Overcome Mindset Issues and Difficulties About Selling
A major challenge that all small businesses and solo entrepreneurs face is how to turn prospects into paying clients. Many small business owners aren’t adept or don’t feel confident “selling,” so this can present a major hurdle. It’s particularly true of people with service-based businesses, like coaches and consultants, as the ‘product’ they are selling is often themselves.
However, you can turn this challenge around.
Turning prospects into profits is a matter of mastering five keys to success.
Overcome Mindset Issues that are Presenting Difficulties for Your Selling Process
For many of us who are not expert salespeople, there are mental hurdles that stand in the way of moving prospects to paying clients. These mental blocks include thoughts like:
“Selling is sleazy. I don’t want to be in sales.”
“I’m not good at selling.”
“What if they say no?”
Overcoming these mental blocks is essential. It’s a real challenge for some people as the mindset gremlins are well established. But if you confront them, you can come up with strategies for combating them.
For example, if you’re stuck with the idea that selling is sleazy, think about the last product you bought that you love to death or that really suits your needs. Was the person who sold it to you “sleazy”? Did they take advantage of you and rip you off? Chances are, they were a conscientious salesperson who helped you match a product to your needs. You can be this person to others as well.
What about fear of rejection? For many inexperienced salespeople, the dreaded word “no” haunts their nightmares. When a prospect says no, it feels personal and it stings. However, you can combat this negative thinking by realizing that the prospect is rejecting the offer, not you, and it’s simply because the offer isn’t the right match for them.
You can also turn this “no” around and make it a learning experience. The prospect has given you something valuable by refusing your offer. They’ve shown you that there’s a flaw in your targeting, and if you analyze the reasons why, you can learn something and perform better next time.
When you think about selling, do you get a bad feeling in the pit of your stomach? Imagine the sales process. What part of it gives you that bad feeling? What can you do to combat this feeling and make it easier to sell?
Know What Your Client Wants and Match Your Offer to Their Needs
You may have a great service, one that you know will help many people, but still, you put the offer in front of people and they say ‘no’. Why is that? Perhaps your offer simply isn’t for them. The service may be wonderful, but you’re targeting the wrong market.
How do you find the right market for your excellent service? You do it through market research. Conduct research on your potential clients and find out what they like, want or need. Most of all, focus on a pain point or problem that your service can solve. People spend money on services that relieve pain or help them overcome problems.
For example, you’re selling a service that handles social media for small businesses. Small businesses are busy and many of them don’t understand how to use social media effectively. A business might feel that it needs to use Facebook since everyone’s doing it, but where to start? As a service provider with deep experience and a track record of proven results with social media, you just need to put your offer in front of a business like this.
But what if you offer this high-quality service to a young tech-savvy company that already knows how to do its social media? Even if you’re the world’s greatest social media whiz, your offer just isn’t suitable to a business like this. It’s not a reflection of the value of your offer, but simply not a good match.
What problem does your service uniquely solve? What kind of business is in dire need of this service?
We will continue with this important topic in future posts. Thank you for review this post and hopefully others on our site will be helpful as well.
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Thank you for visiting our website, we hope to see you again!Mike Conkey