Do you want to make more sales, or get more people to book your services? We all do, right?
However, if you’re new to business or you’ve pivoted to offer something new recently, selling might feel… intimidating. Overwhelming. Maybe even a bit yucky.
I’m here to tell you, though: selling is not a bad word. In fact, if you’re not selling, you don’t have a business. That’s just the truth.
So instead of worrying about how to sell and how to do it in a way that doesn’t feel stressful or out of touch, let’s start with a fun exercise.
Think about your dream sale
Take a minute, breathe in deep, and close your eyes. Think about your ideal customer.
Who are they? What do they do? How are you helping them? What are you talking about? What words are they using, and how are you helping them feel understood? What do they say about wanting to work with you?
If you’re a product-based business who deals mostly in e-commerce, think about a customer service situation, when someone reaches out to ask if your product is right for them. What do you say? How do you let them know your products are a good fit? What do they say?
I’ve coached women business owners who dream up some truly wonderful conversations:
- Having a deep conversation about their customer’s fears, and showing how they can help.
- Sharing all the amazing products that can help the customer transform their life.
- Explaining the process for a service that can help their customer grow.
The best part? Having this visualization actually helps business owners feel less stressed out about discovery calls or product promos. It gets them excited about talking to people or sharing their offer — and that’s how you make more sales!
I’d love for you to do that exercise if you haven’t already. Seriously. Pause for just a minute, take a deep breath, and ask yourself the questions I listed above.
Got it? Great. Now let’s apply that vision to the next exercise.
How you get people “on the hook”
The natural follow-up I get to that last exercise is, “Well… how do I get to have those conversations in real life?” That answer is a bit more nuanced. It requires you to look at your business, your audience, and your conversation style.
Think about your business
With your business, do you sell products or services? And with those products or services, what platforms are best for promoting or selling them?
For example, a service-based business may highlight their packages very well on their website, and share links to those services on LinkedIn. Meanwhile, a product-based business may share some amazing product descriptions on their website and then break individual products up to share or promote on Facebook and Instagram.
Brainstorm for a minute: What platforms are easiest and best for YOU to use?
Find your audience
Next, let’s talk about your audience. Are they on those platforms you just identified? Are they visiting your site or your social accounts? If not, think about where your people actually are. Instagram? Pinterest? Facebook groups? In-person events? Let’s think about how you can share your services or products in those places.
Lean into your strengths
Last, think about YOU. I know that when you’re selling, you’re told to really think about your customer and make it about them. That’s still true. But the kind of promotions and presence you have depends on you and your strengths.
Consider how YOU can sell your best
Whether you’re selling a product by promoting it on Facebook or you’re getting potential clients on discovery calls, you have something special about how you show up and serve. What is it?
- Are you really great at creating products that meet your customers’ needs?
- Do you excel at helping people see the transformation they’ll get from your services?
- Is it important for you to let people know they’ll be supported by you?
Take a minute to think about all the times you have sold to someone: What sealed the deal? Was it honesty? Was it clarity? Was it encouragement? Even if you’re trying not selling that product or service anymore, the WAY you sold it might still apply.
Let’s think about how your sales strength works now.
If your biggest strength is honesty: How can you share honestly about your products on Facebook or Instagram? Brainstorm honest captions or graphics you could create.
If you sold because you focused on clarity: Think about ways you can eliminate confusion and be 100% clear about your current services and skills. Maybe it’s writing blogs, or sharing more about your services to your email list.
If you sell because you encourage people: Think about how you can show up more and do that. Maybe it’s doing weekly live videos? Or guesting on podcasts?
If you have a different factor that helped seal the deal on your first (or most recent) sale, apply that here and think about how you can use it moving forward. Whatever it is, I know there’s a way you can use it to persuade more people to buy.
Still not sure about your sales strength?
With each of these “selling strategies,” there’s something else to consider: They lean into YOUR strengths. Maybe you’re a truly honest person, so honest sales work best for you. Maybe you love making people feel good, so encouraging content and building relationships is your best strategy.
If you’ve read this far and you’re still not sure what your selling strength is… don’t worry. I have something for you!
This is a super quick quiz to show you where your strengths lie, and how you can use those strengths to take your business to the next level. Because the thing is: If you can connect with more people, I know you can sell to more people.
So let’s get you out there, and sharing what makes you and your business so amazing!