One of the reasons I left Wall St. was the hard sell approach. They look at it as survival. I looked at it as trying to force someone to buy something they probably didn’t want or need, before they realized it.
If you missed it, go back and read Part 1 – Selling from My Inbox
When you actually own your own business you aren’t selling. That’s the whole key right there. If you want to be a successful sales person for your business, don’t sell, teach. Teach people the benefits of your product or service and teach it from their perspective. Answer this question for them (without them asking) “How will my life be different now that I am using your product/service?” There’s one other core component that will make you an effective salesperson.
The word Enthusiasm ends in I.A.S.M.
I hope that you’re excited about the products or services you offer. In fact if you are not so fired up that your product or service will make someone’s life much easier that you can’t wait to get it into the hands of the people who will benefit from it then you should close your business down. Why would you be out there putting all of your time and energy into something if you didn’t believe 1,000% that it was going to change lives? If you own a restaurant then your restaurant has to offer something that you didn’t feel was offered by anyone else out there. Most likely it is your unique recipe(s) but you’re not just selling food. You’re selling an entire dining experience. What does that look like? Tell me about the lifestyle of the people who come in?
When I am responding to an e-mail or a comment on YouTube or Facebook or Linkedin I am not selling. I answer a question and then I offer help. Sell me something and I am immediately turned off, but offer to help me and I’m drawn in. A little change in perspective makes a 180 degrees of difference. Now you’re attracting your prospect in rather than reeling them in with a hook. No hooks needed. If what you’re offering is truly helpful and useful then there’s no need to pressure anyone into doing anything.
On the other side of that when a prospect comes to me and starts putting pressure on me to help them immediately I step back. It’s a red flag to me. My experience has proven over and over to reveal that in these cases the client is trying to get me to make a commitment to take on work that is much greater in scope than I realize so that I will offer a much lower rate than I should. I don’t like being treated that way so I don’t do it to my clients.
Enthusiasm sells. So offer help and do it enthusiastically.
Let’s say someone e-mails and asks me how to fix a deposit that was recorded irrespective of the payment that had been received? Here’s how I respond.
Thanks so much for your question. You can fix this very easily by editing the deposit, bringing in the payment from undeposited funds and then deleting the line item that was originally recorded. This will enable you to fix the deposit without upsetting the reconciliation of that account. Here’s a video that walks you through this (and I insert the video here).
If you want more direct help from me you can sign up at www.schoolofbookkeeping.com and there are plans that include 1:1 time with me. This way you have the advantage of 24/7 access to much more in depth videos than what you see on YouTube as well as time with me so I can walk you through anything you need help with along the way.
That last paragraph is the “close” but it doesn’t feel like a close does it? It’s an offer to provide additional help and it is so effective!
Got questions? Post your comments below.
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