Raise your hand if you want to be sold to?
I’m guessing not. No one likes to have people pitch at them and ask for money.
However, if you have your own business or are a service-professional, you do need to learn how to sell people into your services, or you won’t make money to survive. In fact, it’s more than surviving, it’s about creating a lifestyle that you love and having the money to make that happen.
There are three big mistakes that I see entrepreneurs make- whether they have a sales background or not- and this is costing them money…and clients…and opportunities. It’s entirely possible that you’re making at least one of these faux-pas, too. It’s happens more often than you realize.
To listen to the audio (Episode 45) version of this training, click here.
You can admit. I won’t tell anyone.
True confession. I’ve made all of these errors in the past, too, much to my embarrassment. However, shifting actions has dramatically increased my income, as well as, with my clients.
Here are the three most significant mistakes that are costing you money:
1. Selling on impact: This is when you start your sales pitch without even knowing the person. You’re handing out your business card, talking about your services and you’ve barely met. It’s kind of like proposing to someone within the first five minutes on your first date. Any reasonable person would be terrified and look for the fastest way to exit.
2. Looking for bigger fish: Have you ever had a conversation with someone, and the entire time, they’re looking around. They want to know if there’s someone bigger, better and more influential they should be spending their time with. They’re barely interested in what you have to say and will move on without giving you a second thought.
3. Not asking: On the flip side, often people connect with others and never, ever mention their services. They joke, laugh and ask questions. They have a new best friend. They go to the other extreme and make it all about the other person, meanwhile, they haven’t established themselves and their expertise.
Here’s the scoop. People buy from people that they know, like and trust.
If you come off as a pushy-salesperson, you’ll put a barrier between you and that prospective client.
If you are always looking for something better, people will sense it and not be interested in what you have to offer.
If you don’t come from a place of confidence, people won’t see you as a solution.
Spend some time and evaluate how you are doing with sales. Are you happy with your enrollment process or does it (or you) need work?
Remember, mastering the enrollment process is like having the keys to the kingdom. You’ll forever be in control of how much money you can earn.
Kate Beeders, The Breakthrough Expert and Founder of BRILLIANCE Builders™
Tap into Your Zone of Brilliance and Breakthrough Your Financial Glass Ceiling
P.S. Learn how to master sales at Conversations To Clients Live™. Save $700 today. Ticket prices go up on March 1st.
P.P.S. To listen to the audio (Episode 45) version of this training, click here.