Selling from your Heart
Are you a Solopreneur, a Small Business Owner, a Helping
Professional, or a Creative who is tired of trying to figure out
how to sell yourself and your services without feeling
uncomfortable or pushy?
If so, you are not alone! Many of us have experienced
manipulative and abrasive salespeople who have turned us
off...made us cringe...and even stopped us entirely from
pursuing a purchase we really wanted.
If we ourselves have had poor experiences with salespeople, how
can we be expected to enjoy becoming one?
Well, let's look at the alternative. In order to bring our
talents, our services, and our gifts to the world...we need to
figure this out.
What I know for sure is that we cannot grow our businesses
without becoming comfortable with "selling"...so let's bite the
bullet and master this "selling thing".
"But we didn't sign on to be salespeople", you say. "We signed
on to help people or to make a great product available or to
express our creativity!"
"We're ok with connecting with people, forming new
relationships, and helping people to get what they need...but in
a professional and non-threatening way."
And so it is with "Selling from your Heart."
"Selling from your Heart" is about forming connections with
potential Clients, finding commonalities, enjoying
conversations, figuring out what's missing, helping to clarify
what's needed, and partnerning to find solutions.
Is that something you're comfortable with?
I thought so!
So let's create a plan that will help you to embrace your
professional selling self and, in so doing, enhance the very
reputation of "selling".
Step 1
Know Yourself. Who are you? What makes you special? What
characteristics do you have that would attract someone to
partner with you? What products or services do you have to offer
them that is unique?
Step 2
Get Clear On Who You Want to Attract. Who would you really like
to work with? What qualities do these individuals have? What
would it be like to have a relationship with these types of
people? Create a "My Favorite Client" profile. Keep it in full
sight.
Step 3
Look for Your "Favorite Clients" Everywhere. It's like a
treasure hunt. Where do they hang out? What do they read? What
radio stations do they listen to? Where might you run into them?
Step 4
Create an Image for these Individuals to See. How will you
portray yourself to these potential Clients? What will you send
them that will make you curious about you? Should you place a
photo on your brochure? Should you pose a question in your copy
that will make them say...Hmmm! What will make them reach out?
Step 5
Imagine Yourself Conversing with Exactly the Type of Client you
Seek. If you could talk with your Favorite Prospective Client,
what would you like to find out about them? What would you like
to share? How would you introduce yourself? What questions could
you ask to put them at ease?
Step 6
Be a Conversation Starter. Remember, people love to talk about
themselves. Ask an "open-ended" question. Listen to the
response. Listen some more. Come from curiosity. What does this
person have to teach you? How might you two connect? What are
the commonalities of experience? Is this someone you can help?
Step 7
Move it Forward. Are you eager to share the "good news" about
what you do with others? Are you excited about what you do? Are
you comfortable in your own skin...even if it's new? Just be
yourself. Share what turns you on. Tell a fun story. Move the
relationship forward.
Step 8
Watch for the "Magic Click". Are you feeling on the same wave
length with this person? Does it just feel good to talk with
them? Do you want to know more? Is the conversation "flowing"?
Enjoy the connection!
Step 9
Enjoy the New Relationship for What It Is Right Now. Be sure to
be clear about what you do and why you love it. Invite your new
acquaintances to "try you on"...through a sample or
complimentary session. Nurture this new connection. Be there
when they're ready to learn more.
Step 10
Be Ready for Them When They're Ready for You. When the time is
right for them, be easy to find. Congratulate your new Client on
the choice they've made to better their life. Build on this
wonderful, new relationship. Strengthen it with intimacy,
caring, and skill.
So this,my friends, is "Selling from your Heart". How much fun
is this! You have opportunity after opportunity to connect with
people, form new relationships, share your talents and skills
and products, and help people to get what they need...exactly
what you signed on for.
And don't forget to keep the conversation going for a long, long
time. Ask your new Clients to give you feedback on how the
process or service or product feels to them. When they're
delighted by the results, ask them to spread the good word
through a Testimonial or other venue. If they forget, ask them
again. Create a graceful ending when it is time for them to
leave you. Keep in touch.
Are you ready to make "Selling from your Heart" a goal in the
new year? I hope so. Your reward will be a Client Base that is
suited to exactly who you are who will help you to market your
products and services for a long, long time to come.
Happy selling!