| v> | | | | you can offer something else or package things |
| If marketing is all about fostering a relationship, | | | | to better meet their needs. |
| then how does selling fit in? First learn to change | | | | Marketing and selling is making sure that there |
| the way you view selling, and then successfully | | | | exists a fit between your services and products |
| market and sell your services and products by | | | | and the client's needs and wants. |
| beginning to view yourself as sales ambassador | | | | When you approach selling and marketing with the |
| for your company and for yourself. | | | | thought in mind that you are there to help the |
| So if marketing is all about fostering a relationship, | | | | client out, and one of the results of that is you |
| then how does selling fit in? | | | | get compensated, then you can let go of some |
| Well, first off you've got to take a look at your | | | | of your negative views about selling your services |
| view of selling. Selling is not being pushy, it isn't | | | | and products. |
| brainwashing and it's not getting people to do | | | | We all want to get and give in a reciprocal |
| things they don't want to do. | | | | relationship. The process of selling helps both |
| You need to think of sales as being of service to | | | | parties determine if they are ready to take the |
| people. You have a great service or products that | | | | relationship to the next step - purchasing |
| help people in some way and there are so many | | | | something. |
| people who could benefit tremendously from this | | | | Ideally, you are never trying to convince |
| knowledge you have to share. | | | | prospects to do business with you. Since you |
| So, isn't selling really about providing a service to | | | | have built a relationship with the person, they |
| them? You are helping put something they really | | | | should understand the value that your expertise |
| need into their hands - so they can start changing | | | | and services can provide. |
| their life. | | | | Selling is simply the step where you discuss if |
| Try to think of selling as: | | | | your services and products are right for them or |
| 1. illustrating the benefits you offer | | | | not. You are able to do this because you've built |
| 2. helping people overcome any concerns they | | | | up trust through the information and connection |
| may have about buying, by listening and making | | | | you've already been providing. |
| suggestions | | | | Another way to look at selling is to think of it as |
| 3. inviting them to take action | | | | persuasion. Persuasion is not so much about |
| Remember you have started your company | | | | convincing people how great you and your |
| because you want to help people do better and | | | | services are; but more like being able to listen and |
| be better, in some way. You have information, | | | | focus on the needs and objectives of your clients. |
| wisdom and experience that you want to share | | | | Persuasion and selling is all about finding ways to |
| with people. | | | | meet people's needs and wants in a way that is |
| Effective selling is not about memorizing different | | | | agreeable to both parties. It's about listening and |
| sentences to "close" the sale or being aggressive | | | | being able to provide solutions to ensure they are |
| and badgering prospects into saying "yes". Instead, | | | | buying the right info product or service for them. |
| it's about becoming a great listener and being able | | | | Selling and persuasion means being totally focused |
| to ask pertinent questions that will remove the | | | | on how you can be of service to someone - |
| buyer's hesitation and compel them to action. | | | | always answering their question, "What's in it for |
| For instance, you can ask questions to determine | | | | me?" It means spending the majority of your |
| not just what problems they want solved, but | | | | conversations with prospects and customers |
| what they want things to be like once you've | | | | finding out about their needs. |
| helped them. | | | | Don't you owe it to all of the people who need |
| You can dig further and determine exactly what | | | | your service and products to make every effort |
| objectives they need met in order to be satisfied | | | | to welcome them into your "family" of loyal |
| - is it price, time, not sure about the "fit", lack of | | | | customers? Given all the love, time and energy |
| confidence, fear of buyer's remorse, and so on. | | | | you've invested in your business, don't you owe it |
| You have to ensure that you have the answers | | | | to yourself? |
| to all these objections so you can walk the | | | | If you want to successfully market and sell your |
| prospective client towards a solution. Also, after | | | | services and products, then it's time to begin |
| talking more in-depth you realize the specific | | | | viewing yourself as sales ambassador for your |
| product or service isn't a great fit. That's where | | | | company and for yourself. |