I love being out in nature. I love playing sports outdoors, climbing mountains, hanging out on the beach or doing anything that gets me out experiencing the world. Unfortunately, I hate bugs. Big ones, small ones, ones that fly, crawl or hop. It doesn’t matter. I hate bugs of all kind. So I’ve had to find creative ways to manage my discomfort with bugs so that I can do what I really enjoy and experience the outdoors.
This is the same thing for those of us who love and want to be in business, but hate sales. It is important for us to find a way to manage our feelings around sales so that we can do what we want in business and make money at it.
In Part 1 of this series “Selling For People Who HATE sales”, we discussed how my commitment to the 5 steps outlined in this series has changed my life and can change yours. In Part 2 we discussed re-framing our sales mindset as the foundation of our sales success. In Part 3, we’ll upgrade our sales education. We’ll learn skills that increase our sales abilities so that we feel more powerful in our sales conversations which produces better sales results.
Finding New Prospects
The selling process always begins with finding prospects – people to whom you could potentially sell your products and services. Start by looking at all of your current contacts. I know what you are thinking “EVERYONE that I know ALREADY knows what I do.” Trust me, chances are, over half of your contacts have NO IDEA what it is you do.
Prepare a single paragraph that describes the value of your services and your target clients (notice I did not say describe WHAT you do or the PROCESS you use). Next, start sharing this information with your network. Even if you only contact one person a day, you get 365 touches in a year. Even at a 10% success rate, that’s over 36 sales per year. What difference would that make in your life and in the lives of those 36 people who you’ve helped?
Making the Offer
After you’ve identified some prospects, you now have someone to whom you can make an offer. In making the offer, remember these four key principles:
Specifics Sell – The more specific a number, the more believable it becomes. Irregular numbers and numbers with decimal points all seem to imply on a subconscious level that you must know what you’re doing. It will be implied that you must have done some serious number crunching to get an average customer savings of, let’s say $1289 versus the ballpark figure of $1300 or that your customers experienced a 17% increase in profits in the first 7 months versus 20% in less than a year.
WIIFM – Also known as What’s In It for Me. Always keep at the TOP of your mind, what’s in it for your customer. How is THEIR life going to be better as a result of working with you? Will life be easier, happier, more profitable? Will customers’ expenses be reduced, sales increased or will they save time as a result of working with you? Notice I didn’t say YOU will reduce their expenses, increase their sales or save them time. Again, those statements are about you. You want them to know exactly what they can expect if they work with you.
The Timetable – People are not patient. Especially since you’ve done such a great job of convincing them of the wonderful results they can expect from working with you or purchasing your product. They will want results, not soon, but now! State up front exactly what time-frame the client can expect for the product to arrive, for your work to begin or for them to experience results.
Success Rate – No one wants to be the guinea pig and people want to hear the results you’ve been able to achieve for others. Here are some ways you can use numbers to sell your success rate:
– 99.9% on time delivery record
– Trusted resource of Dallas Chamber of Commerce or Chicago Board of Trade Members
– 2,492 satisfied customers
Even if you are new in business, you can share results such as percentage growth (even if you went from 1 customer to 3 customers, that is a 200% increase!), share years experience in the field, places you have spoken (even if for free), etc. You can even consider providing your service at a reduced rate in order to receive testimonials. Highlight statistics or provide social proof that shows off the successes you have achieved.
Closing the Deal
Although you may not think so, but this is actually the easiest of all of the steps. Just ask for it. I know it sounds too easy, so take a minute to think about the last 3 sales calls where YOU purchased something. At the end, did the sales rep say any of the following to you:
– Shall we get started now?
– Here’s the contract, let’s review and sign it now.
Or did they mumble something like, “Thanks, I look forward to hearing from you” or “Nice meeting you, let me know what you think.”
Selling is sort of like dating. At the end of a date with someone who you liked, would you prefer if they said, “Um yeah, had a nice time. See you around.” Or “I had a great time. I’d love to see you again. When are you free?”
Just ask for it!
We’re your network! In the comments box below, share a single paragraph that describes the value of your services and your target clients. I can’t wait to learn more!