How do you sell more in your business?
Do you ever ponder about this wonderful question during dinner or while having your favorite gelato ice cream?
Those special moments when you shouldn’t be thinking about your business.
Regardless of the moment, I’m sure you have thought about the question as a means to grow your business.
For every business, no matter what type it might be, one of the most important things that you can possibly do on a weekly basis is grow your sales. It’s a fulfilling task you can aim at accomplishing each week.
A lot of people like to deny it. They might want to say the following:
"Hey, I don't do sales here"
"I don't have a specific way I do sales or specific way I get customers"
These are totally fine if you don't really want to make sales every day, week or month. It's a task that you are bringing in money to get the bills paid, remember?
There's 4 ways that I want to talk about that'll help you really up your cashflow and make it easier to continue to build on that cash flow and scale your business and sustain it.
1. KNOW THE PRODUCT OR SERVICE LIKE THE BACK OF YOUR HAND
I tell every single one of my clients is that you need to make a Google document or something; you need to write down exactly what you provide.
This can almost be like a to do list. Write it down.
Comment below if you have a list of exactly what you provide.
Somewhere on your website as a document, you should have something that even you can go back to when talking to a possible client and say "Hey, this is what I do!"
It's important to remember that as you are on-boarding a client it's really vital to demonstrate that you actually understand what you're about to do for them or what you are actually selling them.
Here are the basic questions that you 100% should know the answer to. In knowing these when a potential client comes you have them covered.
💡Tip: But even better is to have a sales pitch that pre-covers what you provide or do when you're talking to someone.
I'm going to eliminate a lot of the knows that you're going to hear in your sales process.
Here are the questions:
1. What features are provided? (Product or service)
What are they going to see after purchasing from you?
How is it going to change their life?
How is it going to change their business?
Is it going to save them time?
Is it going to save them money?
Include all those features in your pitch when you're talking about them.
2. What kind of technology will you need?
That's something that you should already be using as a pre-qualifier for people.
This is technology you should already be pre-customizing to the person. You can already know what you're going to need and that should be something that you use as a qualifier.
You can also already have a list of concepts such as, "This is how you can do it cheaply", "This is how you can do it the legit way".
In this way they will have a good idea.
Then we move onto the customizable question.
3. How can you customize for specific client?
Even in my business, I always get this question. I have three packages on the done for you side. I have one package on the coaching side. That's it. I still get people asking if they can customize it a certain way or have it cheaper another way.
All things that are very important.
I completely get it that as a business owner you're trying to get the best for the cheapest price.
Well you have to know if you CAN actually customize your package or your product for them. You can see if you can make it cheaper to make it a better fit and so forth.
What does that mean?
That goes back to having that list of all the stuff that you offer in that package for your service or product. In having a package already, you can know if you could take things away.
Remember, that if you take it away, you're not discounting them, you're going to take things away that cost money.
4. Will you receive any kind of support or training?
This is a very common question.
You have designed a website and you hand the website back to that person upon completion. Are they going to actually receive any training on how to use that website?
I do that with pretty much every single one of my clients. I guide them on how they can actually use the website and how they can change things.
I also let them know that if they have any questions, they can reach out to me because I want to make sure they understand.
5. Price sensitive
Price is case by case. No matter how perfect you have figured out your packages, there's going to be people that can comfortably afford things and those people that just barely blue to make the purchase and either is fine.
But you need to know that.
In my sales pitch and my sales process I always ask these questions:
How much is your business making?
What does it make?
Why is it making that much?
How is your budget?
How are you budgeting?
I know if their business goes under, if their business stops making money, it's partially my fault as a marketer and I'm going to end up getting fired.
Those are some really good places to start in knowing your product or service really well.
If you don't know your product like the back of your hand and you are selling somebody else's product, such as working for a network marketing company; you better be reading up on their website. You better be understanding exactly what's in it and so forth.
In this way you'll be able to really match the client’s needs with that specific product.
💡Tip: People are going to have questions the service and product. The more knowledgeable you are; the better you'll sell.
2. LISTEN TO YOUR CUSTOMER
You need to be doing this to help you really close those sales and help your bottom line.
Lend your ear to their pain points. What are they saying?
A lot of times I've gotten on sales calls with people and they're listening to respond and not listening to understand; that that's a really big thing.
Recently I was talking to this coach and she was telling me all the great services she offers and I wanted to learn from her.
I hopped on a call with her just to see how she did her call. It was very much listening for the sale, not listening to actually what I had to say about my business.
Make sure your entire sales process should be listening to your client to find the best solution for them. If you're not the best solution that's fine.
But you need to tell that, otherwise what will happen is you'll take their money and they will not like you for it.
Being transparent and telling people you're not the best solution for the situation will make them love you.
Comment below if you're every done that before.
The only way you can be a potential solution is to understand their problems. Make sure you are solving it and not just making it worse.
Here are the questions to ask before listening to your customers:
Could you help me understand your business process a little better?
What do you do?
Why are you in business?
What are your goals?
What do you want to make money wise?
What do you want to get out of this? (My services)
Why are you doing this? Do you think I can do it better?
What is your reasoning for this?
You are paying $1,000 a month, so what would you like to see out of this process?
💡Tip: Figure out what their biggest concerns and hurdles.
Let's say you posted in a Facebook group saying "Hey, I'm looking for somebody to do my marketing". This is great and wonderful. Then you reply, but they're getting in on calls with 3-5 people. You've all seen this happen in Facebook groups. A lot of times they're listening to us make the sale.
I've had times where I talk with people, I recently had a lady right where I talked with her and the conversation went like this:
Client: I honestly don't know if I can afford you. My company is making money but I'm not doing this and that in my company. So at this point, I don't know if I could afford you.
Me: Hold up. Do you have a budget?
Client: Not really. I mean, I'm just running my bank account.
Me: Okay, let's stop. This is what we need to do….
In this situation I knew that her expectations from me for doing the content for her, running the ads is good and she believes it’s going to help her. But at the same time, I want to make sure that her business is hitting the goals she wants. That was one of her biggest concerns.
Find their budget constraints and their expectations, which is huge. You don't want to send them a proposal that's over here on expectations when they are way down there or vice versa.
Remember to always lend an ear to their paint points.
3. BE PREPARED FOR THE CALL
I've seen so much of this where the person says, "I don't know what I'm going to say here and I don't know what I'm going to offer".
You need to be VERY prepared.
This comes back with knowing your product.
When somebody books a call with me they have to input this information:
What times are they in?
Where do they live?
What does their business actually do?
So when you get on the call you are not asking silly questions. You can start with "I see you do...Is that correct?"
In this way you sound super knowledgeable so that these people understand that you care about their business. Honestly, they're going to only sign up with you, especially if you are service based, if you can prove and show that you care about their business.
Comment below what your process is to do research on your client before you hop on a call with them.
Another huge benefit to do doing the research is to make sure they are a good fit.
Your prospects are really looking for answers when they hop on a call with you because they obviously have a problem and you're ideally there to solve it.
They expect you to be well prepared for it. It's a job interview in a sense.
There will be times where you just show up and shout Hallelujah for getting a call where it came out of nowhere. Here you'll be short on time and that's totally fine. But that can't be your go-to approach.
Here are some questions that you can pre-ask yourself to make sure that you're prepping for those calls
1. What is the goal of the call?
2. What do you actually find out from the call?
3. Write down questions that they had that you couldn't answer.
That is also okay that you can't answer them. You can simply respond with:
"Hey, you know what? I've honestly never done that in your industry. I'm going to do some research for you and I'll get back to you".
4. You need to follow up.
You need to follow up with clients.
I have a client that's about to come on board, it's going to be a very high paying client, probably close to 2 grand and I've been following up with them for about 2 months.
I understand that they're busy. If they can afford that high-level product, that means that their business is doing well, and if they are busy, girl, you need to be following up with them without question. Not in an annoying form of course.
Examples of following up:
Hey, I saw that you read my email.
It's been a little bit, what's going on?
I sent your proposal; did you see it? Did you get a chance to read it?
This is why in the call I get their contact information; phone number and email.
I text them and I feel that's something that a lot of people don't do.
I want to make sure that they're actually in front of me. I actually pick up the phone and call. That works well for some of these high paying clients. They want to actually hear your voice and see your face. So don’t be shy!
There are some great follow-up emails that the professionals always send.
💡Tip: If you truly want the sale, you're going to need to follow up. Right after a meeting, make sure you send a thank you email, if they are a good prospect of course.
Strong potential clients: If it's somebody that you think you could work with in the future, make sure you're following up right after the meeting and giving them the down low of what you offered them. Do this more if you're not sending a proposal right away. You can also include the next steps in that follow up if you're truly interested in working with them.
If you're trying to connect with them via text or such, make sure you send up an email. You can mention you just called and haven't heard anything, vice versa.
In this way you are getting them on multiple platforms and not in an annoying sense, but quite authentically.
You can even ask, "Did something happen where you can't afford my services?"
That's totally fine. Don't feel bad.
The break up email:
This is for current clients and those coming up into the future.
"Thank you so much for your time. You know, after taking a look at my notes from your call and a little bit deeper into your business model, I don't think that we're very good fit. I don't think I can help you. I know x can help you better"
4. ACCEPT REJECTION
I use a CRM, which is a customer relationship management tool. It's a platform that I save everybody in. I use Copper and I love it because it integrates seamlessly with Google.
Why do I mention this CRM? Simply because you’ll need to track who goes in the bin or who is a great fit for your business.
Comment below if you don't have a tool. I got a free one that I can offer to you (template) that I used to use.
Accept rejections, I'm telling you right now. I usually have about five calls a day that are sales calls and a lot of them go into the lost or the unqualified bin. I know for a fact I'm not going to be able to help them the way want or they're not ready for my help.
Their businesses might not be there yet. All of this is completely fine but you just need to know that.
Example of your response:
Thanks so much for talking to me. Is there anything I could've done better?
Possible responses from clients:
You talked too fast and I couldn't follow you.
I just don't have the cash.
I don't think the way we run our businesses align.
I was looking for somebody with more experience in this.
You need to take those with a grain of salt. Those are people you don't want to sign anyway because those are going to be difficult clients.
Rejection can be difficult no matter what. If you're dating someone or trying to get them to buy from you; it's all the same.
They will fly away with your lead and that's okay. It’s fine knowing that person didn't fit you well.
Never take it personally. Focus on what you can control and that's what you're providing to your clients; the services you're providing and continue to keep selling. It's really important for you to do that.
Questions for you:
What are you doing to get clients into your funnels every single day? How are you constantly getting those leads?
Put in the comments, I definitely want to know.
My Facebook Funnel Workshop
Join us on June 3, 2019!
I'm doing a workshop on June 3rd. It's going to be a live workshop with step by step. I'm going to walk you through exactly how to do it.
I'm not about “only teach half and hope you figure out the rest”.
I have my personal Facebook page set up as a funnel. I want to teach business owners how to do that, it's incredibly important. I get anywhere between 3-5 emails, usually per day, from this specific funnel.
If you're active in Facebook groups, if you are talking about your business at all, your personal Facebook should be set up as a funnel so they can find you in the places. In that way they are going to the right place when they are looking.
You don't want them not realizing what to do with you next.
To get in, until this Friday it's only $10 and there are only have 100 seats!
If you want to get into that, it's going to be awesome. We're going to see a huge transformation for you on Facebook!
We are going to do a before-and-after for your page. I will follow up with you after 1 month. I’ll be there for guidance long after our workshop. So come join the journey!
I have other funnels obviously, but this specific funnel I want to make sure that when somebody comes to my Facebook they are actually going to know exactly what I do and then try to buy from me or at least try to get a hold of me. I want that for everybody.
If you have any questions please feel free to get in touch with. I'm here to help!
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