I said it… SALES… Ick!
I used to also be nervous about it. I felt like I was trying to convince people to sign up and give me their money.
When you’re worried about having a sales call, you tend to procrastinate or avoid the work that matters most to generate new clients. If you’re not comfortable with sales, you’re not going to be motivated to put yourself in a situation to do sales.
It wasn’t until I changed my perspective that I became really comfortable with the sales process.
Sometimes asking questions is one of the best ways to do that.
Why is this sale important? (Other than money)
How will you impact someone’s life when they sign up with you? What do they stand to experience? In what ways are you going to improve their quality of life?
What will happen if they sign up?
How will you impact the dog’s quality of life? How will you show up for your client and go above and beyond for them in a way others won’t or can’t?
What will happen if they don’t sign up?
What might happen to the dog(s) that don’t get your help? Will they be put down? Given up? What will happen to the people? Will they be forced to DIY ineffectively? Will they have to turn to another type of trainer? There are, unfortunately, very real consequences for your potential clients if you don’t show up fully for them through your marketing and sales process.
What can I do to attract clients that are ready to commit? What can I do to attract clients that are already convinced that they want to work with me rather than just anyone off of Google?
What kind of content can you put out there that will differentiate yourself? That will resonate with your ideal clients? What can you do to find your ideal clients so that they become aware that you exist and can consider working with you?
Shift Your Perspective
One of the things that really changed my approach to sales with thinking of it more as a conversation than an time to convince someone to work with me. I’m not there to convince you – by the time we get on the phone, you should already know whether or not you trust what I have to say and recommend because you’ve read my marketing materials or watched my videos. (This is why marketing is so important!)
That sales call is about a conversation. About whether or not YOU are a right fit for MY program. I know I can help you – the question is – are you ready for the help I want to give you? Are you guiding your clients in the same way? Are your sales calls about explaining yourself or about understanding your potential clients?
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