Making the Sale
Arise Community Call – AUGUST Recap
In our August Arise Community call, we dove into one of the most important and often intimidating parts of running a successful agency: sales.
For many, the word “sales” can feel overwhelming or uncomfortable. But true selling is not about being pushy. It is about understanding people, solving their problems, and building trust along the way.
Here is a look at the key insights we covered:
1. Selling Is a Learned Skill, Not a Personality Trait
Many people assume great salespeople are “born with it.” In reality, the most successful salespeople follow a structured process, practice active listening, and continually improve through feedback and learning.
This means anyone in our community can become a strong seller by intentionally developing the right skills.
2. Core Skills for Successful Selling
We identified the top abilities every agency owner can master:
Active listening and asking open-ended, insightful questions
Handling objections gracefully without getting defensive
Building trust and rapport through empathy and attention
Presenting solutions that truly address client needs
These are not superpowers, they are skills that can be learned, practiced, and refined.
3. Know Your Target Market
Before you can make a sale, you must know exactly who you are selling to. Sometimes your original “ideal client” turns out not to be the best fit, and you may need to:
Adjust your services to meet their needs
Pivot toward a different audience entirely
Selling becomes easier when your marketing and conversations speak directly to a client’s problems and desires.
4. Matching Solutions to Pain Points
We discussed common client concerns, safety, flexibility, reliability, and fit, and ways to respond:
Safety: Explain your vetting process in detail
Flexibility: Offer multiple candidates or short-notice care
Reliability: Highlight reference checks, track record, and replacement periods
Fit: Provide trial periods, personality matching, and onboarding support
5. Communicate Your Unique Selling Proposition
Your unique selling proposition should be crystal clear, and repeated often, not just once on your website. Use it in:
Consultations
Newsletters
Social media posts
Proposals and follow-up emails
The more you reinforce your unique value, the easier it is for clients to choose you.
6. The Four Stages of the Sales Funnel
Every client moves through these stages before buying:
Awareness – They discover your agency (via networking, social media, grassroots marketing)
Interest – They engage with free resources, content, and conversations
Desire – They see how you solve their problems through stories, testimonials, and clear benefits
Action – They take the next step because your call to action is clear and easy to follow
7. Conversion Rates and Tracking
Tracking where your leads come from and how many convert is essential. When you measure your numbers, you naturally make smarter decisions that boost results. Even a simple spreadsheet or check-mark system can help identify what is working.
8. The Power of Follow-Up
Follow-up is where most sales are won:
Respond within five minutes when possible, it can increase conversions dramatically
Follow up within 24 hours for a major boost in engagement
Aim for at least three follow-ups across multiple channels (email, phone, text message, handwritten note)
Remember: most sales require five or more follow-ups.
9. Selling as a Service
Think of selling as consultative, you are guiding clients to the right solution, not pushing them into a decision. This means:
Making the process tangible with clear steps and visuals
Asking thoughtful questions that uncover true needs
Connecting on a personal level while staying professional
10. Adapting to Market Trends
We discussed how client needs are shifting:
Fewer traditional full-time placements in some markets
Growing demand for part-time family assistance, babysitting memberships, corporate care, and event care
Adapting your services to meet these trends can open new revenue streams.
If you apply even one of these strategies, you will see progress. Apply all of them, and you will transform the way you sell, and the results you achieve.
