A Tiny Ritual Before Prospective Client Calls That Changes Everything
Calm bodies create cleaner conversations.
You are in the sales profession.
Whether the services you deliver are as a massage therapist, a mental health counselor, a yoga instructor, a CPA, or anything else, your first two professional tasks as a small business owner encompass the attraction of clients (marketing) and booking of paying clients (sales).
This reality of running a business can be an unwelcome one, because we may not want to think of ourselves as being in “sales”. Some people even consider “sales” to be some sort of dirty word, or at the very least an uncomfortable and awkward part of running their business.
No matter how short your sales cycle may be, and no matter how simple your sales process, it’s a necessary component of running your business and generating revenue.
Whether it’s an in-person consultation, a phone call, or a video chat, you likely have some sort of initial interaction with a prospective client where they learn about you and you learn about them, to assess whether they’re a good fit for your services and you want to work with them. This process has many labels, but in general parlance, they’re all “sales calls”.
When a sales call goes awry, it’s rarely because of bad scripts or faulty patterns. More often than not, they falter when our nervous systems lead instead of listening. Thus, a few minutes of regulation before you speak to these prospective clients can shift the entire tide of the conversation.
The 90-Second Pre-Call Ritual
Before any sort of selling or client intake interaction, or really any client interaction, take some time to settle your nervous system. You may already have some sort of grounding or embodiment practice that you like. If so, conduct at least a shortened version of that. If you don’t have such a practice, try this simple exercise before any sales call.
Anchor the body: Sit with both feet grounded. Exhale longer than you inhale, for three breaths. This signals safety and peace to your body.
Name the intention: Silently state the service you’re here to provide, not the outcome you want. Focus on the transformation you bring to other people’s lives. Service steadies the helm.
Slow the start: After initial greetings, begin the actual call with one measured sentence. Steady the waters before you steer. Some examples:
“I’m glad we’re here — let’s take this at a pace that feels useful.”
“There’s no rush today; we can focus on what matters most to you.”
“My goal is to understand your situation clearly before offering anything.”
Think of it like easing a boat out of the harbor. Rushing out of protected waters at full throttle wastes energy and leaves an uncomfortable wake. But move deliberately and the current carries you.
Nervous system regulation precedes revenue.
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