As a service provider you may not want to think of yourself as a salesperson. You are in the business of helping others and you may not feel comfortable with the sales process. However, you need to let clients know that your service is available. Here are some ways to do so:
Shift Your Perspective
Start by building relationships with your potential clients based on trust. Remember that you are making them aware of something you offer that they are looking for.
Emotional Triggers
Selling is based on emotion. Here are a few generic emotional triggers almost everyone has:
• People want to feel accepted and needed
• People want to feel satisfaction from their accomplishments
• People want to feel admired and recognized for their accomplishments
People respond to the issue you’re uncovering because it creates an emotion pull and charge for them.
The Simple Selling Process
Remember that the selling process is more about your clients and less about you. The great part is if you are selling properly, all you really need to do is...
• Ask more questions than you answer
• Listen more than you speak
• Relate to your potential clients’ needs and desires
• Keep the conversation positive and empowering
The conversation becomes a simple selling process with the addition of just one key question:
Would you like a partner to help you achieve these goals?
With this one question you make yourself the key to the solution. Your clients do all the selling for you. They…
• Articulate the benefits
• Create mental imagery toward producing results
• Keep their self-criticisms out of the way
• Visualize results and gain confidence about what their life would look like
• Visualize you as the right partner to help them achieve these goals
Keep in Touch
Get a commitment for a next step. Think of yourself as a lifelong consultant. Tips to remember:
• Move the relationship forward
• Follow up and ask for small commitments
• Don’t give in and don’t give up if you know you can help
These are the easy steps to simple selling, and Booking Yourself Solid. Start small, end big, and remember, successful selling is really nothing more than showing your potential clients how you can help them to live a happier more successful life.
Small Business Networking to Get More Clients and Market Professional Services
There is good news! The Book Yourself Solid Small Business Networking Strategy operates from an entirely different perspective; it’s all about connecting and sharing with others. All that’s necessary is to shift your perspective from one of scarcity and fear to one of abundance and love.
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