Would it come as a surprise to you if I said we’re all sales people? It’s true. I know. You're a lawyer, baker, coffee shop owner, insurance agent- but if you are a small business owner or entrepreneur - you're in sales.
Every time you have a prospective client on a discovery call, you’re making a sales pitch. Every time you send an email or write a blog post with an offer, you’re making a sales pitch. Every time you write an opt-in page, you’re making a sales pitch.
And you’re probably pretty good at it, too, or you wouldn’t be where you are today, would you?
So why do we continue to think we’re so bad at sales?
Sales Feels “Gross".
I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You don’t want to force anyone into a decision. You secretly think your rates are too high.
I’m going to be honest with you. This is 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 prospective client to get that practice time in.
Instead, use the technique self-help gurus have been advocating for years: Look in the mirror and talk to yourself. Practice saying your rates out loud. Practice your pitches from discovery to sales pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call.
Here's the two big things to keep in mind that will help you right now. Everything else you can learn over time.
Fix Your Mindset What if you weren’t selling anything, but instead were simply chatting with a friend about the incredible new product that was going to change her life? You’re helping your friend to improve herself by sharing your experience with this new product. That’s exactly how you should think about selling your coaching programs. You’re not trying to get your prospective client to spend money. Instead, you’re offering a solution to her problems. You’re genuinely helping her to overcome some obstacle in her life or business. When you can turn your thinking around from “sales” to “helping” you’ll find it’s much easier to have the sales talk.
Don’t Be Afraid of the Follow Up Most clients won’t say yes with the first call, and maybe not even with the second. But good coaches know that many sales can be closed if you simply take the time to follow up. Send a quick email and invite your prospect to:
Schedule a follow-up call to answer her question
Read some of your testimonials
Review your coaching program outline or sales page
Or even join a different program of yours that might be a better fit
Don’t let that old “I’m not good at sales” or " I hate sales" thinking get in the way of making a real difference in people’s lives, and in growing your business and your profits.
With these easy tips, you can quickly turn your sales blocks into a system for landing new clients consistently.