So far in this series, Creating a Thriving Business, I’ve shared with you the first four steps:
- Identifying what it is you truly want to do and whom you want to help.
- Making the clear decision that YOU are the one to do this
- How to attract your ideal clients
- Where to find your ideal clients in mass
Today, I’m giving you the most important step to getting cash into your business, that only comes about when you make the offer. In other words, ask them to buy.
For many, this is the scariest part, especially if you’re selling your own creation. Asking for the money is much, much easier when it’s someone else’s product or service (it can still be difficult and scary). But when we ask someone to invest their money into our own creation all the insecurities and doubts come flooding in to our mind, paralyzing us.
There are many techniques, strategies and phrases to increase sales. First, I want to share with you the most important aspect of making an offer and closing the sale. It’s the inner game of selling. That’s right, it’s really about what’s in your heart.
To be successful in sales, you must keep your head and heart in a positive space. Don’t hang around negative people, watch the news for hours, or listen to how horrible the government is…. anything that makes you feel sad, angry, depressed, hopeless, etc. This is why successful sales people invest thousands and thousands of dollars on motivational seminars and materials – it keeps them positive, motivated and thus, helps them increase sales.
The secret to selling (without feeling sales-y) is to know that you are helping others. I tell my clients “you’re not selling, you’re serving”. Isn’t that why you started your own business in the first place…. to help others? And, let’s be honest, if you don’t get your services out there and get paid for them…. you’re no longer in business.
The second thing you need to do is get out there and make the offer. Ask people to buy. Be willing to make mistakes – because you will. And, it’s okay. You will survive. If I can do, you certainly can! I used to be so shy people asked me why I never talk. Now I talk all the time. Selling brought me out of my shell and I am forever grateful.
Now, let’s talk about your technique. I could teach an entire three day course on the art of selling. Did you know, I used to teach sales training for Vector Marketing? I’ve also held various sales positions – from banking services, cars, real estate and advertising, just to name a few. Sales can be a lot of fun, if you make it fun.
I wont’ go into the entire three day presentation here, but let’s get you started.
Here are a few teachings to get you started immediately:
Be grounded and centered. Let go of the head chatter and allow your fun personality to come forth. Joke around, be real and always be honest.
Ask them questions and allow them to talk. Often, they’ll sell themselves – if you’re asking the right questions.
Have your offer ready with prices, payment options, service start date; everything your prospect may need to make the decision.
Talk mostly about results, not techniques or features. Eighty to ninety percent of your talking should focus on results.
Share success stories.
Have fun.
Get out there and practice, practice.
Celebrate your successes.
If you would like help with getting clients and closing the sale, contact me today for a free breakthrough to success session (only 5 are given free each month, then it’s $97 each).
Please write your comments below – What is your favorite nugget you got from this, today? What are you most excited about implementing from this “Yes I Can With A Plan! Bright Ideas” edition?
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“Success mentor Lisa Long teaches alternative and holistic practitioners around the world how to start and grow a profitable business that make a positive impact. Get her FREE CD “How to Focus and Succeed in Record Time… Every Time at www.yesicanwithaplan.com”