Selling isn’t a dark art - or at least it shouldn’t be. The manipulation, objection handling, ‘twist your arm’...ing? days are over for the coaching world - and thank goodness for that.?
I have been teaching the principle of attracting and repelling for years, and it never ceases to amaze me how many clients struggle with this concept.?
Women who feel icky with their sales process. Feel that they need to be cold calling to pick up leads. If you are a service based provider - the only calls you should be making are the ones to your clients to see how they are doing.?
Forget social selling - that’s just confusing. And also manipulating. What we need is for you to be showing up consistently enough, with a coherent message, so that when your ideal client is ready to buy… it’s as simple as 1,2,3.?
I’ve done the research so you don’t have to. I’ve made the mistakes so you don’t have to. And I’ve seen these principles work for my clients too many times not to be convinced this is what we all need to be doing.?
It’s time to unlearn absolutely everything that you thought sales was - and prepare yourself to love selling.?
Can you imagine that? Loving selling??
Buckle up - it’s about to get real.?
10 things you have to do to SELL with integrity
- Your prices need to be on your website and on all of your socials.
- When people come towards you - you need to qualify them first by asking them if they are aware of the price of your services.
- Only once you are sure they are aware of the financial commitment and happy to proceed, do you grant access to a discovery call. If they cannot afford your services, ask how you can keep in touch with other material in the future that might be better suited. (Keep a note of this information.
- Ask the client to come to the discovery call with the 3 biggest problems they are facing and why they have contacted you.
- Tell the client that during the call, you will both be establishing if you are the right person to help them.?
- On the call - ask if the client needs more time to check testimonials. Then ask them when would be a good time for you to check in with them to see if they have made a decision. Never leave a call without doing this.?
- Explain to them that the follow up call will be to tell you if you are going ahead OR NOT. This means you can clean up your pipeline and gives you closure.
- Immediately after the discovery call, book the follow-up call in yours and the prospect’s diary. (You will either hear from them before that date or see them on the call.)
- If the client decides not to go ahead - wish them well and you never know they may come back later when the time is right for them.?
- If the client decides to go ahead - immediately issue them with a deposit invoice to secure your work. Then send your contracts and let the rest of your systems and processes do the work.
Things not to do:
- Leave prospects with many many weeks to make a decision. Give them a timeline, and if they haven’t decided by the end of the timeline it’s time to move on. They will come to you if and when they are ready in the future.
- Tell them why they should work with you. You need to be asking lots of questions. You can tell them that you can definitely help them if they are your ideal client.?
- Over promise and underdeliver.?
- Give guarantees that you can’t keep.
- Believe that you know better than the client about what they can or cannot afford. You have absolutely NO idea. So stop making assumptions.?
Top Tip:
- Always have a list of service providers that you can refer people to if you are not the right fit. Not only are you supporting other business owners - the client will be so grateful you have pointed them in the right direction and will be more likely to talk of you with their peers, favorably.?
- I have a list of therapists and counselors that specialise in areas that are not covered in my expertise. These business owners now refer back to me, if they know someone has approached them, who would better benefit from my High Performance Coaching and mentoring.?
- It is also a good idea to have some options for them to go to that you know are cheaper than you, but will still be a good fit. This is excellent for them and you - because you are supporting them, whilst not lowering your prices to meet their needs.?
- Have a money back guarantee that you will honour if the client feels they have not received the support they were sold. (I do this with my clients only if they have attended 90% of the sessions and shown their work between sessions - I have never had to refund.)
Common Fears
- That if you refer to people that are cheaper than you - you will lose business. If you provide incredible value in your work - no matter what you charge - you will have clients coming toward you as long as you show up consistently enough with recommendations and factual examples of your good work.?
- That if you put your prices on your website you will lose custom. The opposite has been proven to be true time and time again in all of my case studies.?
As always - I love to hear how this information is supporting you. Please feel free to share your comments below and I will be taking a mooch over the coming weeks.
Lots of love, Lucienne xx
Original blog source https://www.luciennecoaching.com/blog/how-to-sell-your-services
