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?
The number one complaint my clients and students — self-employed professionals — bring me about their marketing is that they aren’t doing enough of it. You would think this would be easy to fix. I could just tell them to spend more time marketing and selling, and that would solve their problem. But like so many other challenges in life, knowing what needs to be done doesn’t necessarily make that thing occur.
Consider losing weight, for example. If it were as simple as being told to eat less or exercise more, we would all be as thin as we wished just by deciding to make it so. Since that doesn’t happen very often; it’s clear we humans need a bit more help.
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.
Does it seem strange to use the word love when referring to a business relationship? Substitute another word if you prefer — “like,” for example, or “respect.” However you want to express it, the point is to consider how much you care about the people you sell to — their needs, goals, desires, concerns — all the elements of their lives that might be involved in their decision about whether to buy from you.
If you don’t love your prospects, they will know it. We’ve all been sold to by someone who didn’t care about us. The salesperson who pressures us to buy a car with options we don’t need.