Want to know what keeps a lot of entrepreneurs from making what they really want to financially?
It’s that all-too-common belief that “I’m not a sales person.” Combine that with a healthy dose of the limiting belief “It’s rude to ask for money,” and you can see why many people are “hobbypreneurs” not owners of thriving businesses.
Make no mistake if your business isn’t making sales then you don’t have a business. So yes actually you are a sales person. You just need to learn sales in an authentic & comfortable way.
It’s time to think of your offers from a different angle. Not only will you see things in a clearer light, but selling suddenly won’t feel so…salesy.
Here’s how traditional sales conversations go:
You talk to a potential client, and you explain what you can offer, how your coaching or service works, what he or she can expect (how many calls/emails, phases of work, length of contract), etc. And then you say, “My rate is $XXX.00.”
Or you show them a bunch of products and tell them how great they are due to certain ingredients, or how much the company you are selling for is doing worldwide. (Spoiler alert: They don’t care!)
Your client either says yes, no or (the kiss of death) maybe.
How bout we turn that around, and rather than focus on what he/she will get from YOU, take a look at what she will achieve when she hires you.
For a business coach, this is easy. Talk money. How much more profit will your client make when she hires you? If your coaching fee is $1,000 per month, but you can show her how to increase her sales by $3,000 per month, then your price is inconsequential. She’ll earn it back three times over, not only while you’re actively coaching her, but for the rest of her business life.
Who wouldn’t jump on that with both feet? I’m saying…
What you’re doing here is not talking about the cost of your services, but rather the cost of not hiring you. Because we’ve just determined if she doesn’t work with you, she’s losing $3,000 per month.
What about other kinds of coaches or entrepreneurs though? The same applies, you just have to find a way to show your clients the cost of their inaction.
If you’re a life coach, inaction (to your potential client) might mean years of feeling unhappy and unfulfilled. Imagine what it might be worth to your client to lift that depressing burden forever?
The same goes for health and wellness entrepreneurs. Can you add 10 years to the life of an unhealthy, overweight man? That’s priceless.
What about dating coaches? For someone who’s been unlucky in love, in and out of one bad relationship after another, the promise of a man (or woman) who will love and cherish them is worth nearly any price.
What about network marketing/direct sales? For someone who is entrepreneurial minded and feels alone or scared you can point out that they are basically joining a whole new family. They are also decreasing the start up costs that a traditional franchise or business might have by joining an established company.
What about real estate? For someone who has a family what about the memories that will not be created in the property if they don’t get it? What will the neighborhood do for them to make life easier or worth the travel for? By now I think you get my point…
You just have to paint the picture.
What will life/business/love look like without your offer, and what can it look like with it?
Once they see the difference, pricing becomes nearly irrelevant.
Until next time..