How To Make Selling To Your Prospects Effortless (Without Feeling Like An Icky Used Car Salesman)
Do you love owning your own business but when it comes time to actually getting people to buy from you – you feel about as comfortable as a Rich Arab Sheikh riding the subway? Maybe you have lots of people who “like” you.
You’ve got stacks of business cards from people you’ve met at networking events.
You’ve even got a pretty large number of people who’ve told you they’re interested in what you’ve got to offer.
But here’s where you come a bit unplugged.
You hate selling.
You don’t want to be seen as someone pushy.
You think to yourself…”well, I don’t need to sell to them because they’ll buy when they’re good and ready to…
Actually they won’t.
Most people won’t buy from you if you leave them to their own timeframes, no matter how much they like you.
Why? Because we all procrastinate.
I agree that selling the traditional way is icky, sticky work.
In fact it’s revolting.
Who wants to feel like they’re pushing products on people, who likely are backing away just as fast as we’re moving towards them. If any part of my work involved this kind of selling I would likely be off living on a ranch somewhere shoveling horse poop for a living.
The good news is that with this new economy we’re in – the old way of selling is OUT, OUT, OUT (though many are still teaching it).
And the new way of selling? It isn’t actually “selling” at all. It’s SERVING and it’s got a whole different emphasis and a brand new set of rules to follow which are essential for survival in these unprecedented times.
Here are 3 easy steps to doing it:
1. Start off by asking yourself? Is the world a better place because of the work that you do? If the answer is yes (as it must be or you need to do something else), then you’re making people’s lives better. So it follows that if you don’t offer your products and services to people you’re actually doing them a disservice. They NEED YOU. Great businesses are hard to find. People need to know about what you do and how you can help them solve their problem. This isn’t selling, it’s serving. Make the mindset shift on this one and you’ll never ever “sell” another day in your life. 2. Always begin a new relationship by offering VALUE first. Educate your prospects about your services. Develop a rapport with them and give them such an incredible experience that the next logical step will be for them to ask YOU “what’s next? How do I buy from you?” 3. Listen first, then speak. The old way of selling is about speaking first – pushing your products to prospects. There’s no two way conversation. There’s no listening to what their needs are and then offering a solution. Always start with their needs first – not yours.
Follow these 3 easy steps the next time you find yourself in a “sales” situation and you’ll be amazed at how effortless and easy the whole process becomes!
