I’ve got one question for you. When was the last time you sold your offer to your audience? Today? Yesterday, last week? last month? Can’t even remember?
Or do you even hate the fact that we have to talk about it? I get it. People are not comfortable talking about how to sell especially when they feel like they’re being put in a spot. Chances are, you feel icky about selling and that doesn’t make you feel good about yourself. Am I correct?
If this is how you feel right now, you’re probably looking for a way to sell your offers better without the icky feeling. So today, let’s talk about how you can sell without selling and have your customers talking about you and praising you even if they don’t end up buying your offer.
We’ve spent the last couple of days creating content around the topic of selling and we have observed some comments and reactions from many people about how uncomfortable selling is to them. They don’t like the thought of asking people for their money. They feel insecure that people won’t buy and they’d feel rejected.
And of course, feeling disappointed is normal because often, we’d spend time, money and energy creating a product that no one even wants.
And over time, people feel the pressure of selling and being sold to.
Selling used to be a lot easier. You can pitch the product directly, people will listen and they’ll make a decision. These days, there are many factors that lead people to buy. The internet changed how the game is played. Plus, people adopted. They already know when someone is trying to sell them something and when they do, you lose.
So how can we ensure that we don’t lose our customers and continue the relationship with them even if they aren’t ready to buy yet?
We have a simple method that we use in our business (and with our clients) and this worked really really well. In fact, when we first used this, we closed at least $25K sales in a week.
It’s very simple but not many business owners are doing it so here goes our best-kept secret – we serve in public, and sell in private.
What do I mean by that? Don’t we all need to sell publicly in order to get more people to buy our products?
Well, yes and no.
Yes, we need to sell our products but No, you don’t have to sell it to everybody. More often, the problem comes from us trying to sell to a lot of people even if they are the wrong people. So how about we say “enough of that” and let’s start doing things differently. Cool?
Here’s the 3-step process we use in our business to generate sales with ease, and work only with the right people.
Start conversations, not conversions
Most people are automatically geared towards closing the sale as fast as they could but that’s not the impression you want to show your audience. They’d smell the sale immediately and you’ll lose them fast.
If you want to build an army of loyal customers and followers, you need to always understand what they need first before offering them anything. And this is a slow process. It’s not something you need to rush.
Knowing exactly what they need will allow you to identify whether you have the solution they’re looking for or not. Ask them about their challenges, their frustrations and why they’re looking for help.
People need to know that they are being cared for and understood.
You’re starting a conversation not to sell but to qualify your leads, especially if you’re selling a high-ticket offer. You need to remember that a high-ticket offer is not for everyone.
So you need to know whether the person is a good fit to work with you and that you’re a good fit for them too. If it is, they’ll know whether they’d want to work with you or not.
The goal is not to sell, but to get hired.
Qualifying your leads is crucial if you want to work with the right people. So make sure you do this right by asking the right questions and keeping tabs on the red flags. When in doubt, run super fast. You don’t want to work with someone who’ll make your life miserable. I have a training on qualifying leads inside my Facebook Group.
Help, Don’t Sell
People don’t look for businesses to buy from. They look around for solutions to their problems.
But often, they don’t even know what their problems are.
That’s where you’ll come in. Help them understand the problem they are not seeing and how it’s affecting their life or business. A lot of people wonder why it’s easier for them to help others but when it comes to themselves they find it difficult to do. That’s because, when it comes to ourselves, we have this “tunnel vision” and we often only see what’s right in front of us.
We need someone else to look at the different sides and angles and perspectives. That’s the reason why even business coaches have their own business coaches. We’re obsessed with helping others because of our compassionate nature and often we neglect ourselves.
So help others by articulating whatever problems they have better than they can. And if you can do that, you don’t even need to sell your offer. They’d jump at the first opportunity to work with you.
If you can master these 3 steps, you’ll increase your income faster even if you have a tiny audience.
So, which one of the 3-steps resonated most with you? Let me know in the comments below