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?
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.
“Go get a client”
How many times have you heard that and thought “Sure, I’d love to – but where the heck do I find one?”
To be selling consistently you need to be speaking to people almost every day in your business – but is your calendar empty?
Do you have a discovery form or request for consult on your website and nobody is filling it out?
Are you wondering where the heck you’ll find people to speak to without having to eat one more rubber chicken lunch at a networking group that’s really just a bunch of friends hanging out
We’ve all been there…..we have a perfect call, with the perfect candidate, you have the solution to their perfect problem – you make the offer and then….
“I’M SORRY I JUST CAN’T AFFORD IT”
If you don’t know how to overcome this objection, you are leaving hundreds of thousands of dollars on the table.
Connection is the key to cash injection!
Ok, that’s definitely a cheesy rhyme. But it’s true.
When you can speak to your prospects in a way that creates true and authentic connection you’ll never have to “sell” them anything. Moving forward with you and enrolling in your program, or purchasing your product or service will be a natural next step in the conversation.
But how do you do that? How do you create AUTHENTIC connection?