No business can survive without sales.
Yet many of my clients have felt scared about coming across as ‘salesy’, so haven’t asked their potential clients if they want to work with them.
What they didn’t realise is that sales doesn’t have to be “salesy”, it can simply be an exchange of energy.
Their service is needed, if it wasn’t, they wouldn’t have started their business, would you?
If you’re not selling or making offers to your ideal clients, so they have an opportunity to consider whether they want to work with you, you’re not only doing them a disservice, but you also won’t be in business for too long!
So, one of the first things I believe any new entrepreneur should do is develop a sales process that feels good for them.
A sales process that has repeatable steps that you take to convert a prospect into a client.
Having a standardised sales process adds structure and accountability to your sales activities, leading to better results.
If the thought of selling feels uncomfortable for you and you’re not seeing the sales process as an opportunity to build a relationship and share your gifts, it may be an idea to review what you’re doing.
Think about the last good relationship you initiated with a friend or partner and what you did to build that bond and see if you can bring a bit of that into the relationship between you and your potential client during the sales process.
“Approach each customer with the idea of helping him or her to solve a problem or achieve a goal, not of selling a product or service.” – Brian Tracy
Remember, you have a unique gift and approach which is what helps your clients!
When I first start working with clients who haven’t yet embraced sales in their business, to help overcome the fear of selling I suggest they:
- Get clear on their offers and exactly what outcomes they can deliver to their clients.
- Consistently share their knowledge and position themselves as an expert.
- Build relationships with their audience.
- Make offers consistently on the back of sharing value.
- Tell their potential client exactly how they could help them.
- Ask their potential clients if they’d like to work with them.
Other considerations when making offers are:
- Make it easy for your potential clients to buy from you. For example, if it is a low value offer that doesn’t require a conversation, give them a payment link rather than asking them to comment if interested or sending a private message.
- Just sharing the offer and price isn’t enough, you must explain the value and the benefits. For example, mention why they should buy the product or service and how it will help them.
- Create scarcity and urgency to encourage your potential clients to act fast. For example is there an early bird offer or discount for x many people to purchase or is the offer only available for a limited time, say 24 hours, and explain why they should take action quickly.
- Tell them why they should choose your service. There are so many people making so many offers. So share an insight into your experience, what results your clients have seen since working with you or what outcomes you can deliver for their business.
Own Your Goal!
p.s I’d love to hear your take on this topic. Do you enjoy sales and do you have a sales process?
If you know someone who will benefit from reading this, share this post now. It might be the spark they need to give their goal a real go.
THANKS FOR READING & SHARING!