When it comes to having a sales conversation, you may find yourself melting into a puddle. You might hear yourself say things like, “What’s the big deal about asking people to do business with me? I know it’s just a conversation between two people, and that people don’t bite, so why can’t I seem to do it? I wish I could just get over myself.”
There are two fallacies that contribute to these inner critic conversations; understanding these lies can be a lifesaver because only then can you get over yourself and become the sales pro you’re meant to be.
Do you love your business but hate the selling part? Whether it’s calling prospective clients on the phone or writing persuasive emails and web copy, most self-employed professionals say that selling is the element of their business they dislike the most.
If it was possible to sell without having that feeling of discomfort in your gut, or those sweaty palms and increased heart rate, would you be willing to make a change?
As a service-based professional, you’re likely familiar with marketing basics, yet are you taking advantage of advanced maneuvers beyond those? If you’re not sure what the difference is between the basics and the advanced, keep reading to learn more about the distinction, and why you may want to consider moving beyond the familiar.
Marketing Basics are those things that apply to the foundation of your business, things that help ensure you know who to talk to, and what to offer, and how to keep your business organized. Some of these basics include:
To lay a good foundation for your marketing and your business, you need essential tools and skills. In the Get Clients Now! program, we call these elements Success Ingredients. These are fundamentals that will make your marketing easier, and ensure your business is around for the long run.
Below are three different types of Success Ingredients. Having these elements in place will make your marketing activities more effective, leading to more clients and more overall business success.
It’s harder than ever for a self-employed professional to land clients unless you appear credible. Once upon a time, you could get clients based on not much more than a business card, decent clothes, and your ability to present yourself well in a conversation.
Now what happens is that prospective clients check you out online before they decide to do business with you. Even when prospects are referred to you by someone they trust, they will typically visit your website, search online for your name, or look for you on social media. If what they learn doesn’t shout “credibility” to them, you’ll have a tough time getting their business.
Do you want your clients and prospects to love you? I think most of us self-employed professionals would. When your prospects love you, closing sales is easy. When your clients love you, they keep doing business with you, and refer others to do the same.
Yet the language often used for marketing and sales reveals perspectives that don’t have much to do with love. The path to closing sales is to “overcome objections” or “don’t take no for an answer.” You’re supposed to write “killer copy” to use for a “marketing blitz” or “promotional blasts” so you can “blow away” your “targets.” You should “hone your weapons” so you can “battle for market share,” “fight for sales,” and “smash the competition.” When you succeed, you are “killing it” or “crushing it.”