The biggest challenge most business owners have isn’t the quality of product or service they offer, it’s that they don’t know how to get clients.
If your business exists to serve a client by offering a product or service, how do you find those “clients” to actually serve?
Let’s start this conversation about the process of getting clients from attraction to conversion.
The list of places where you can review a business today is endless. But in a world that relies on social proof, are these reviews relevant?
You can share your opinion of a business on Facebook, TripAdvisor, Yelp, Google, and a bunch of other applications that are all vying for your opinion and thoughts.
Reviews are supposed to be a way for a consumer to know whether or not a business is doing a good job. The problem is that there is a dark side to reviews: reactionary reviews and fake reviews.
If you’re an entrepreneur, you have a LOT going on. While juggling all of your tasks and responsibilities, are you neglecting your online brand? If you are, your reputation is at stake.
The way your buyers choose to shop and interact with your business has shifted.
– You cringe at the thought of selling
– You don’t know how to ask for the money
– You expect people to say no to your offers (Rejection is no fun)
– You’re not sure if you’re pricing your products and services the right way
– You wish someone else could sell for you or better yet, that sales would just happen without any effort at all
Your habits around money will dictate your relationship with money for years to come, and chances are, it might be time to clean up your money habits.
Money is a touchy subject for a lot of people, especially women. It doesn’t have to be that way.
You own a business. You don’t have to apologize for talking about money. In fact, you should be thinking about, observing and measuring money on a regular basis.
My store hadn’t been opened for very long when she said to me with a twinkle in her eye, “Madame, it looks like you are going to have to put on your big girl panties.” and then walked away.
She was right.
Someone owed us money and I needed to pick up the phone and call him to discuss it.
Does closing the sale make you sweat?
Most people in business are uncomfortable when it comes to asking for money and they don’t even realize that they are basically turning away customers who are ready to buy.
So, here’s my question – Are you seeding insecurity in your customers and telling them not to buy from you?
By not asking for the sale because it makes you uncomfortable, you make the customer doubt you.
Remember – Building Rapport is the Key to more sales
We talked about this in an earlier video (click here to watch) and it’s something we go into great detail on in The Sales Pilot. Basically, the lesson is:
Selling isn’t about you, it’s about THEM. <— Click to Tweet
When you focus on understanding your customer and their needs, you will gather the information you need to show them “What’s In It for Them”.
By doing this and tying your product or service to their needs, closing the sale becomes super easy!
This Shop Talk Video will help you learn how to make closing the sale all about your customer and not about you. Check it out then share with me in the comments: “What closing line works best for you?”
How do you price your products and services?
Are you asking for what you’re REALLY worth?
If thinking about increasing your prices causes some fear and anxiety, you should know that’s perfectly normal. In fact, in the CASH Model I talk about the fact that “Self-Confidence” always comes after “Courage”. It takes that bit of courage to raise your fees so that you can build confidence in your own value.
When you are pricing your products and services the first thing you have to think about is the value. Ask yourself:
“What is the tangible value I am creating for someone else? What is this product or service worth to them?”
If 15 minutes of time with you helps someone to overcome a major obstacle in their personal or business life – what is the value of that?
One of the easiest ways to figure out this value is to ASK. In programs like The Sales Pilot, I am constantly asking things like: “Did you make a sale this week?”, “Have you acquired a new customer?”, “Did this module help you close new or repeat business?”.
This week’s Shop Talk Video is all about How to Set Prices so You Get What You’re REALLY Worth. Have a look and then tell me: How have you gotten out of your own head and demonstrated the courage to charge what you’re worth?
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