It’s inevitable – at some point you will have an unhappy customer who wants a refund. And when that happens, how will you handle it? Calm and collected with a plan in place? Or will you panic and start second guessing yourself? It could be you already spent that money or invested time in that client and you know that you’ll never get that back. What then?
When people don’t buy, it’s usually for one of these 5 common reasons. Are you tired of hearing more “no” or “maybe” than “yes!” from your prospects? When you’re on a sales call, it’s just as important to know what NOT to do, as it is to know what to do.
Unless you started a sales agency, chances are, when you became an entrepreneur you didn’t think of yourself as getting into “sales”. The truth is, though, your #1 role as an entrepreneur is to SELL! Whatever your product or service, selling it is an integral part of your business. In order to bring in money, you have to sell.
Why, though, is it SO difficult, to ask people for money?
When I first started in business, and even for quite a while after that, I REALLY sucked at sales. About 80-90% of my clients that I thought I had landed, backed out shortly after they said “yes”.
The truth is, it’s not enough to get a prospect to just SAY “yes” to working with you. More often than not, if you haven’t laid the right foundation from early on in your sales call, your new client will back out. They might tell you they changed their mind, or you might just never hear from them again.
If you’ve taken the step of hiring help in your business, you know what a relief it can be! You can’t do everything by yourself forever, and having great employees is a huge asset that that will make your life easier and help your business continue to grow. But… what if you hire someone and it’s just not working out? What if you actually have to let them go?
A huge hot-button topic for many entrepreneurs is whether or not to borrow the money they need to invest in the growth of their business.
Just the very idea of borrowing money brings up a lot of emotion, the very word “debt” instills fear and, for some, a lot of guilt and shame.
Some people feel you should never borrow, that it’s too risky, and that you should only invest what you have. Others borrow so much that they get themselves into a lot of trouble.
And while there is ALWAYS a risk when you invest in your business – it’s not the borrowing that creates that risk.
You know the scenario – you’re speaking to a prospect, or someone who could be a prospect, and before you ask them even a single qualifying question they simply blurt out,
“SO WHAT DO YOU CHARGE?”
And then what happens… Do you feel panicked and freak out internally? Get all weird and offer a discount that nobody asked for? Or blank out? …Or ….or …or?
If you’ve ever wondered why you aren’t able to close a sale when you thought it was an amazing conversation – you could be making one of these 3 sales mistakes.
Don’t feel bad if you have been making them, I used to make them all the time, the good news is that once you become aware of them they are SO easy to fix. In fact one of my clients learned to eliminate these mistakes and she was able to 5X her income.
Client Attraction. How to Get clients from speaking gigs – Do you want to attract more clients? One of my favorite client attraction strategies is speaking. It’s how I took my own business from a $1400 flop to a multi 6 figure success.
There’s a reason speaking is such a hot topic and why there are so many training programs. But have you noticed that many places you speak at won’t let you make a paid offer?
When you have the perfect sales call and the prospect doesn’t even balk at the price – it can almost seem to good to be true, and then…it IS to good to be true as they say “Ok, sounds good, I just need to talk to my spouse”
And then they either come back and say it’s a “no go” with their spouse, or they completely ghost on you.
The trickiest part of this objection is that it CAN be totally legit – but you don’t know that when the prospect says it.