A new consultant and I had a quiet laugh together when he described suddenly realising business wouldn’t beat a path to his door unless he actually got out there and did some “marketing and selling”.
He’d been a senior VP in a multi-national and business just came in the door. But now he was on his own and the forecast was looking decidedly gloomy.
Not ever having to sell, he’s finding it uncomfortable and somewhat icky.
Maybe you’re in the same boat?
If so, here are some simple ways to start selling with ease.
First, stop trying to sell and start building relationships instead. Your prospects need to know you, like you and trust you in that order. Relax and be natural. You’re in it for the long haul.
Always act in your prospect’s best interests. You’re here to serve. If you can’t help, say so. And if possible recommend someone who can. People will love you for your honesty and guess who they’ll come back to next time around.
Introverts – I have great news for you. You generally make the most effective salespeople as you actually listen to what your clients’ really want. So don’t use being introverted as an excuse.
Believe in your own value and stop hiding your light under a bushel.
While no one likes a braggart, if you don’t quietly exude confidence in your own ability and tell me why you can help, how would I know?
So many people miss out on opportunities because their clients don’t know what else they could do for them.
Take the focus off you and put it on them. It’s not how great you are. It’s all about the results you can achieve for them.
Communicate, communicate, communicate. I can’t emphasise this enough.
And finally, for those of you who absolutely shudder at the thought of cold prospecting, relax.
Prospecting is not selling. Prospecting is best accomplished through implementing an effective marketing system which attracts and pre-qualifies prospects. People who are already interested in what you could do for them.
Trust me, when this happens it makes “selling” infinitely easier.
Need help implementing a marketing and sales strategy? We’re a phone call away. Call us on (02) 9499-7958 to get cracking.