Oh, don’t you just wish this stuff were easier? Wouldn‘t it be lovely if every client in front of you came PRE-SOLD and threw tons of cash your way? (Well, with good marketing that can and does happen!)But there are times where you have to ‘work it’ a bit in the sales process. You have to step up, be bolder, handle objections, and keep calm. In this article I’m going to show you how you can blow it in these times.
Here are the three quickest ways to have your potential clients flying out the door!
- Turning on your “Inner Used Car Salesman.” Or for some of us it would be by getting in touch with our inner “Lonely Dude in the Bar” aspect. The truth is that we can smell desperation a mile away! If you need the client more than you are willing and able to let them walk out, that energy acts as a repellant and will have your prospects heading for the hills. Antidote: Be crystal clear about who the right and perfect client is. AND be willing to say no and let them walk if they don’t fit that bill. It can’t be about YOU. You must be in service to them getting their needs met.
- Selling them what you think they need instead of giving them what they want. Oh come on, we secretly all love when we are right! (Particularly if you are a parent. You are very likely used to knowing what your kids should eat, do, have, be, etc. Until they hit middle school and they are convinced that you are the dorkiest person on the planet.) So when your future client comes asking for one thing and you take them down a road they can’t see for themselves or don’t understand, you are at risk of losing them. The antidote: Listen! Even if you think they need something else, you have to acknowledge what they say and then weave in your solution as an add-on. Even if you are right, you have to give them what they want. This can be tricky. I had a woman recently tell me that she really needs to get a Facebook business page up and that will help her bring in loads of clients. Well, she doesn’t even have a personal page so I had to burst her bubble a bit! But I did dive in and ‘get’ her request that she really needs visibility and we agreed on better strategies for that. But if I would have taken her down the road of her needed what I think she needed and not honored what she said, there would have been a disconnect.
- Talking too much. I remember being at a networking group years ago and a woman approached me selling skin care. She was “IN MY FACE” with how the skin was the biggest organ, the toxic effects of other products, etc. Yikes! We have all had those people who pratter on incessantly about THEM and THEIR products and how THEY solve problems, blah, blah, blah. If you don’t want that precious prospect doing an exit stage left, you gotta zip the lip! Antidote: Make it more about them. In my How to Sell Without Feeling Like You Are Selling Your Soul program, I spend loads of time on step two which in learning how to connect them with their dreams for their life and business versus ram your solutions down their neck. It just works better that way!
So now you know how to screw it up!