the more people will trust you and feel that you care about them.
People buy from people they trust so a side-effect of this is that it increases the likelihood of them investing in you and your services. Win-win!
#2. Keep asking open-ended questions.
The #1 thing I advocate for when it comes to having profitable and feel-good sessions is to not coach during the session. If this is difficult for you, remind yourself of this intention: be of service and bring them to a place of clarity.
By asking great questions, you can reveal what they most need and want, but it’s not usually helpful to try and solve all their problems in one go. Once you get to the offer portion, the same applies. Tell them the basics of your service, let them lead with questions, and if they’re not sure about something, ask an open-ended question.
For example, if they say they don’t feel ready to invest, you can ask something like, “What would make this a yes for you?” or “Tell me more about that.” This often works better than attempting to convince or persuade someone into buying something, since people tend to naturally get defensive.
If you have great questions at every stage of the sales process, your prospect will be more receptive to hearing more about your offer, asking deeper questions about it, and potentially sign-on.
#3. Help them make a decision that feels good to them.
If your goal is to ensure your prospect is happy with their decision, they're more likely to sign on with you on the call or in the future. If they end up signing on at the end, yay! Signing on with you should feel like a celebration for both parties involved.
And if they don’t, make sure they “walk away” from the call feeling good. You never know when they might reach out to hire you! So release any attachment to that outcome and stay open to what may be because ultimately, it’s all of the highest good.
In short, the best rule of thumb to follow for these types of calls is to follow what feels good. This will guide you towards the most intuitive and effective sales process and subsequently lead to more sales. Your gut never lies! So here’s to bringing more ease and flow to this.
“If your goal is to ensure your prospect is happy with their decision, they're more likely to sign on with you on the call or in the future.”
—Kimberly Lucht, Business Coach
About the author: Kimberly Lucht is a business coach who helps women make their first six figures doing what they love. She’s been featured in Money, Business Insider, Well + Good, Greatist, Create & Cultivate, and more.
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Living Limitless–Chante Burkett
Empowerment can be the greatest source of transformation.
What do you love most about yourself––what are you most proud of?
I love my strength and perseverance! Powering through tough times and being able to be the rock for my daughter. I’m really proud of my strength and my vision in life.
Is confidence something that came naturally to you or was it something you had to learn?
I’ve always had confidence, it was one of those things “If I don’t love myself, who else is going to love me”
What does confidence feel like to you? When do you feel the most confident?
For me confidence is all about being comfortable with where you are currently in life. Comfortable being you, comfortable in your skin and comfortable in whatever clothing you choose to wear. I feel the most confident when my life is in balance.
How has your confidence changed with time?
When it comes to confidence I feel like we all have or days when we don’t feel the best and might not be so confident. That's why it’s very important to check in on your mental and don’t be so hard on yourself.
Role models are important for women of all ages–is there anyone in particular whose confidence or advice helped you find your own inner beauty?
My grandmother is my biggest role model who helped see my inner beauty at an early age (7). I would sit and watch her (a plus-size woman) get ready for our family functions. I loved how she carried herself and how all eyes would turn on her she could walk into a room. It was definitely her confidence.
Words are powerful, and they can have a powerful effect on our own personal narratives–what advice can you share on learning how to combat negative self-talk and tap into the power of positivity?
Whenever I feel myself going down the hole of negative self-talk I try to focus on the things I love about myself. We will forever have those days when we just aren’t feeling ourselves but that's what positive self talk is for. I also try to journal my negativity away.
Who do you turn to for support in life? Describe how they bring out the best in you and empower you to live your life without limits?
Believe it or not, my father is the person in the life who I run to for support. He reminds me of who I am and what I can do.
What advice can you share for women on cultivating confidence and self-love?
I think the key to self love is learning to be selfish. Knowing that it is ok to set boundaries and it’s important to take time to yourself.
How do you make time to prioritize self-love and self-care?
Self-love/Self-care is a top priority in my life. I map out time for just me daily and once a month I treat myself. It’s important to not only love on yourself but to also take care of yourself.
Living Limitless–Kristina Zias
Empowerment can be the greatest source of transformation.
What do you love most about yourself––what are you most proud of?
I love that I truly accept myself, the good, the bad and everything in between. I am most proud of my persistence. I’ve always believed in myself and am very determined.
What has motherhood taught you––and how has it changed you?
Motherhood has taught me patience, unconditional love and that “balance” is unrealistic. As a working mom, something always has to give and realizing that I can’t be 100% in career mode and mom mode at the same time has allowed me to be more forgiving and patient.
Is confidence something that came naturally to you in motherhood or was it something you had to learn?
Confidence came very naturally to me. I somehow knew what I was doing and when I didn’t, I wasn’t afraid to ask for help or admit that I didn’t know what I was doing.
What does confidence feel like to you? When do you feel the most confident?
Confidence feels like a weight lifted off my shoulders. Being confident is incredibly freeing. I feel the most confident when I overcome any challenges.
How has your confidence changed with time?
Confidence is a journey and mine has definitely ebbed and flowed. As a teenager, and even in my early 20s, I was very insecure in my body and am proud that now I look at my body with such respect and appreciation.
Do you ever have moments where you feel insecure? What helps you to overcome this?
Of course! I think a lot of times people view insecurities as the antithesis of confidence but I couldn’t disagree more. Acknowledging my insecurities and working past them is a form of confidence for me and the first step to overcoming them! Honestly, I’ve been a bit insecure about my breasts since having my son. They have just changed so much and I wasn’t really doing anything about it, but, getting virtually fitted by Elomi, and now being in a proper fitting bra is such a game changer! I noticed a change instantaneously!
Who do you turn to for support in life? Describe how they bring out the best in you and empower you to live your life without limits?
I turn to my husband, my family and friends! My husband is a big picture guy. I am a co-founder of The Confident Collective, a women’s empowerment community, and after a successful launch party (we hosted 80 people), he said we should aim to make our future events like Coachella. When he said that I laughed but he quickly made me feel like it was totally possible, and you know what, he’s right.
How do we raise confident children? What are some ways we can aim to be a positive role model as a parent?
By practicing what you preach, leading by example and letting them know that with hard work anything is possible. I actually recently heard this parenting tip on tiktok (I know, so deep) but it really stuck with me. Whenever my son does something new or something I am proud of I say, “you should be so proud of yourself” instead of “I am so proud of you.” I think this little shift in verbiage makes such a big difference!
Living Limitless–Maxey Greene
Empowerment can be the greatest source of transformation.
What do you love most about yourself––what are you most proud of?
My drive. I’ve always been so passionate about my work and my career. I’ve been working hard for a long time and actually feared being a mom might slow me down, but I’m finding my balance and I’m actually really proud of that! But career wise- I launched a clothing collaboration this year with Hutch & Nuuly. It was a dream of mine for a very long time and it felt amazing seeing it come alive.
What has motherhood taught you––and how has it changed you?
You got to go with the flow. I feel like I used to be pretty rigid before my son. With a kid- you can try all you want to have things go a certain way or a certain schedule, but at the end of the day you kind of just have to roll with it.
Is confidence something that came naturally to you in motherhood or was it something you had to learn?
My instincts kicked in incredibly fast. I actually kind of shocked myself. There are definitely moments where I think “what the hell am I doing?” but anytime I look at him and he smiles his big gummy smile- I know I’m doing something right.
What does confidence feel like to you? When do you feel the most confident?
Confidence feels like freedom. Feeling insecure makes you feel anxious and that you just want to hide away. When you don’t feel that way- you can just feel so free. Free to just be you.
How has your confidence changed with time?
I definitely find myself getting even more confident as I get older. I think it has less to do with appearance and more to do with just being secure with who you are. Looks will keep changing, but when your secure with your core self- you kind of flow with the changes.
Do you ever have moments where you feel insecure? What helps you to overcome this?
Of course. Every one has insecurities- it’s what makes us human. I try not to focus too hard on it. I put my attention on things I don’t feel insecure about.
Who do you turn to for support in life? Describe how they bring out the best in you and empower you to live your life without limits?
My partner, Daniel, is my support. I couldn’t imagine not having him cheering me on everyday. He makes me feel capable of anything. His words motivate me, but just knowing that he’s by my side makes me feel like I can accomplish anything.
Living Limitless–Rochelle Johnson
Empowerment can be the greatest source of transformation.
What do you love most about yourself––what are you most proud of?
I love my heart the most. I’m very empathetic and I automatically think about how my actions and words will affect others. I’m also very independent. It’s one of the attributes I learned from my mother and very grateful for.
What has motherhood taught you––and how has it changed you?
Motherhood has taught me soooo many things. First and foremost it has taught me to never judge the actions of other mothers. It can be so damaging when that judgement is vocalized. I also have learned how to advocate for my children and trust my instincts. Which can be hard as a more soft spoken person but I know that If I don’t advocate for them, no one will!
Is confidence something that came naturally to you in motherhood or was it something you had to learn?
Confidence in motherhood definitely has to be learned. I was so scared and unsure with my first baby it took a while to enjoy the moments. It was so hard. This time around I’m so much more confident and know that I have everything I need to handle any situation that comes.
What does confidence feel like to you? When do you feel the most confident?
Confidence is not constantly feeling bad about yourself, more specifically your body and how you take up space. Confidence is walking into a room of people that you don’t know, or that don’t look like you and not shrinking down. It’s knowing you belong and you deserve to take up space. I feel most confident when I have an outfit on that I really love, and that helps give you a boost when you walk into that room.
How has your confidence changed with time?
When I was a teenager I looked different from my friends and no one really wants to be different at that age. I honestly had great friends that never made me feel bad about my size but at the same time was insecure because they were all thin, and I wasn’t. Now I’m a lot more confident because even though I could be the largest person in the room, and I don’t care. I just don’t think about that.
Do you ever have moments where you feel insecure? What helps you to overcome this?
I’m most insecure around people that I’m not familiar with. I normally have to give myself a pep talk before I arrive or once I’m there. I tell myself, you’re supposed to be here. You are worthy. I also try to remind self to be open to new places and new people.
Who do you turn to for support in life? Describe how they bring out the best in you and empower you to live your life without limits?
I turn to my husband who is also my best friend for support. He’s one of the people in the world that really knows me. When I talk to him about anything I know he’s going to give me good advice and if I don’t like his advice I will turn to google, lol.
Living Limitless–Caralyn Mirand Koch
Empowerment can be the greatest source of transformation.
What do you love most about yourself––what are you most proud of?
I love that I can help transform someone's confidence, that is one of my most favorite skills.
Career wise, I am most proud of the online community I've built filled with supportive, helpful and kind people and the #ProperlyFittingBraClub! It's a movement I started to educate and empower women to get a properly fitting bra.
What does confidence feel like to you? When do you feel the most confident?
I genuinely used to think that I would wake up one day and just magically be confident. I now know confidence isn’t something that is automatic. You can’t just turn on confidence as confidence is rooted in your belief of yourself at any given time. It is something to be conscious of and work at everyday. Think of being, feeling confident like a muscle memory - the more you use it, the more familiar and stronger it will become.
How has your confidence changed with time?
If there’s one thing I think we all have in common is that everyone has struggled with feeling confident at one time or another in life. Confidence varies from experience to experience, among genders, and can be fleeting, situational, or rooted. Heck, there are still moments when I struggle with confidence about my body, my career, and life in general... I certainly do not have it all figured out and realizing that allows me to recognize the journey, and hopefully can be helpful to you by sharing.
Words are powerful, and they can have a powerful effect on our own personal narratives–what advice can you share on learning how to combat negative self-talk and tap into the power of positivity?
Confidence is rooted in self-love. It is really my job to love me first, before anyone else, and before I can well receive love. True self-love involves showing up for yourself even when you feel unlovable, or shameful. Take steps to listen to yourself, identify what caused you to not be able to clearly identify your needs or boundaries. This helps me to feel good about me.
Something I've learned is to speak to myself kindly and lovingly, like I would to a young child (my sweet niece comes to mind). Would I tell my niece that she is a fat, ugly, worthless person? Typing that gave me shivers. I would never, and I do not think any of you would either. So why should I say that to myself or you say that to yourself? On the days when we are down & feeling low, and we all have them, I am particularly aware of that self-talk and strive to always keep it positive.
Who do you turn to for support in life? Describe how they bring out the best in you and empower you to live your life without limits?
My husband, Brian! He is truly my best friend and teammate through everything. He inspires me to be the best version of myself, challenges me and provides some comedic relief through it all.
What advice can you share for women on cultivating confidence and self-love?
Life is a journey, with confidence being a major influencing factor! We all are traveling on our own path, at our own rate. It is not a sprint but a marathon, and I’m here to cheer you on. Know you are worthy! Feel good about you and be proud of who and where you are. Embrace you, as I do! I know how hard it can be at times so by me sharing my journey you'll know you are never alone!
How do you make time to prioritize self-love and self-care?
I'm a strong believer in setting healthy boundaries for myself, and in my relationships and professional life. Having healthy boundaries allows me to make myself a priority, in self-care, career aspirations, or within relationships. Setting boundaries is about giving yourself agency and empowerment. Honoring our limits helps us to take better care of ourselves which leads to feeling confident.
The Cool Kicks Our C&C Team Is Wearing to Strut Confidently Into the New Decade
Let’s do this.
This post is in paid partnership with Vince Camuto.
Mindy Kaling will be the first to tell you that she wasn’t born with confidence or as she calls it that “bulletproof feeling”—it was earned. Just hearing that makes us all sigh a little in relief, and yet it also makes us acutely aware of the work that needs to be done to acquire it. One quick and simple solution is via the outfit you wear to work. There’s no denying the transformative power of a killer outfit to summon confidence and self-assurance—what that outfit is, however, is different for everyone. So, in our series, Strong Suit we ask people we admire what they wear to work and how it makes them feel.
Photo: Courtesy of Create & Cultivate
With all of the travel and long hours we spend on our feet at the conferences and summits we host, the Create & Cultivate team needs comfortable work shoes. But just because we seek comfort doesn’t mean we should compromise on style. Fusing function with fashion in footwear is key because when we walk into a room, we want to enter it with confidence and assurance.
So, this year, we’re kicking off a new decade in style with the help of our friends at Vince Camuto. Their collection of stylish yet supportive shoes and boots is perfect for leading a meeting with certainty or kicking our heels up with friends on the weekend. Read on to learn about the shoes our C&C team is wearing to work this year to feel comfortable and confident.
Sacha Strebe, Editorial Director
Vince Camuto Leetey Flared-Heel Pump
$50
Why I Love Them: “There is something so classic about the design of this shoe. It’s minimal in style with a medium heel to take any simple work outfit to the next level.”
How It Makes Me Feel: “I always feel confident wearing these heels because they have that hint of fun while also looking professional at the same time.”
Megan Beauchamp, Managing Editor, agrees:
The Shoe: The Leetey Flared Pump
Why I Love Them: “They’re timeless yet on-trend with a flared heel that sets them apart from all the other black pumps currently in my closet.”
How They Make Me Feel: “Confident, which makes them ideal for an outfit that needs to transition from the office to after-work drinks.”
Alyssa Sage, Marketing Manager
Vince Camuto Marinsa Woven D’Orsay Flat
$70
Why I Love Them: “I’m all about versatility, and the Marinsa delivers it. The style is elevated and can easily be transitioned from office to after hours.”
How It Makes Me Feel: “Confident and ready to take on whatever the workday brings.”
Carly Johnson, Sr. Director Brand Marketing
Vince Camuto Corrine Over-The-Knee Boot
Why I Love Them: “These boots can be worn for so many occasions and take any outfit from the office to dinner. Styled with a high waisted, ankle-length silk skirt and a fun belt to accessorize and I’m ready to jump-start my day.”
How It Makes Me Feel: “These boots mean business and when I feel comfortable in the shoes I’m wearing, I have even more confidence in myself.”
Nairi Najarian, Sr. Director Digital Marketing
Vince Camuto Leddenta Knit Sneaker
$40
Why I Love Them: “Whenever the C&C team is traveling to conferences or summits (and that’s quite often!), comfort is king, especially when it comes to airport outfits. I always rely on sneakers, loose-fit leggings or joggers, a cropped pullover and an oversized denim jacket. Too comfortable can start to look sloppy, so I love finding pieces that incorporate structure and cook shapes. I love that the Leddenta Knit Sneaker’s comfy tech knit offers the welcome wiggle room and the chunky, Dad-sneaker sole that pulls a travel outfit together.”
How It Makes Me Feel: “I was nervous about Dad sneakers once upon a time, mainly because it felt like I was breaking the rules of traditional office attire—not the case anymore! They’re really fun, and keep me on my toes when planning travel outfits.”
Maeve Casey, Account Manager, agrees:
Why I Love Them: “I am all about comfort and something I can dress up or down. I love the Leddenta sneaker for this reason. They are so comfy yet stylish. Also, you can never go wrong with a black sneaker.”
How It Makes Me Feel: “I wear the Leddenta sneaker to work because I can run around the office or onsite at our events in these all day but can pair with a slip dress to create an edgy and confident look.”
Alexis Futterman, Junior Event Producer
Vince Camuto Frasitta Perforated Bootie
$65
Why I Love Them: “I love that the heel isn’t too high, but it is still a classy bootie that can go with multiple different looks.”
How It Makes Me Feel: “This shoe can elevate my outfit to another level, while also being comfortable.”
To shop more Vince Camuto styles, visit VinceCamuto.com
We Asked 8 Women What Makes Them Feel the Most Confident
What makes you feel confident?
Confidence. A word that’s thrown around in discussions with your friends, colleagues, fitness instructors -- seemingly everywhere. While the dictionary defines confidence as, “a feeling of self-assurance arising from one's appreciation of one's own abilities or qualities, ”I argue that we each have unique definitions of the word. For me, confidence means being authentically myself in all facets of my life. For my best friend, it’s feeling comfortable in her own skin. Confidence is different for everyone — but the common thread? We can all benefit from a little bit more of it.
Confidence is crucial in so many areas of our lives. Feeling confident in the workplace is complicated. We can get so entrenched in the day-to-day that we forget to acknowledge our efforts and value. Acknowledging your achievements can help you boost your attitude, get you that raise and so much more! If that sounds impossible, you can make a small step today with the help of IT Cosmetics.
We recently hosted an intimate brunch to celebrate women that Show IT Off. Jamie Kern Lima, Founder & CEO of IT Cosmetics, has poured her “heart and soul into creating truly innovative and effective problem-solving products that make you look and feel your most beautiful.” Developed with plastic surgeons, IT Cosmetics creates clinically-tested, makeup and skincare products that provide life-changing results. The product that gives all women an instant confidence boost? Their award-winning Your Skin But Better CC+ Cream with SPF 50. It’s your all-in-one extra dose of confidence that is not only full coverage and color-correcting, but also features broad-spectrum physical sunscreen, anti-aging ingredients and all the hydration you need! Hyperpigmentation? Dark circles? Other skin concerns? Don’t worry, it really does it all, and comes in a range of shades and three finishes, including original, illumination and oil-free matte to complement every skin tone!
Want to hear other ways to feel confident? These women Show IT Off and share their wisdom below.
“I feel the most confident when I’m at home with my baby, and I just take all my makeup off and put my favorite moisturizer on.”
“My cat eye eyeliner is what makes me feel most confident every single day.”
“The thing that makes me most confident is probably a bold lip, I don’t have one on right now, but when I have a red bold lip, I’m the most confident.”
“What makes me feel more confident is having good skin. I’m obsessed with skincare, so I never sleep with makeup and I always wear sunblock.
“A bold lip makes me feel the most confident because, even if I don’t have any other makeup on, it just draws attention to my smile and it makes me feel really glamorous.”
“My sense of humor.”
So tell us — what makes you feel the most confident?
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