The Please, Please, Please sales mistake that many startups make
I have spent 15 years working in sales, and I've seen the good, the bad and the ugly! Here, I share the sales mistake that I would say 99% of business owners, particularly women make when it comes to selling, especially when starting.
This is the same mistake that I made when I first started our business too, and it's a mindset mistake.
Let’s start by imagining that you're a millionaire! Yay! You don't really need to worry about money. But, you're just so passionate about what you do, that you're carrying on working. You don't need to worry about money, you've got the house, you've got the car, you have nice meals, you drink the nice wine, you have the nice holidays, you fly business, life's hunky dory… but, you're still working, right?
So, my question to you is, honestly ask yourself, would you work with some of the clients that you work with right now?
Did you say yes?
Honestly, would you continue to accept some of the treatments that your clients give you? Those who do nothing but moan? Those who never do the work, but expect results?
I'm not talking about your lovely clients that you love working with, I'm talking about the pain in the bum ones! Would you have continued to accept those clients if you were a millionaire?
I'm going to take a wild stab in the dark and say NO!
In the early days of my business, I would take on clients thinking ‘Oh, they're not the people I would love to work with.’ But, in reality, you're desperate for them to sign to say yes! You want the sale. You’re subconsciously pleading with them. Double checking your phone, looking at your emails, checking the Stripe account, all that fret and anxiety… please, please, please…
Let’s be honest, when we have a business and starting out, we are a bit desperate for the money, for the sale, for the investment, for the sign that what you have to offer is enough… We want our businesses to succeed. We want them to develop. We want them to grow. We want to create this amazing life. And, we know it starts with those first few sales.
But, we've got to remember that all selling is, is providing a solution.
So, we need a mindset shift. We've got to change how we're viewing these conversations. I guarantee you'll make more sales. We've got a view of our potential clients and the situation that they're in, they've got a problem, and they need our help. So, we've created this great programme/service/offering… which is the solution. We've got to remember that they need our support and help.
These sales calls are really an opportunity, and, this is how we should think about them. They're an opportunity to assess whether or not this is a person that you want to help, because we're the best ‘school’ in the world, we're not going to help everybody, we're not going to enjoy working with everybody!
So, let’s commit to stop going into these calls, desperate! It’s a mistake many of us make and continue to make.
Don’t be desperate for them to sign up, as that approach can actually repel them. People sign up and work with you, when they trust you. When they trust that you are the best person to help them. When they trust that you are the expert. When they are confident that you are the right person to invest that money. And, if you're coming across all desperate, a bit needy, they're going to feel that and sense that.
The reality is that we're not and we don't gel with everybody – and, that’s okay! We want to build a business where we enjoy working with our clients, we want to be working with people who are really bought into us and our service, offering, product, programme…