Would you be surprised if I told you that we are all salespeople? It’s true.
Every time you have a potential customer on a discovery call, you are making a sales pitch. Every time you send an email or blog post with an offer, you are making a sales pitch. Every time you write a subscription page, you are making a sales pitch.
And you’re probably pretty good at it too, or you wouldn’t be where you are today, right? So why do we keep thinking we’re so bad at sales?
Sales feel “unpleasant”
I listen to this a lot. You feel pushy or uncomfortable when the conversation turns to money. You don’t want to force anyone to make a decision. You secretly think your fees are too high (or maybe you don’t deserve them!).
So how do you overcome sales reluctance? Here are 3 tips:
1-Practice makes semi-perfect
I’m going to be honest with you. Sales conversations are one of those things that gets better only with practice. But the good news is, you don’t have to be on the phone with a potential client to spend that practice time.
Instead, use the technique that self-help gurus have been advocating for years: look in the mirror and talk to yourself. Practice saying your rates out loud. Practice your transition from discovery to sales pitch. The more you do it, the more natural it will sound and the less awkward you will feel when on a real call. Great salespeople practice their pitch!
2-fix your mentality
What if you weren’t selling anything, but were just chatting with a friend about the amazing new product that was going to change their life? You are helping your friend to improve herself by sharing your experience with this new product.
This is exactly how you should think about selling your coaching programs. You are not trying to get your potential customer to spend money. Instead, you are offering a solution to your problems. You are really helping them overcome some obstacle in their life or business.
When you can change your thinking from “sales” to “help or serve,” you will find it much easier to talk about sales.
3-Don’t be afraid to follow up
Most customers will not say yes on the first call, and maybe not even on the second. But good coaches know that a lot of sales can be closed if you just take the time to follow up. If you think you don’t have time to follow up, remember that a warm lead is 10 times more valuable than a cold one. You’ve taken the time to warm them up with the initial phone call. So unless they don’t fit in well, keep in touch with them.
But you need a system to do it, or it won’t be done. Here is one that you can incorporate into your marketing process:
Send a quick email and invite your prospect to:
- Schedule a follow-up call to answer your questions
- Read some of their testimonials
- Review your coaching program outline or sales page
- Or even join a different program of yours that might be more suitable.
Don’t let that old “I’m not good at sales” thought get in the way of making a real difference in people’s lives and growing your business and profits. With these tips, you can quickly turn your sales blocks into a system for consistently acquiring new customers.
As marketing guru Dean Graziosi puts it, “If you don’t get your prospect’s credit card, you’re doing them a disservice.” Be helpful in helping them become your customers.