Making the sale is pretty much ever female entrepreneur’s worst nightmare. We HATE being though of as pushy or salesy. But you really don’t have to be that way - here’s how:
What’s your story?
What stories and beliefs do you have around being ‘salesy’? Maybe it makes you think of snake oil salesmen, or used car salesmen. Either way, it’s a negative connotation. We think of selling as being pushy, forcing someone into a decision.
This assumes that sales is a zero-sum game: for you to “win”, your client has to “lose”. But, business (especially freedom business) is all based around the core concept of helping others. You have something they need, and so they pay you money to fix their problem. You are compensated for your time and expertise, and they get more value back than they paid for. Win - win.
Do you believe?
First of all, do you believe in your product? Whether it’s 1:1 coaching, an online course, a supplement - do you believe it will get the results you are claiming it will? If you don’t believe in your product, of course you’ll feel salesy because you don’t believe it can help the end client.
If you’re brand new and you haven’t had a client yet, consider taking on a couple of pro bono clients to test your strategies out - their feedback will confirm to you that what you do works.
Even if you’ve been in business for a while, sometimes you need a bit of a pep talk. Go through all your emails, post comments and other interactions with your audience, and write down all the good feedback you’ve received. Whenever you feel bad, go and read a few of these nice comments - it will remind you of why you do what you do, and also boost your confidence.
Focus on your value
If you’re worried about your prices, remember to focus on ALL the value you provide, NOT the time you spend with each client. Your clients want results, so focus on all the ways you help them. Maybe it’s helping them make more money, or be healthier, or even more secondary things like improve their confidence or work better in a team. There are so many ways you help people, and they all have a value in the sense that they improve your clients’ lives. Focus on this value whenever you are discussing your programmes or products.
Don’t try to “convince” anyone
Finally, remember that sales is not about “convincing” people of anything. It’s about asking the right questions so you can identify whether your offering is suitable or not. If it is, great! If not, there are more than enough ideal clients out there.
People don’t need to be convinced if the product or service already ticks all their boxes. Do your market research and create a bespoke solution to your market’s needs - build something people actually want and you won’t need to convince them!
If you liked this post, you'll love my recent webclass How to Be Credible When You're Just Starting Out in Business. We cover some great topics:
- Secret # 1: You don't need a big following to start getting clients
- Secret # 2: You don’t have to be an expert to offer huge value
- Secret # 3: You don’t have to be pushy or salesy to make money in your business