The problem with browsers is that they rarely buy anything.
The prospect who walks up to the salesperson and says, “I’m looking for a pinstripe suit in size 38” is a lot more likely to walk out with a suit than the one who mutters, “No thanks, just looking.”
Which is relevant to your quest for a new product or business or job or mate or project worth working on…
If you’re still looking around, making sure you understand all your options, getting your bearings or making sure you’re well informed, you’re most probably browsing.
You missed the first, second and third waves of the internet. You missed a hundred great jobs and forty great husbands. You missed the deadline for that course and the window for this program.
Quit looking and go buy something already.
I wholeheartedly agree with Seth. Besides, why sit on the sidelines and deprive yourself of fully experiencing life?
Now, imagine that you’re the salesperson on the other end of this “just looking” prospect. What are you doing to engage that individual and uncover what it is they’re looking for?
My clients learn how to pry that information out of their potential clients and as a result, satisfy both parties.
(Seth is brilliant and I highly recommend getting his blog alerts. You can find his blog by clicking here.)
How far will you go to succeed in your business?
What are you saying ‘yes’ to? What are you saying ‘no’ to?
Who are you saying ‘no’ to? (Hint: If you think it’s anyone other than yourself, reconsider the way you’re viewing it.)
(Sorry for the noise! It’s an airport, after all…)
You know the kind of days I’m talking about. One of “thoooooose” days. Argh.
Tell me what makes YOU feel better when you’re having “one of those days”.
(It’s not what you think.)
Since the dictionary definition of “sell” doesn’t reflect how I teach my clients how to get their own clients, this is my effort to find the words that better describe my approach.
|Do you feel resentful about how hard you are working, how much you are helping and how little you are making?If you answered “yes” you are not alone.
The good news is that it’s possible for you to break free from this trap, learn how to charge what you are worth and fill your business with people who are ready and willing to pay your full rate.
That’s why I invited my friend and colleague Melanie Yost, from Awaken Your Entrepreneur, to share her knowledge about:
The Psychology of Undercharging: Breaking Free from the Trap of Reducing your Rates
Melanie is a Business Mentor for Helping Professionals who specializes in teaching heart-centered entrepreneurs how to create a mindset for making money while making a difference in the world.
In this call she shared:
Listen in on an interview with Kay Ballard, host of Women Are Not Funny radio. That’s about the biggest misnomer that Kay could choose for this fun radio show that she uses to entertain you.
Click to grab the recording & listen in to our conversation.
P.S. Here’s her intro to the show…
Carolyn Herfurth knows how to have a meaningful conversation and has skillfully used that skill to advantage in more than two decades of incredibly lucrative sales success—both in corporate America and in business for herself. She launched The Biztruth to help solo entrepreneurs get comfortable having a sales conversation so they can make more money and have more fun! And to save herself the sadness of seeing entrepreneurs who are broke, frustrated & desperate.
After helping launch nearly 100 businesses, what’s a girl to do? In Carolyn’s case it was to honor her love of performing by boldly parachuting into the mercurial world of improv and standup comedy. And to leverage what she learned in improv training to encourage solo entrepreneurs and others to join her in embracing the certain unknown. Is Carolyn ready for an intentionally accidental conversation with Kay? Is being the featured guest on Women Are Not Funny Radio the next best thing being a standup comedian headlining a big Las Vegas show? Listen in to find out!
I don’t blame you if you have a negative association with sales. I blame the movies!
Look at how selling is portrayed in Glengarry Glen Ross, The Boiler Room and Wall Street…to name a few.
It doesn’t have to be that way. You can sell with heart and do it without hurting people. That’s a refreshing concept, isn’t it?
Much like the movies, this video is a must see. (Except you won’t feel the need for a shower after watching this clip.)
Learn how to take “the scary” out of selling by visiting Biztruth Bootcamp.
Are you tired of spending money on class after class and coach after coach…to still be struggling?
Here’s a solution for identifying where to invest your precious dollars and for how to communicate your value when speaking with potential clients.
|Question: “When you’re trying to sell something to someone, I know it’s important to communicate with people more than once. I’ve already emailed my newsletter readers with four different offers this month, but they still aren’t buying. What should I write in my next email that will work? I’m tired of pounding them so many times.”
With thanks to Aesop, let’s paraphrase a little story. It may give you a new perspective on this as well as other situations where you feel like you’re trying awfully hard.
The Sun and the Wind decided to have a little game. They agreed to prove which one of them was more powerful.
When a man came traveling down the road, they seized their opportunity – they decided to see who could make the man remove his coat, thus proving whether the Sun or the Wind was the more powerful.
The Wind took the challenge and began to blow. He blew as hard as he could at the man, trying to get him to remove his coat.
But the more the wind blew, the more the man clung to his coat and hat, and the wind had to give up.
Next the sun gave it a try and turned up his rays so it began to warm up. As the day grew brighter and the man grew warmer, he naturally found it too hot to keep his coat on and was happy to take it off.
Coming up on a small stream, he even took his shoes and socks off and took a wade before he continued on his journey.
With this story as a backdrop, let’s get back to the above questions:
“How do I stop chasing after customers and get them to try (or buy) my stuff?”
“How do I stop trying so hard to get results?”
These are very common questions for business owners and the answers are in the parable.
Ask yourself how you can be the sun, and not the wind.
How can you step into the river of your customer’s natural desires, rather than chase after them waving your company brochure as they go down a different path?
The saying goes, the only smart place to put a hot dog stand is in front of a crowd of hungry people.
Between the wind and the sun, which would you rather be, as you pursue the natural, effortless, stress-free growth of your business?
Tina Forsyth is the author of Becoming an Online Business Manager: Playing a Bigger Game with Your Clients and Yourself. She writes and consults in advanced online marketing and business systems for business owners and their support teams. www.OnlineBusinessManager.com