I could hear the exasperation in her voice as she recalled a recent experience at an event where the event hostess used some, shall we say, interesting techniques in order to sell people into her high-end mastermind program.
She threw it out there, “what if we have to sell out in order to make it?”
My heart sank. I know the frustration and the feeling of helplessness when you’re trying to build a business and you know part of that is inviting people to work with you and all of the ways you’ve been taught to do it just don’t sit well with you.
There’s this part of you that is screaming “NO! I don’t want to do it that way!” but what other way is there?
Is there a way for me to grow my business without becoming the snake oil saleswoman? Do I really have to lie, manipulate and deceive people just to get them to work with me? This is NOT what I signed up for. I started my business because I genuinely wanted to help people, not lie to them. And while I am a high achiever, surely there has to be another way.
I know there are gurus and experts out there who are teaching you the mind tricks, the psychology and the many ways to entice people to work with you. And the truth is, it works! Many of us have undoubtedly made purchases based on some of these tactics and if truth be told, we may have used them ourselves.
But at the core of our being, we’ve been looking for another way to make a difference and build a wildly successful company.
Can you relate?
Well I have good news. There is another way. You do not… I repeat… You do NOT have to sell out in order to be successful in your business (no matter what the gurus say)!
There is a way to have powerful sales conversations without the sleaze, whether one on one or one to many. Here are four quick tips to get you started:
- Make a decision to unlearn everything the gurus taught you. Well almost everything. I admit, there may be some hidden gems in what you’ve already learned and if so, please keep them. However, make the decision to learn another way. To make a stance for you and your clients. What would you change? Think back to a buying situation where you were the buyer and you actually enjoyed the process. What did you like most about it and how can you apply that to your sales process?
- Think conversation + invitation vs. arm twisting + coercion. Oftentimes when people think of sales, they think of it as this complex production that they have to perform. But what if you were to think of it simply as a conversation with someone who may be a good fit to work with you? How does that feel? And if they are a good fit, you simply extend an invitation to them. No arm twisting. No wailing and gnashing of teeth. It’s simply an invitation. Easy peasy. Right?
- Remember, it’s not about you. One of the challenges with having sales conversations is there’s this temptation to make it about you. It’s not. So stop thinking about your bank account, your goals, your new program and focus on your potential client. What are her desires? What are her challenges? How can YOU help HER (or him) achieve her goals?
- Practice. Practice. Practice. We can sit around all day long and theorize about how this works or we can get out there and actually do it. Commit to having conversations with potential clients and inviting them to work with you. Throw out all the tricks and manipulation and just be straight up and honest. I often challenge clients to have 100 conversations in a 30-day period. The quicker you have those conversations, the faster you’ll work through the discomfort and find your rhythm. But, whether it’s 100 or 25, just get started.
There’s only one real way to see if it works and that is to try it. I must say, my clients are loving this new approach to sales. I get messages all the time that say, “Dr. Nadia after our call I closed a $12,000 deal! It’s working.” Or “Dr. Nadia, I facilitated my workshop and 50% of the attendees accepted my invitation to work with me.” Or “Dr. Nadia I’ve increased my monthly revenue by over 400%!”
They are having sales conversations and they are loving it! If it worked for them, it can work for you too. Will you commit to taking the first step and just getting started? Once you do, I’d love to hear how it’s working out for you. Simply shoot me an email at firstname.lastname@example.org and let me know how this new approach is helping you to grow your business in a way that feels good.
Dr. Nadia Brown is an authentic, bold champion for women business owners and those women who desire to become business owners. She is the founder of Doyenne Leadership Institute, LLC.
Through her coaching and workshops, she helps women break through the glass ceilings they encounter in business by helping them build profitable and sustainable businesses. When it comes to sales, women come to her timid and shaky about going after the money – they leave her strategic, strong, emboldened and most importantly, paid.
She is the author of Leading Like a Lady: How to Shatter Your Inner Glass Ceiling and lives with her husband Toby in Phoenix, AZ. Find out about upcoming events at www.doyenneleadership.com/events.