The greatest responsibility you have as a business owner is to generate revenue for your business. However, you didn’t go into business to be a salesperson. You went into business to follow your passion and make money doing what you love. You don’t want to chase after people and convince them to work with you, but you do need customers. So, how do you overcome this obstacle of needing to earn revenue but not wanting to make sales?
Implement these 4 initiatives and make it as easy as possible for people to buy from you:
1. Stop Spinning Your Wheels:
Not everyone is your Ideal Client. You are not the answer to everyone’s problem. Get VERY clear on who you serve best and who you want to work with.
A prospect may need what you are offering, but do they want it?
Are they ready to buy now? Will they be ready later?
Not qualifying your leads properly wastes a lot of time. Endless follow-up and attempting to sell to prospects who aren’t a good fit is unnecessary and disheartening.
Refer to this check list to start to get clearer about your Ideal Client. (3 minute read)
2. Build Your Unique Buy-In Funnel:
You don’t have to sell anyone anything. But you do have to build trust and credibility and have “the money conversation’ with prospects in order to convert them into clients.
You must provide qualified prospects with a path to buy from you. To build your Buy-In Funnel, map your relationship building process and identify the purpose and desired result of each step. When defining your process, remember to include steps to move prospects through these four stages of the buying cycle.
- Awareness – becoming aware of your business and what you offer
- Interest – wants to know more about your company and how you can help
- Decision – something with a call to action to purchase
- Engagement – client for life
3. Having “The Money Conversation”:
Nobody likes asking for the sale. What if they say no?
Asking for money can be awkward at the best of times. What if it is too much?
Make it easy for you and for your prospects to have “the money conversation”.
- Set expectations: Be open about when you are going to have “the money conversation”. For example; “At the end of our Discovery Session we can walk through the options for working together and discuss the pricing options.”
- Use pricing as a means of self-qualification: Talk about your pricing early in the relationship so people know. For example: “For your reference going forward, our programs range from $500 to $1000 per month.”
- Minimize the number of times you need to ask for money: Offer annual programs rather than 3 months. Package several offerings together and ask for money once rather than pricing them individually and asking often. Offer automatic monthly credit card payment rather than having to chase for a cheque or e-transfer.
- Practice, practice, practice your money conversation: Write a script and practice. It does get easier.
4. Your Fortune is in the Follow-up:
How much money are you leaving on the table because you don’t follow-up? According to a recent survey, it takes not one or two, but many follow-ups to close a sale – 10% close on the fourth contact while 81% close on or after the fifth connection. It is your job to make it as easy as possible for people to buy. It is your job to follow-up with prospects. It is not their job to connect with you.
Read the full article on how to make follow-up a habit rather than a chore. (5 minute read)