Selling is the payoff. It’s the end goal of all your marketing. Despite that, many of us don’t do a very good job of it. All the effort put into marketing is thus frittered away.
So what’s holding you back? Is it bad technique, or is it lack of confidence? Or, likely, it could be both, and you’ll need to tackle both in order to sell more.
Bad techniques and habits include:
- Forgetting to follow through
- Not asking for the sale
- Not laying groundwork for the sale
- Being too “sales–y”
- Not good at handling questions, objections
- Too much talking, not enough listening
- Difficulty discussing price
- Talking with the wrong people; not qualified
These thoughts and statements come out of lack of confidence:
- “I don’t want to hassle people.”
- “I don’t want to manipulate people!”
- “I don’t want to seem pushy.”
- “I don’t know how to sell.”
- “I don’t know what to do if they say no.”
- “I don’t know what my service is worth / what people are willing to pay for it / what similar services are going for.”
- “I don’t know how to talk about my services and the benefits they offer!”
There’s no silver bullet, no one-size-fits-all solution to your problems with closing. Everyone is different! What we’ve done is created a worksheet with common problems, and you can brainstorm solutions with others. Don’t be afraid to talk to friends, family, colleagues, or even people on LinkedIn. Share with each other the things that have worked for you, and keep trying until something works. Meanwhile, here are some of our solutions to common barriers:
- If you’re feeling shy and have trouble putting on your swagger at networking events, bring a friend who can help you make introductions
- If you’re always too busy and can’t seem to make closing a priority, enlist someone to ask you every morning what you’re going to do today and keep you accountable
- If you’re waiting for something to be perfect before you make the call, put up a sticky note somewhere you’ll always see it: don’t let perfection be the enemy of good.
- If you’re having trouble asking for the sale because you’re afraid of being a pest, remember that busy people appreciate reminders! They want to be pestered; just like you, they also don’t want to drop the ball.
Those are just a few of our suggestions; you probably have more of your own. Leave ’em in the comments or take them over to our forums!