Do you love your business but hate to sell? Most of us sell something: a product, service, entertainment, promise, transformation--if you are in business, you are selling something. And for most of my clients, heart-centered entrepreneurs, there is little else that makes them as uncomfortable. I just got back from an event with Lisa Sasevich, "The Queen of Sales Conversion." Prior to working with Lisa, the "sales conversation" was my least favorite part of enrolling a new client. But there is no having clients without enrolling them. And unless you are independently wealthy, that involves asking for money. Are you squirming in your chair? This is what I learned from working with Lisa:
- It is a disservice NOT to make an offer. Your clients are showing up for you because they are not where they want to be. They may not be ready to move forward, but they are ready to hear your message.
- Look at your "come from." If you are in my tribe, chances are you want this new client so you can be of service, not first and foremost because you want to close this sale. You can see their transformation already and you want to help them get there.
- You don't want to pressure people or be "salesy." When you help your clients realize that there is something they really really want, you help them feel the tension between where they are, and where they want to be. Making them the right offer at that time gives them the opportunity to get into the action that they crave.
When you listen to the "little you", the one that is uncomfortable making an offer, you don't show up for your clients. Instead of giving them the opportunity for transformation, you give them the opportunity to "think about it", aka, go home, go back to their life and forget about doing that thing that they really really wanted.