Let’s make this clear: you need to earn money in business. Yes, you do want to help others but with your business you want to make a profit, am I right? You need to sell your goods and services to make a profit. But is just making goods and waiting for people to make a purchase enough? Not at all. That’s “wishful marketing,” and it just doesn’t work. That is a very passive approach to running a small business as opposed to a proactive approach involving finding people in your target market, form a relationship with them, introduce them to your business and then to ask for sales.
Find Your Confidence
It’s certainly disappointing when people say “no” when you ask for a meeting or sale, but there’s also a common sales culture thought that you need to hear 100 no’s before you hear a yes. Your business and services aren’t going to appeal to everyone; or they might appeal to someone who isn’t spending the money right now. This doesn’t mean your business model is terrible; it just means you haven’t met the right people yet.
When you have thought deeply about what you want to give your target market and have developed or programs to fulfil those needs, be sure to tell people who you are representing and how you are doing that.
- Post introductory Facebook posts – on your personal profile and business page – and offer a quick description of who you are and what you are doing.
- Specify exactly who you’re looking for as your target market; think of those web pages you’ve seen with the common title, “Who Should Work with Me.”
- Create a Facebook Live series where you address frequently asked questions because they directly apply to your business.
Find a podcast or another opportunity for interviews where you can share your expertise with a wider / different people. Interview scenarios often make people feel at ease because you’re having a simple chat.
When the Time is Right, Ask for the Sale
Your clients only buy from you because they know, like, and trust you, so you’ll be driving away those potential customers with strong sales talk or hassling them like a used car salesperson.
Instead, nudge those prospects softly down the sales pipe. If you’ve never heard of a sales funnel, it’s just a visual illustration of how you’re going to direct prospects for your priceier goods. You’ll have lower-priced products for sale to those who say they’re interested but don’t have the money now. If they buy your low-priced item, they may find the money for a higher-priced item in the future, but only if they are aware of the other products / services you are offering.
How are you asking for the sale? Here are some thoughts:
- In email marketing: don’t afraid telling your readers about new deals. Never presume everyone knows what you’re up to; be optimistic and proud of your results and yell it from the rooftops.
- At the conclusion of the one-on – one home visits: always ask whether they are ready for the next move (i.e.: make a purchase) or whether you should follow them up on a particular timeframe if they need time to think about it. If somebody’s on the fence, it’s now that you cultivate the relationship so they know you when they’re actually ready to buy.
If you listen to what the client wants at the end of the day, there is no risk in presenting the proposal and asking for the sale. If they say no, then move on while developing the relationship.
