Face It, You’re Not Great at Selling
Danny Bermant
I help coaches and consultants attract their ideal clients through joint venture partnerships
In this Edition
1. Why Selling Is Always Easier When It's via Referrals
2. How to build a new business from scratch (even in a downturn)
Face It, You’re Not Great at Selling
This week, I had the pleasure of meeting with the legendary Tad Hargrave , in London.?
For those of you who don’t know Tad, he is the founder of ‘Marketing for Hippies’. Since 2001, he has been helping thousands of heart-centered entrepreneurs to develop effective and ethical marketing strategies that don’t feel manipulative or salesy.?
We were discussing the fact that selling can feel challenging for many of us, and that it’s so much easier when clients come to you via recommendation.?
But more than that, we both agreed something more fundamental….
We’re just not that great at selling.?
It’s not that we can’t sell.?
Many of us have mastered the techniques of how to take a prospect through a discovery call, how to handle objections, and how to ask for the sale.
But it never feels the same as when it comes via a recommendation.?
It’s a different dynamic.?
The prospects you call want to hear from you, want to meet with you, trust you more from the start, and even contact you before you contact them!
And since you’ve come pre-sold, it doesn’t feel like a sales conversation, it’s simply a discussion about where the prospect needs support and whether you’re a fit for each other.?
And because the conversation feels more natural (and enjoyable), you come across as more authentic. Not surprisingly, prospects find it easier to buy from you.?
Over the last few weeks, I have had several meetings with potential clients who have felt ambivalent about JVs.
They love the idea of being pre-sold, but they don’t want?referrals if it means having to?promote other businesses via their email list.
The good news is, you don’t have to promote via your email list.?
I’m currently working with several businesses that never or rarely send any promotional emails, yet they have a network of JV partners who are referring clients to them via word of mouth month in, month out.
Or they’re embedding their partners into their service delivery.?
Or co-hosting live events with them.?
Or hosting them on their podcasts.?
There are so many different ways to JV.
To find out more, why not click here, and book a discovery call with me?
There won’t be any sales pitch, I promise ??
领英推荐
How to Build a New Business From Scratch (Even in a Downturn)?
If you’ve ever built a business from the ground up, you know how challenging it can be to find new clients.?
Nobody knows you.?
You don’t have a track record to speak of.
AND have no experience of working in your chosen industry.??
Now imagine doing that in the middle of a recession!
In 2002 Heather Pearce Campbell, made the choice to launch her own legal practice straight out of law school, something unheard of at the time.? It was shortly after 9/11, the worst period in 30 years to be graduating, and she had zero connections in the legal field.?
Yet she rapidly built up a thriving business by reaching out to and cultivating relationships with other leading attorneys who were only too happy to refer cases to her.??
And today Heather is excited to share her story with you? on my new podcast - “The Power of Two”, which launches this week.?
?A lot of my emails to you recently have been about JVs that are based on sharing someone else’s content, or event or offer with your email list.?
Heather create’s JV partnerships that are all based around referrals.?
Here are just some of the topics we discussed:?
26:05 - How her parent’s values – her father’s love of entrepreneurship and her mom’s love of life has influenced how she runs her business
27:00 - The secret to generating perfect fit referrals for your business, Hint: A little bit of research ahead of a meeting can go a long way
28:33 -? Why you shouldn’t be scared to reach out to others in your industry and ask for help... Even total strangers
29:09 How Heather was able to JV with other law firms by offering to handle the cases they weren’t interested in?
36:07 - Having a network of experts on speed dial. How Heather’s JV partners offered her so much more than just referrals
41:24? - How to build a complex JV network even with the most basic tools. Heather did it all with Excel!
42:24? - Heathers advice to would-be lawyers who want to set up their own practice
...and much more.
If you’re running a service based business and you’re looking for ideas on how to JV with other firms in your niche area, then this is the podcast for you!
Enjoy the show, and please share your feedback.
So good to meet you too. The only thing I'd hone is that we're not great at marketing ourselves. We're all fantastic at marketing other people. I can sell other people's products easy. Selling my own is much harder. Self-promotion is human kryptonite. Promoting others is our super power. Says me anyway by the power invested in me by absolutely nobody at all.
Passion to Boutique Business - burnout-free growth for successful solopreneurs (without turning into a manager, marketer or tech whiz) Author. Host of the award-winning Soul Touched by Dogs podcast.
1 年Couldn't agree more! When someone comes recommended, the all-important trust question is already answered, which makes the sales process so much easier and more enjoyable .. whether you're good at selling or not. When you're starting out or aren't good at selling, it might just make the difference between some sales and no sales ..
Coaches hire me to enroll more clients because they dislike exaggerated marketing claims and sleazy sales tactics. I show them how to generate warm leads and convert 50% of prospects into clients.
1 年My ideal clients hate to sell. They love what they do and have never thought of themselves or been trained in creating a business. To stay in business, you must sell your services. Here's the terrible dilemma my clients face: how to get business without being pushy, aggressive, and salesy. So referrals help. But to get referrals, you need to start with clients.