How can you have a relaxed sales conversation and book more clients when you are worried about your cash flow in your business? This is a question I receive frequently from small biz owners. It is true that when you feel worried and concerned about making a sale, your energy can come across as salesy, pushy, and too aggressive. You also may miss important cues in the conversation because you are thinking about that “no” or “yes”. Here are five important ways you can shift how you approach your sales conversations.
“A state of mind is the one and only thing over which any person has complete, unchallenged right of control”Napoleon Hill
- Shift your thinking
- Be transparent
- Move away from old-school techniques
- Define your optimal client
- Be prepared
Shift Your Thinking
The first key is to shift from thinking about the money to thinking about how you are serving people. Making a list of about 30 or more ways that your services and products serve people will help your energy come from a place of pure service which is appealing.
Whenever you think- “Oh, I need more money”- shift to “how can I best serve my people?”
Base every business growth activity from the perspective of serving.
The second key is transparency. Transparency is a part of authentic selling. Let your prospect know that you will be offering them the opportunity to work with you or your company at the end of the conversation. Let your prospect know the important details. If there is a contract, let them know. If there is a cancellation fee, let them know. Only make your offer if you feel you can truly help them.
Move Away from Old-School Techniques
The third key is that not everyone is a match. Moreover, old-school sales training focuses on persuasion. If you say the right things in the right way, the person will say “yes”. Then, when you get a “no”- it feels like you did something wrong. In truth, selling is about ideal matches. Also, selling when you are a conscious business owner is not about “convincing” or “persuading”; it is about sharing what you have to offer in a way that demonstrates how you will meet the prospects’ “wants”. Notice that I said, “wants”. People purchase what they want. They might need something, but unless they want it, they are not a customer.
Define Your Optimal Client
The fourth key centers on your optimal client. Another good exercise is to write down 20 to 30 traits of your ideal/optimal clients. This is about the ideal clients that you want to have, not who you think you can “get”. You could write: my ideal client loves what I offer. My ideal client loves to invest in products and services that will help them grow and is fun to work with. Integrity is an important value for my ideal clients. My ideal client wants the solution to ___________ , and his or her hobbies are_________. This is the place where my ideal clients hang out ____________. My ideal client can afford my services, etc. Revisit and update this list of ideal client traits every month or two. You also will note demographics like age, geographic location, etc.
This optimal client exercise helps you to develop a positive mindset and a keen understanding for attracting your ideal matches in your sales conversations.
The final key is be prepared. Learn about your prospect before the call through social media/website and require that your prospect fill out a form or application prior to your conversation. Know your offers and your pricing. Know the benefits and keep track of a list of questions that people have from past conversations. These questions are often similar (FAQ’s).
Confidently book and hold those conversations with your prospective clients and relax into making more money in your business.
If you like this, you will love my free guide on How to Book More Clients in Two Weeks or Less
One of my favorite sales books is Og Mandino’s (Amazon) The Greatest Salesman in the World
Sheri Kaye Hoff, is a Transformational Business Coach known for inspiring, intuition, vision, and massive action, and being a catalyst for personal and business growth, joy, and profits in a way that is fun, relaxing, and fulfilling. She uses both spiritual and practical techniques to obliterate blocks and create transformational change. Sheri is a business, leadership, happiness, and inner game expert. She has overcome nearly dying and has made it her life mission to share the keys to happiness and success. Learn More About Sheri