How,Stop,Struggling,with,the,S marketing How to Stop Struggling with the Selling Conversation
Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t
For loads of small business owners in helping/healing professions, selling is a HUGE obstacle in growing their businesses. (I just want to be of service. I dont want to market or sell!)The problem is they see sales and marketing as separate from the transformation they provide. Which means they constantly struggle with what to say to potential clients that wont conflict with their values of service, compassion and authenticity. Take my client, Ritamarie, for example. Shes a nutrition practitioner and had a strong aversion to coming off as salesy. It just didnt fit her style or her audience. Even when she tried to make the sale, it often didnt pan out because there was a disconnect between her passion for what she does and her dispassion for selling. Unfortunately, the end result was people werent hiring her in the numbers she wanted.We spent a private day working together virtually, constructing a conversation template that was comfortable for her and conveyed the value she had to offer. Since then, shes reported a record number of yes! responses (and at a much higher dollar figure than before). Happy day!Because I know many other heart-centered entrepreneurs struggle with what to say (like Ritamarie used to), I want to give you 3 ultra-simple tips for how to confidently talk turkey with clients in a way thats comfortable and always in alignment with your values.1) Reframe the meaning of sellingThe idea of selling has been given a bad rap by those whove used it only as a means to put money in their own pockets, customer be damned. The truth is, selling isnt about forcing something down another persons throat (unless you choose to view it that way). Selling, at its essence, is a transaction between two people, for the mutual benefit of both. And if you know in your heart that your special brand of transformation is exactly what the person youre speaking with needs, presenting your offer is the first step in being of service.2) Clarify your offer so you can present it clearly and easilyThe simplest way to get a yes answer is to create a compelling picture in your prospective clients mind. A picture that makes them say, I gotta have that! Take some time before you begin a selling conversation to get really clear about the specific details of your product, program or service, as well as the specific results your client can expect. Once youve got those on the tip of your tongue, painting that enticing picture is a piece of cake.3) Integrate your values into the conversationDont leave your values back in the car when you talk with someone about what you can do for them. In a service-based business like yours (and mine), your clients are buying you, not some impersonal product. Asking about their beliefs and values, and sharing your own, is an excellent way to build rapport and know that what youre offering is a match for what they need. You Cant Help Them Until They Say YESMarketing, at its heart, is about connecting with others so you can create your special brand of transformation in their lives. And the final step in the marketing sequence is asking for the sale. Without that, you cant work your magic. Knowing how to speak about your services in a way that blends your marketing message with your values means both you and your potential client come out winners!
How,Stop,Struggling,with,the,S