How to Sell Yourself (without being salesy)? Crafting an Honest Personal Pitch.

Many entrepreneurs, and individuals face a common challenge: They adore what they do but struggle to actually sell their products or services.

Without sales, a business is just a hobby.

Selling is essential for any business, yet being a salesperson doesn’t come naturally for most people.

Selling makes folks uneasy.

“Sales-y.”

However, selling doesn’t have to feel this way. It shouldn’t feel this way.

Today I’ll offer a new perspective to make selling feel more natural, even enjoyable.

Meet Robert Cialdini

Robert Cialdini, a renowned social psychologist, revealed the secrets of human decision-making when he published the 1984 book Influence.

Influence provides insights into the art of persuasion, empowering people to ethically influence others to achieve desired outcomes.

The book presented Cialdini’s “6 Principles of Persuasion” that demonstrates how selling can be done ethically, effectively, and comfortably.

I want you to learn these principles to test them in your business and sell yourself.

Let’s dive in.

Principle 1: Reciprocity

Have you noticed how you tend to return a favor when someone is kind to you?

It’s human nature.

Use reciprocity by providing endless value.

Freely share your knowledge, promote others without expecting anything, and genuinely engage with their content instead of just commenting to check a box.

This way, you become known for giving more than taking rather than just another face asking for help or providing generic responses.

Reciprocity lays the foundation for everything else.

How to apply this principle:?Once weekly, analyze and break down the work of an entrepreneur you admire, then share it on social media. You, the creator, and your audience all gain value.

Principle 2: Commitment & Consistency

Persuasion and selling greatly involve encouraging even small commitments from your audience.

Consider newsletter signups – a simple commitment that makes subscribers more likely to engage with you.

More engagement means a higher likelihood of remembering you when seeking solutions.

Rather than focusing on “selling,” focus on small, free transactions with your audience.

Start by requesting follows, newsletter signups, and lead magnets.

Small, free transactions increase future paid customers.

How to apply this principle:?Find one opportunity this week to request a small, free “transaction” – a follow-up or newsletter signup.

Principle 3: Establish Social Proof

Positive reviews and testimonials are secret weapons (and can be yours, too).

When potential customers see others vouch for you, they feel assured and are more likely to become customers.

Great testimonials outperform the best landing pages and copywriting.

If you already play the reciprocity game, it’s easy to request great testimonials about your products or services.

If you have no sales, barter with fans – let them trial your offerings in exchange for testimonials.

How to apply this principle:?Ask a happy customer to write a 2-3 sentence testimonial about their experience.

Principle 4: Build Authority

Establishing authority is critical for selling.

With lots of noise, why should people buy from you?

You must show, not just tell.

Earn trust and build authority by linking to your articles, podcasts, and interviews diving deep into your expertise, and showcasing case studies and work samples.

People trust experts, but short social media posts limit establishing expertise.

Use social media for discovery, but longer-form content for authority.

Expert status is proven, not given.

How to apply this principle:?In 30 days, write one long-form piece on something relevant you’ve learned.

Principle 5: Affection

This principle utilizes our tendency to buy from people we like.

The best way to gain affection is to be relatable and kind.

Share your personal journey – good, bad, ugly. Share your beliefs and live your values. Respect everyone, even in disagreement.

Over time, followers understand you and your message. Those who resonate become loyal fans, while others naturally disengage.

That’s okay – it builds your ideal audience.

Ignore negativity. Spark positivity and valuable conversations.

Don’t buy into nastiness online.

How to apply this principle:?Find 3-5 people who impacted you. Send a message explaining their impact and what you did with it.

Principle 6: Scarcity

Introducing scarcity creates urgency improving sales.

Limited-time or exclusive offers demonstrate this.

Yes, this can seem “sales-y,” but works well in balance.

Consider an annual calendar to plan quarterly scarcity opportunities for products and services.

Planned scarcity provides ideal messaging and avoids desperation.

How to apply this principle:?Make a 12-month “urgency calendar.” Find 2-4 times annually to build scarcity.

Summary

If you struggle to sell, focus on principles, not money:

1. Reciprocity

2. Commitment & Consistency

3. Social Proof

4. Authority

5. Affection

6. Scarcity

I hope you enjoyed these practical applications.

Thanks for reading.

Owais

And yes…

When you are ready, here is a way I can help you:

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Originally posted here.