Brandmerry Blog Archives
How to Gain Confidence in Selling Your Services
How to Gain Confidence in Selling Your Services
April 4, 2019
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Do you currently feel super sleazy when it comes to selling? I see you over there not wanting to share your offers with the world.
You know you need to get on the phone with people, but then getting on the phone with people and then like freezing because selling has gotten a really bad rap.
We all think of the encyclopedia salesman who came door to door or the car salesman who has given us a really bad rap in movies.
We think of aunt Susie who is even worse trying to push her product to us through Facebook messenger or through text messenger and it's become a bit overwhelming. I'm telling you though, selling is essential if you want to create a profitable brand.
In today's post, I want to share with you how you can gain the confidence to sell your programs and your offers, to the people who need them most
Selling is super important if you want to create a profitable brand and as a branding and business mentor to female entrepreneurs, selling comes up a lot, especially because my audience really wants to create an authentic brand so they don't want to use silly, you know, sleazy sales tactics.
I want to share with you my favorite ways to boost your confidence because that's where it really, really lies. It lies in you knowing from the get-go that you have what they need and you feel really confident sharing that with them.
1. Build a Relationship
At the end of the day, selling comes down to the relationship. Creating truly authentic sales comes from understanding that your audience is human. They are a person and we need to remember that at the end of the day, we are seeing Facebook ads and we are seeing promotions galore and we are seeing popups on youtube or on websites that are all trying to sell us something.
Our audience is dealing with the same exact thing and so we really have to be different and that comes down to building trust with your audience.
There are so many different ways that you can build trust with your audience. My top way is creating high-quality content, (if you need some inspiration for creating content, you can go ahead and watch some of them on my Youtube channel or see the Blog Resources at the bottom of this blog).
Another way of showing up for them is answering questions and inviting them into your world, but at the end of the day, people buy because they trust you.
Selling will become easier when you know more about your audience and they know more about you. Think of it as a friendship. If I am your girlfriend and I am telling you about this brand new product that I tried, you're probably going to go to the website and buy the product because you trust me as your friend.
The same goes for our audience. When we can approach the relationship as if they are our friend, they're more likely to trust us. They are more likely to buy from us. You're literally showing up genuinely online having conversations with people.
It's a lost art that so many entrepreneurs miss, but that is how I have signed every single one of my clients through the power of trust and focusing on the relationship.
2. Believe in Your Offer
If you are creating some sort of program or an offer that doesn't feel true and authentic to you and you don't feel confident and actually delivering that value, it's going to be really hard to sell.
That's why one of the things that I work on in my signature program Roadmap to Freedom is all about creating an offer that feels good to you at that moment.
Focusing on teaching things or guiding or helping people transform their lives based on what you know right now, not where you want to be in 10 years.
If you feel confident in the transformation that you are providing, you are going to want to shout that from the rooftops and that's when those conversations become that much easier.
It becomes less about, let me tell you about all this cool stuff about my program and more about let me tell you about what I offer. “I think this is going to be really valuable for you. This is why I think it's going to support you. What do you think?”
You have more of a take it or leave it approach to selling, which doesn't come off gross, it comes off confident and has your audience feeling like you're not constantly pressuring them.
So again, feeling grounded in your offer and what you provide gives you the confidence to share it with ease.
3. Listen
One of the easiest ways to make a sale is to actually listen to the human on the other end of the phone, the chat box or the zoom call, by listening to someone and truly understanding where they're coming from and where they want to be, you can more successfully position your offer as the solution.
That's ultimately what it is selling is just offering up a solution to the problem. It's offering up the next step. It's removing the pressure of...you have to do this on this day and if you don't do this, all hell's gonna break loose.
I have conversations with mentors who do this and feel disgusting when they get off the phone with people. I want my conversations to be genuine and nothing is more genuine than asking someone where they're at and where they want to be and truly listening to what they have to say and then with full confidence knowing you can support them at the end of the day.
It really comes down to having a strong relationship with your community, feeling super grounded in your offer and listening to what the person on the other end really has to say because when you can do that, you're setting yourself up for major success, not just in your business but also with the clients you work with and the results that they will get.
If you are a coach, a consultant or a mentor and you want to learn my four proven ways to sign your next high level one on one client than I made you a free video training sharing the exact four steps that I used in my business in the very beginning to sign my first four clients and celebrate 15k cash in my business with a list under 100 people.
Real quick before you go, I have to share some exciting news with you. My signature program, Roadmap to Freedom is back and it is better than ever. We have made it more accessible to new and aspiring female entrepreneurs by adjusting the price point of the program because it is my personal goal to help more female entrepreneurs create their dream business so that they can experience true time, financial and location freedom.
At the beginning of my business, I remember what it was like feeling super overwhelmed, not sure exactly where to start, not sure what to work on next that what would lead me to profitability.
So I created a program that would do just that. Roadmap to Freedom is a step-by-step program that walks you through everything that you need to create a profitable brand and make money on your terms.
You can learn more about the program, read amazing case studies and testimonials at brandmerry.com/freedom.
Please share your biggest takeaways from this blog post and how you’re going to implement this information in your own business!
P.S. Are we connected on Instagram? No? Well lady what’s happening here we’ve got to fix that. Come hang out with me on my favorite social media platform. Follow for inspiration and send me a DM to know we’re connected.
3 Reasons You're Not Signing Clients into Your Program
3 Reasons You're Not Signing Clients into Your Program
This is for anyone who has that 1:1 type of program. It doesn't matter what you do as long as the end goal is the 1:1 type of package.
For a brief look at what was really going on with me and my journey, be sure to watch the video below to see more on that!
1. Your Mindset is Off
When I first started, I had the mindset where I didn't believe in what I was offering, that people wouldn't see the value in what I was offering and I didn't see how it would transform lives. So there was a major shift that needed to happen, and I'm going to share a core mindset shift that neesd to happen in order to start signing clients.
There is one core mindset shift that has to happen in order for you to reach your goals and income goals and that is that you have to start mentoring from a place of worthiness. You have to feel worthy internally, so that you can show up as an expert when you are mentoring. Knowing that you are showing up delivering massive amounts of value and feeling worthy enough to sell what you have to offer.
I have a really cool mantra for you to start incorporating into your life. Allow yourself to feel this mantra.
"I am worthy of sharing my message with the world and worthy of compensation of my time, my energy and my knowledge."
2. You're Letting Fear Run the Show
Your fear is always going to be there, so instead of constantly trying to fight it, use it to your advantage. This is something I had to learn and paid a lot of money to learn from my mentors.
Why Fear is Necessary For Your Business
It brings insecurities to the surface
When used correctly, fear can drive motivation.
It's usually a sign that your biggest growth is on the way
So ask yourself "what is this fear trying to tell me?" Flip the switch and let this fear inspire you to take action. Use it as your motivator. You're going to feel uncomfortable. Everything you do that is going to result in massive growth is going to feel uncomfortable.
3. You're Unclear on Pricing
So I'm going to give you a strategic way to love your pricing. So you need to figure out a price that feels good to you. I like to tell my clients to figure out a price that's a little low, figure out one that's too high and then pick somewhere in the middle. That's a good place to start. Once you have that, follow these steps:
Decide on the price that feels good
List out everything that your 1:1 program includes (time, energy, resources, value)
Think of the outcome for your client
Now look back at the price and ask "how does that feel" Does it feel good? Does it feel too low? Too high? And adjust accordingly.
For a more in depth version with bonus tips, watch the video below!
Head over to my Facebook Page and be sure to like and comment on the video while you are over there to help more people see this information ↠ https://www.facebook.com/brandmerrycoaching/videos/1750294045006924/
And as always please share and comment on this blog post, I love connecting with you!
Selling Your Programs: How to Sell Without Feeling Salesy
SELLING YOUR PROGRAMS: HOW TO SELL WITHOUT FEELING SALESY
BY MICHELLE KNIGHT
If you prefer to watch this content scroll down to watch the video training.
Since starting my business in 2016, I have learned a trick when it comes to selling my services and products in a way that doesn’t feel gross or salesy!
And I know this is a big concern for you because I receive questions and comments weekly in my business from clients and community members who say, "Michelle, I want to promote my services but I don't want to do it in a way that pisses people off."
"Michelle, I really need to promote my programs and my services and my offers but I feel like people are constantly bombarded with offers every single day."
And if you are hanging out basically anywhere on social media you know this to be 100% true.
Your audience is tired of getting stale messages and regurgitated sales strategies hurled at them. As humans we are looking for a human-to-human connection - read more about how this plays a role in marketing here.
So, since you’re here it already tells me you’re wanting to show up authentically and have no interest in following those stale templates and strategies so this blog will support you in feeling confident to sell your programs and services without feeling sleazy.
Online Selling Tip #1: Make Connections
Your goal as a business owner should be to make connections all the time. And taking it a step further and focusing on building relationships rooted in trust.
If you have your own community that you’re building via your email list, which I highly recommend, by the way, you want to invite them into a conversation, give them permission to message you and ask questions. This makes you accessible and approachable which is great leverage as you’re just starting out.
If you’re into video marketing, you can do a live stream where you’re offering some valuable piece of information and then opening up the opportunity for them to ask you questions.
Make it a goal to make your audience feel like they are welcome to reach out to you because this helps build the trust factor that is essential will asking for the sale.
Zig Ziglar said, “If people like you they’ll listen to you. If they trust you they’ll do business with you.” It’s one of my favorite quotes for business and one we should carry with us when we’re thinking of ways to build that trust with our audiences.
Remember, we are asking people we’ve never met before to invest in our product or service, often sight unseen. And the reality is there are a lot of people offering the same thing, so not only are you asking them to do this but to also make the decision to choose you.
This is where your marketing comes in; more specifically relationships and human marketing.
When it comes to marketing your business you’re actually selling.
I often say selling is happening long before the pitch or sales conversation actually happens.
All of the branding, content and interactions that are part of your marketing strategy are meant to lead people closer to buying your product or service.
The foundation of every sale you make comes from the customer trusting your marketing, messaging and branding over another brand, and that trust happens long before you make an offer, have a phone call or they pull out their credit card.
Online Selling Tip #2: It’s Not Really About Selling
I love to tell my clients and my community that when you switch your mindset around selling to offering everything changes.
Because in reality, it’s about saying, “Hey look, I know this is what you're struggling with and I know that this is what you really, really want in the year to come.”
And you know this because you’ve already started making a connection with them - see how that works!
This shift in thinking changes everything because with it you are coming from a genuine place, rather than a pushy place.
Rather than just coming out of the blue with an offer, you’re helping them see how your offer will support them solve their problem. You’re focused on messaging that centers around how it will benefit them, so they can truly see why investing in your offer is their best next move.
When you’re focused on connection, rather than selling, you’re focused on your audience.
When you’re focused on selling, you’re focused on the product or the service.
If in your mind you're like, I'm going to sell this person.
I'm going to get this person into my program because then I'll hit my number. Or then I'll hit my monthly goal.
You're just focused on the product and the service.
This simple change in your approach to “selling” will have a big impact on your conversion rate and the success that you experience from selling your products and your services.
You're coming from a truly authentic place with your marketing and connecting with where they are, where they want to be and basically offering up your offer, your sale, your promotion, whatever it is, in a way that not only feels good to you but is received openly by your audience.
I can't tell you how many times I have had the privilege of making connections with my audience, reaching out to them through messenger or email and them coming on board with one on one coaching or with a program - it's because they trust me!
CONCLUSION
Here's the thing, selling isn't salesy unless you make it salesy.
So don't make it salesy.
Make it a natural extension of who you are.
Make it a natural extension of the conversation that you've had through your content and communications with your community.
Start to think of it as an offering to solve the problem for your ideal customer. If they’re ready amazing, if they’re not you’ll be here when they are.
Watch the full video below!
P.S. Have you tuned in to The Beautiful Climb podcast? I release new episodes every other Friday on topics around productivity, motherhood, habits, goals and going after the life of your dreams! Check out past episodes and be sure to subscribe at thebeautifulclimb.com
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MEET MICHELLE
Hey there, I'm Michelle Knight and I an online branding and marketing consultant for female entrepreneurs.
I believe in the power of storytelling and using that superpower to brand and market yourself online...oh and to set yourself free.
I'm obsessed with living a life of freedom, so much so, that my family and I now travel full-time while running my business from the road.
This blog serves as a home base for all things branding, marketing, content creation and more.