Conversations, tools and strategies to multiply your sales
Have you ever found yourself worrying about what to say to a client?
What if they ask me about XYZ?
What if I forget to mention ABC feature?
What if they have objections?
(And how do I even start this email!?)
Sales rarely fall within our comfort zone. It takes leadership (read: it’s uncomfortable) to initiate conversations and connect with people we might not know. The fear of getting it wrong can stop us from being proactive about sales altogether.
If this has been your struggle, I want to introduce you to one simple, yet powerful sales tool to help you dramatically increase your confidence in this area:
The sales script.
I know what you’re thinking...sales scripts are the tired,...
Have you ever been in a conversation where all the other person talked about was themselves?
How invested would you say you were in that conversation?
Chances are, the more they talked, the more easy it became to tune them out.
Now consider the last sales conversation you had. Who was the focus on? Your potential client/customer? Or you and your offering?
In sales, it is easy to jump into monologue mode, listing off every last fact and feature of your product or service in an effort to convince your prospective buyer of their need. But these one-sided sales conversations aren’t winning you clients!
So what’s the easiest way truly engage with your potential client or customer? Ask questions about them!
Last week on the blog, we talked about finding your ideal client. If you did your homework, you now have a solid list of around 20 people that you believe to be the perfect fit for you and what you offer.
Now that you’ve done the work of hand-selecting who will go on your client roster, it’s time to hang out in your email inbox, and wait for them to drop you a note, right?
There’s just one problem...
Your ideal client is not thinking about you or your offering.
In a long list of things they have to concern themselves with that day, you are sure to come in last place (if you register at all).
So how can you begin to draw attention to your offering and bring it to the front of your ideal client’s...
When you first dreamed of starting your business, chances are you had a pretty clear picture in mind of how you wanted it to look.
You imagined your workspace, and the feeling people would get when they walked in the door and shook your hand.
You pictured the type of people you would serve with your business, and the pride you would feel as each customer left satisfied and ready to spread the word.
You envisioned what your bank account would look like as your books began to fill up and revenue increased.
But life has a funny way of changing even the best-laid business plains.
The struggles you come up against can quickly make you forget your ideals and start settling for whatever business comes your way.
I want to help you...
When it comes to your current sales strategy, which of the following do you think sounds most like you?
A) I am constantly in hustle-mode. I feel like my business is taking over my life, and I have little to show for it.
B) I don’t have endless hours to devote to sales or making fruitless cold calls, thank you very much.
C) Who needs sales? My business runs on referrals.
If you answered ‘A’, you are dangerously close to burning out.
If you answered ‘B’, you are certainly not alone! The fear of spending hours every day keeps many business owners from proactively engaging in this aspect of their business.
If you answered ‘C’, congratulations!
Referrals are something to...
So you’ve got this fabulous product or service that you just know is the solution to the problems your potential client or customer is currently facing.
You’ve been practicing your pitch, and putting in the research,
you know your offering inside and out.
After all, you can never be too prepared.
...or can you?
Don’t get me wrong! It’s important to be passionate about your product or service, and you definitely want to be well-versed in its benefits. But rattling off every single fact or feature can quickly lead your prospect to feel overwhelmed or worse yet, disinterested.
It just so happens that this is one of the most common issues that arise when working with my clients in their...
We need to talk.
If you’ve ever received a text with these 4 words, you will know the anxiety dread that ensues.
What have I done? Am I in trouble? (Are they breaking up with me?)
Immediately you enter panic mode. That fight or flight response within you is already busy putting up walls and your mind is rehearsing what you will say to defend yourself during the personal attack you’re envisioning.
But… how can you be so sure this person isn’t just reaching out to rave about the latest box office hit because you share their taste in movies?
To assume is human....
So there’s this possible client you’re super excited to work with. You’ve been holding their hand for weeks now, helping them walk step-by-step through the difficult decision-making process, being a resource, adding value and even sending them donuts.
You’ve given it everything you’ve got, faithfully answering every phone call, text, email, DM and from where you’re standing, things are looking pretty good.
It’s time to make it official and win this client for real.
But suddenly, they are nowhere to be found.
You pick up the phone to follow up....*crickets*
Fire off a friendly little email…*crickets*
Maybe they will respond to a quick DM?... *Radio silence* (except for the crickets).
If you’ve been following along for a while now, you’ll know I tend to focus a lot on the topic of sales.
With content like How To Think Like a Sales Ace, Why you Should Never Be Closing, and my most recent video and post How To Make Cold Calling Easier and More Productive – it’s no secret that I just love this topic!
But you’ll also notice that not everyone shares this sentiment…
Due to the inauthentic, manipulative, and totally cringeworthy tactics often used by those we not so lovingly refer to Salespeople, I’m afraid most business owners want to steer clear of the subject altogether.
When avoiding sales – what do people tend to focus on instead?
Cold calls. No thanks, #amiright?
Chances are you can think of about 1,000,001 things you’d rather be doing.
And I don’t blame you! Like many other sales “tactics,” cold calling tends to get a pretty bad rap.
Much of what I do at Time To Profit is to lay bare the common fears, struggles and misconceptions surrounding sales – this week’s video and blog post are no exception! Once again, I’m here to set the record straight and to hopefully help you and your team see things from a slightly different perspective!
So let’s get to work identifying the myths we are busting in this weeks video:
MYTH #1: COLD CALLS ARE POINTLESS
Repeat after me: I am not a telemarketer. I am not a...