Solutions = Sales
What’s new and good in your world today?? That’s a question we start all our coaching sessions with in the Academy!! Whether we are having a group call OR I am having a 1:1 call… We ALWAYS start by celebrating what we’ve accomplished and what we’re working on!!
I would LOVE to hear what’s new and good for you!! (But finish reading this post first! Lol! I have lots of good info for you today about how to improve your sales conversations and don’t want you to miss it!!
But first, I’m gonna share with you MY new and good!!
I have officially outlined my book which is slated for release in September!! (more on that in a few months).
Ok, so now you may want to know about how to have a better sales conversation… Unless you were a born salesman, this part can be soooo overwhelming, scary and uncomfortable. I know when I first started out, each and every sales conversation made me break out in a sweat! I was so afraid of saying the wrong thing, or what if they don’t “like” me, what if I sound like an idiot… (Just me)?
But over time and with hundreds of “let’s get acquainted” sessions, it became easier and easier. I shifted from trying to sell something to really just connecting heart to heart and offering a solution to a problem!
Does the plumber ever squirm when he tells you how much it will cost to stop the leaking pipe? Nope! Does the electric company squirm about providing your home with electricity and heat? Oh hell no!
So stop thinking it’s about you and instead be prepared to offer a SOLUTION!!
Here’s 4 ways to do JUST that!
1) Set a time for a personal meeting and greeting
Once you’ve identified that this person/potential client is truly interested in the services you offer, the best thing to do is have an in-person meeting. At this meeting, you want to build rapport, connect face to face and eye to eye. This is where you get to allow your personality to shine so that you can easily connect with a potential client. People need to know that you are who you say you are.
2) Do a needs assessment
Not every client has the same needs, so it’s super important to put your listening ears on! You may want to offer A-B and C services, BUT in reality, what they need most right could be D-E and F services.
Do NOT try to “sell” a client – EVER! Instead, listen for what their needs are and then ASK them how you can help.
What are their biggest issues and concerns that are negatively impacting their life? How can you align (align – not sell) what you OFFER to help them with those needs? When determining wants and needs, you are listening not selling!
3) Offer the “right” service
Once you know what they truly need, what services and or packages do you offer that would BEST serve their needs? This is all about being of service to someone else and NOT just trying to make a sale for yourself. You need to always remove yourself from the equation. Otherwise, this process will feel icky and no one wants to feel icky when they’re building a business.
You should present your services based on what your client (or potential client) told you was important to them.
4) Allow them to choose
Allow your potential client to choose between 2 or 3 options that would align with what their desired outcomes are. Do they want more time on the weekends to be with family? Do they want more time to focus and build their own business while YOU manage all the mundane tasks getting in the way? Perhaps what they really want is an organized office that feels welcoming.
Your assignment this week
You always want to sell on value, NOT price. What is the BEST solution for meeting their needs and helping them obtain the solutions they so painfully desire?
Congratulations!! You now have a client who is ultimately thrilled to get support in their life!! Celebrate them for saying yes to their own needs and welcome them with open arms… and hugs if it feels right 😊
We totally HUG all our clients!!
P.S. Thanks for reading all the way to the bottom! Lol!! Please comment below and tell me what’s new and good in your life so I can personally celebrate YOU!!
Welcome readers! If this is your first time reading my blog, thank you for stopping by! As a concierge who has built a successful business, I have decided to help other budding entrepreneurs do the same! As the Founder of The Concierge Academy I write about specific topics and marketing strategies that Work for our industry!
It’s not always easy to build a service-based business. Many see it as an intangible, but you can build a profitable and flourishing concierge business!
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