I speak to many entrepreneurs who say they don’t like to sell and don’t recognize this important aspect of their business. They think that people will just gladly offer them money and they won’t have to ask for it.
Most of these people are also struggling to make ends meet because regardless of the type of business you have, selling is always part of the process and while it would be fun, it is highly unlikely that people will chase you to give you money for your money. money. services.
Most people are careful how they spend their money. People who are generally the spender type will buy spontaneously and on a whim, but they are generally “toys” or material things, not services that are priced higher and involve a relationship.
If you are offering a service, such as coaching, healing arts, web design, graphics, or another way to help people, your potential clients will be in no rush to hire you. They want to be crystal clear and know that they are making the right decision.
Example:
Last week I signed up for an eight week seminar. It is a series of classes that, hopefully, will give me tools to have more control over my money; a very valuable approach. However, I was not sure of the return on my investment. It will be a big commitment and although the $ 350 was not a lot, I have to be aware of where I am spending. I was cautious. So normal!
To maintain cash flow in your business, you need to understand the psyche of your target customer. In my case, although I was interested, I was also very cautious and hardly registered. What helped me decide was that the tutor spent time talking to me about the benefits and helped me make the decision. She invited me to join.
Here are three important and essential parts to successfully selling your service.
1. Connection. Connect with your potential customers. Listen to them, who are they, what do they want, why are they interested. Paraphrase what you heard. Make sure you understand their situation and show empathy. Empathy goes very, very far. People want to be understood. If you don’t show that you are coming from where they came from, you will never make the sale. People need to feel that connection first and foremost. The key is to learn to listen and empathize before anything else.
2. Trust. You, as an entrepreneur, must have a lot of confidence in your specialty and in your ability to deliver the benefits your customer wants. People want to work with experts and specialists who are confident of their ability, trained and skilled, as this emulates a sense of confidence that you will be able to provide what they need.
If you are operating out of doubt, your potential customer will instantly sense it and back off. They have enough self-doubt and what they want is someone who is self-confident. If this is your challenge, ask yourself what you need to feel safe and then make it a priority.
3. Conversion. Helping your prospect make the decision and signing up for your program, scheduling a session, or hiring you for your job is a huge part of the sales process, and many people get it wrong.
There are two reasons why entrepreneurs quit right now.
One, you are uncomfortable asking for money. This may have to do with your own self-esteem or unresolved money issues.
Two, you worry about being aggressive. You don’t want to be like that archetypal used car salesman and have people who aren’t like you. As a result, it disappears and you cannot help your client make a decision at this important moment. In both cases, you are focusing on yourself and your internal blocks.
It is impossible to be dealing with your own things and also be there for someone else. Ultimately, you need to determine which of these two issues is standing in your way, and then come to a place of resolution so that you can be one hundred percent for your client and not focus on their fears.
If you follow my seven-part marketing circle, the sale is made on part of pie number six. What happens before makes the selling part easier once you’ve resolved your own locks. People will be ready to hire you if you follow in the footsteps of this circle. These three points will help you stay focused and on track.
Which of these points are the easiest for you and where do you feel like you are? I’d love to hear your comments.
