Every week I hear from one of my personal coaching clients or there’s a discussion amongst our mastermind members asking various questions about how to get more clients or how to convert more prospects into clients. Most of the time they know the solution. They know the answer. They just need a gentle reminder or push in the right direction.
On the other hand, there are times where a mindset shift is needed.
Typically this happens when a member says something like, “I’m not in sales. I’m a service based business. I provide exceptional service at a low cost so I don’t need to sell.” Oh really?! Then why are you asking how to get more clients? They typically respond with, “Well I need more word of mouth and referrals.” C’mon now. If it were that simple everyone would have a plethora of clients!
Besides, how do you get more referrals – more word of mouth? By selling you current customers on spreading the word.
You see, we are ALL in sales whether we like it or not. We can not run a successful business – especially as a consultant or entrepreneur – without being able to convey our message in a way that convinces our target market to do business with us over every other possible option…. aka we SELL them!
Perhaps you don’t like to use the word “selling” or “sales” because it has a negative connotation in your mind. You might think of a used car salesman or a snake oil salesman. I get that. Those certainly do not paint a pretty picture of the selling industry.
Where should you have a mindset shift? When you think of selling think of it as educating your prospect. Think of it as a no pressure way to communicate and inform your prospect why your solution is the right one for them and be willing to walk away if its not.
Selling doesn’t have to be hard. In fact, it can be easy when you position it as something that adds value to your customer. You’re simply communicating how your solution works, why it works better than others and how they can get started obtaining all the benefits now.
NEXT STEP
To help consultants who want to get better at the sales process my partner Greg and I started a sales training program that consists of more than 50 small, bite-sized lessons that are no longer than 5-8 minutes and can be implemented immediately to help you close more deals. You can check out all the details and watch free lessons by going to: SalesTrainingWeekly.com.
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