Utter failure.
That’s how I felt when I walked away from what seemed like a promising client call. I left the conversation feeling crushed, doubting myself, and questioning, “Maybe I’m not as good as I think.” Sound familiar?
I headed downstairs, sat beside my son, Grayson, and let Lilo & Stitch 2 play in the background, grateful for the distraction. Tears welled up as I thought about what I could’ve done differently. But the next morning, something changed.
I opened up my Read.ai summary, fully expecting confirmation of my fears. Instead, what I discovered shifted my perspective—and it might just change yours, too.
The Call Recap: More Value Than I Realized
The meeting was all about helping my prospective client, Cynthia (name changed for privacy), improve engagement and navigate some personal hurdles. We kicked things off with strategies to fill webinars: using thoughtful questions, showing genuine empathy, and establishing credibility. I even shared a detailed script for connecting with specialists, emphasizing the need for consistent follow-up that you can grab at the end of this blog.
Then, the conversation took a turn.
Cynthia became vulnerable, talking about her previous experiences with coaches who left her feeling more confused than confident. In that moment, I felt a wave of empathy. I shared my own story: leaving a high-paying sales job to launch my business, the panic attacks that came with financial uncertainty, and the journey to find my footing, bolstered by support from people who truly understood.
When we circled back to practical marketing advice, I coached her to narrow down her audience and become more consistent, especially on LinkedIn. I even outlined how she could integrate confidence coaching with her existing skills to create a unique brand identity. As we wrapped up, I saw the flicker of understanding in her eyes. But she still wasn’t ready to buy.
What I Learned: Redefining Success on Sales Calls
Here’s the thing: I walked away feeling like a failure, but that couldn’t have been further from the truth. Cynthia may not have become a client on the spot, but she left the call with clear, actionable value.
I let my initial emotions overshadow the impact I had. And if you’re a solo or small team consulting agency, I bet you’ve experienced this, too. When sales calls don’t go as expected, it’s easy to fall into the trap of self-doubt. But here’s the reality: your value doesn’t hinge on every “yes” or every sale. Often, your expertise creates ripples that reach far beyond one conversation.
Why Sharing Vulnerability Creates Trust
Sharing my personal struggles with Cynthia helped me connect with her on a deeper level. If you’re feeling pressure to show up perfectly in sales calls, remember this: your vulnerability is an asset. It humanizes you, builds trust, and lets potential clients know they’re not alone in their challenges. Even if you don’t close a deal, these authentic connections lay the groundwork for future opportunities.
Practical Strategies for Your Next Call
- Focus on Value, Not Validation
Prepare to give your best ideas without expecting immediate validation. What’s important is leaving your client with a sense of hope, clarity, and practical next steps.
- Use Stories to Build Empathy
Don’t be afraid to share your own journey. Real stories can resonate far more deeply than polished pitches. Your story could be the bridge that helps your client move forward.
- Stay Consistent with Your Marketing
Even if someone doesn’t buy immediately, keep showing up where it counts—especially on platforms like LinkedIn. You never know when the seeds you plant today will lead to future business.
When Doubts Creep In, Remember This
If a sales call doesn’t go as planned, that doesn’t mean you’re not good at what you do. Reflect on the value you brought to the conversation, the moments of connection you created, and the potential impact you had. Your expertise has ripple effects that may unfold long after the call ends.
Need a Boost?
If you’re feeling the weight of missed sales or just need a boost to your sales pipeline. Here is the Luxe Client Cheat Sheet so you can attract and close your next Champagne Client!
The road isn’t easy, but you have what it takes to keep going. Keep showing up, sharing your brilliance, and trust that your potential is worth every step.
P.S. Cynthia is a pseudonym to protect privacy, but the story—and the lessons—are 100% real.
