I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You don’t want to force anyone into a decision. You secretly think your rates are too high.
I’m going, to be honest with you. This is one of those things that gets better only with practice and a mindset shift. But the good news is, you don’t have to be on the phone with a prospective client to get that practice time in.
Practice your sales conversation with a colleague, family member, or friend. Practice saying your rates out loud. Practice your segue from discovery call to the sales pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call.
Fix Your Mindset
What if you weren’t selling anything, but instead were simply chatting with a friend about the incredible new service that is going to change her life? You’re helping your friend to improve herself by sharing your experience with this new service.
That’s precisely how you should think about selling your services. You’re not trying to get your prospective client to spend money. Instead, you’re offering a solution to her problems. You’re genuinely helping her to overcome some obstacles in her life or business.
When you can turn your thinking around from “sales” to “helping” you’ll find it’s much easier to have the sales conversation.
Don’t Be Afraid of the Follow Up
Some prospective clients won’t say yes with the first call, and maybe not even with the second. But good salespeople know that many sales can be closed if you simply take the time to follow up. Send a quick email and invite your prospect to:
Schedule a follow-up call to answer her questions and read some of your testimonials.
Don’t let that old “I’m not good at sales” thinking get in the way of making a real difference in people’s lives, and in growing your business and your profits. With these easy tips, you can quickly turn your sales blocks into a system for landing new clients consistently.