Stop giving a crap!
Stop second guessing yourself and take more action. Get over yourself and your need to have everything perfect! Take imperfect action and JUST DO IT. You will be surprised with how much positive momentum and impact this creates in your business.
Sell every day.
This is definitely the scariest for people. You need to remind people how to work with or buy from you! It could be an email or an online or offline conversation, but somewhere in your day, EVERY DAY, you need to make an offer of some kind. And no, a static page on your website with a buy now button is not what I am talking about…Remind people what you do, how you can help them and make the path to buying EASY.
Adopt the mindset of a cafe owner
They sell EVERY DAY. They have a menu, you turn up, ask to see it, and you decide if you want to place an order. Now most menus have a ladder of prices, meal sizes etc. Imagine for a moment you walk into a cafe and they don’t take your order, or they say “Sorry today we are only offering you the space to sit.” You are would be very confused! So you too should show your menu, with all its options, to help people buy more and gain trust. And then take their order!
Putting your website on a FB post, or reminding someone on your email that the special deal is about to expire is helpful – not pushy.
Call the money in.
If you don’t have the money coming in, you can’t invest the money back into your business – it stunts your growth and causes self doubt. So make sure you don’t have outstanding invoices…contact anyone who is overdue, don’t procrastinate – call that money in!
Down-sell.
What do you do when you make an offer to someone and they say “no”? You need to follow them up and offer them an alternate product or service – a down sell. It’s another option for them to work with you/buy your product that may suit their budget better. They still get a solution and you still get a sale.
Offline.
I network offline. I make relationships. I give an actual diddly squat! This is such an overlooked area. It takes at least 7 touch points before someone buys and often they need to meet you in person before they hand over their paypal deets. Nothing is cooler than meeting a client or a FB liker in the flesh and getting to know each other. When you make genuine connections they become a raving fan of yours. Often without even buying!
Repel and attract.
Continuously call in the RIGHT people and deliberately repel the wrong ones. No tyre kickers wanted here! This is where I dedicate this part of my learning to the amazing Lysa Black. And even that word is just not doing her justice. Lysa is an Empress who Heals Hearts– A guide to healing your own heart stand in your power. I remember her telling a story about how when she walked into a room at a networking event…The groups of women parted like the sea when she walked…Not in a celebrity style but in a “shit here is Lysa Black….Don’t look her in the eye…She might come over!” Lysa embraced this and knew that being who she is can be both repelling and attracting. I no longer get tyre kickers. People approach me when they are ready, when I call them in with my voice. This makes the sales path SO much easier…
What actions are you taking?
How do you spend the first 2 hours of your work day? Do you get caught up in checking subscription emails and scrolling through social media reels? You need to STOP THIS and take sales based actions CONSISTENTLY.
In 2 hours, this is what I can do:
Conduct one sales call or client strategy session AND create and set up a retargeted Facebook Ad AND send a group email to follow up people from a past event AND write and schedule an email to my database AND send 3 follow up emails with a down-sell offer AND create a live video with a call to action.
Convert who is already in front of you.
It’s not worth stressing about attracting more people to your database or social media if you haven’t yet figured out how to attract the RIGHT people and how to convert them into a customer. Start by being clear on the results or the problem you will solve for them. Conversion comes with practice. Show them your options, follow up and then ASK FOR THE SALE.
Don’t neglect repeat buyers – the peeps who have already bought from you love your stuff! So to keep them in your realm…What else do they need? What are their problems, can you solve them? Often it is so much easier to stay with the person we trust already and don’t have to go off and find another solution. It really does help to have your sales ladder ready to go.
Follow up.
It takes time for people to trust- So it can be a year before someone buys from you. 80% of people will buy from you after the 5th-12th follow up. If you decide to stop, procrastinate and fall into a WTF moment for too long…You stop showing up, people get cold, they go back up the top of your funnel. Instead you keep showing up, offering advice, warming them up, bringing them down the funnel and meeting new people.
I follow up someone who enquires a minimum of 5 times. YES 5! This is probably one of the toughest things to do. You have to grapple with all of your demons, the crazy car salesman phobia inside of us all comes out and we cringe. Once you realise that we all live in a busy world, been followed up and reminded is actually super helpful. So go on – be of service instead of being stuck in your own head.
