This week I have had 2 separate conversations with clients that I thought would be helpful to you as well.
Client 1: Has sent some prospective emails out but is hesitant to follow up because “if they are interested they will contact him”. It feels intrusive to him to chase if there has been no answer.
Client 2: Is promoting a workshop but had a lightbulb moment when she realised she hasn’t been promoting it outside of instagram.
Before we discuss this, let me take you back to pre 2018 when I didn’t consider what I did as selling. Wedding couples would call asking for my availability as a planner, new planners would call to ask about training and established businesses called to ask about membership. I answered their questions and my conversion was always high, yes in hindsight I was selling, but it never felt like it to me.
But the above was REACTIVE, I was waiting for them to contact me before the process of selling began.
But what about being more PROACTIVE? Marketing in all suitable places, asking for the sale and personally following up with those that are a good fit?
How would that feel to you?
Reframe from feeling icky to serving your client
If you feel icky about selling (and trust me I did for many years), then it is going to be hard for you to recognise part of being a business owner means you inevitably need to sell. But it doesn’t have to feel “icky”.
In my opinion, knowing your client enables you to market your business, which leads you to selling a service. You almost can’t have one without the other. When you truly know your client, their pain points and questions, only then can you market to them. This is why research is so imperative, I’ve been covering this with my masterminders, it feels uncomfortable to do the research but only then can you understand what your ideal paying client wants. If you don’t believe in you / your service / the price then this will come across when you speak with them.
TIP: If the word “sales” keeps bringing negative emotions try instead to reframe this to “serving a client”. They have a problem you can solve with one of your services. Never forget that.
How well do you know your IPC (Ideal Paying Client)
It can be easy to launch a service or product that we think is brilliant without doing the research first. Is this something that is needed or wanted? Have you asked you current, past and future clients what they need from you right now?
All too often we will send information to a potential client, then don’t even think about closing the sale. The email might end with something like “if I can help further please do get in touch”.
If we’re honest it’s a bit wishy washy isn’t it?! One of the first things I get clients to do is analyse their IPC so they know with no hesitation what it is they need.
Are you asking for the business?
Now I’m not expecting you to close a sale like a car salesman, unless of course you’re buying a car. But I am asking you to “ask them”. Sound simple? But how often do you actually ask for the sale? Be honest?
If you want the business ask for it! After all your audience , mailing list know you are indeed a business. It’s ok to give free advice through your emails and social content, but not to the detriment of selling as well. By not selling you are doing both you and your clients a disservice.
Are you being too passive with selling your services?
You must truly believe in what you are selling. If you lack conviction then the potential customer will recognise this. Remember if you have done your research you are selling a product or service that answers the need / problem of the customer. In other words you are selling something that will help them
Always end a message or conversation with a call to action. Tell them what is needed to proceed further, book a call, pay a deposit, purchase here.
Remember if someone says no that is ok, its simply making space for the customers that will say yes
But back to my clients…
So what was the advice to my 2 clients?
Client 1: We had a discussion about why it is important to follow up on leads, I highlighted the conversion for email marketing is generally 1-3% so not all of their leads will purchase. We agreed he will follow up but also do some specific targeting before doing personal reach outs. I also reminded him that 60% of customers say no 4 times before they say yes (so contacting just once doesn’t work)
Client 2: We discussed all the possible touch points for her business and ways she could be promoting this workshop. During our call I conducted some live research so she could see how fundamental this is to the growth of a business. She was rather excited by our findings! Since the call her workshop is now being promoted in a number of place in a variety of ways.
Want to experience similar clarity in your business?
If you are at a crossroads with your business, or are struggling with understanding the psychology of your clients AND how to sell to them. Then there are a variety of ways I can help you. Browse through some of my services by clicking the link below, but also feel free to just reach out if you would like me to create something tailored to you.
Do you ever wonder what your life would be like if you achieved everything you set your mind to? If you sold your services and products? And didn’t hold yourself back? Listen to my guided visualisation below to help you imagine what life could be like in the future.