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Are you a Solopreneur, a Small Business Owner, a Helping Professional, or a Creative who is tired of trying to figure out how to sell yourself and your services without feeling uncomfortable or pushy?
If so, you are not alone! Many of us have experienced manipulative and abrasive salespeople who have turned us off...made us cringe...and even stopped us entirely from pursuing a purchase we really wanted.
If we ourselves have had poor experiences with salespeople, how can we be expected to enjoy becoming one?
Well, let's look at the alternative. In order to bring our talents, our services, and our gifts to the world...we need to figure this out.
What I know for sure is that we cannot grow our businesses without becoming comfortable with "selling"...so let's bite the bullet and master this "selling thing".
"But we didn't sign on to be salespeople", you say. "We signed on to help people or to make a great product available or to express our creativity!"
"We're ok with connecting with people, forming new relationships, and helping people to get what they need...but in a professional and non-threatening way."
And so it is with "Selling from your Heart."
"Selling from your Heart" is about forming connections with potential Clients, finding commonalities, enjoying conversations, figuring out what's missing, helping to clarify what's needed, and partnerning to find solutions.
Is that something you're comfortable with?
I thought so!
So let's create a plan that will help you to embrace your professional selling self and, in so doing, enhance the very reputation of "selling".
Step 1 Know Yourself. Who are you? What makes you special? What characteristics do you have that would attract someone to partner with you? What products or services do you have to offer them that is unique?
Step 2 Get Clear On Who You Want to Attract. Who would you really like to work with? What qualities do these individuals have? What would it be like to have a relationship with these types of people? Create a "My Favorite Client" profile. Keep it in full sight.
Step 3 Look for Your "Favorite Clients" Everywhere. It's like a treasure hunt. Where do they hang out? What do they read? What radio stations do they listen to? Where might you run into them?
Step 4 Create an Image for these Individuals to See. How will you portray yourself to these potential Clients? What will you send them that will make you curious about you? Should you place a photo on your brochure? Should you pose a question in your copy that will make them say...Hmmm! What will make them reach out?
Step 5 Imagine Yourself Conversing with Exactly the Type of Client you Seek. If you could talk with your Favorite Prospective Client, what would you like to find out about them? What would you like to share? How would you introduce yourself? What questions could you ask to put them at ease?
Step 6 Be a Conversation Starter. Remember, people love to talk about themselves. Ask an "open-ended" question. Listen to the response. Listen some more. Come from curiosity. What does this person have to teach you? How might you two connect? What are the commonalities of experience? Is this someone you can help?
Step 7 Move it Forward. Are you eager to share the "good news" about what you do with others? Are you excited about what you do? Are you comfortable in your own skin...even if it's new? Just be yourself. Share what turns you on. Tell a fun story. Move the relationship forward.
Step 8 Watch for the "Magic Click". Are you feeling on the same wave length with this person? Does it just feel good to talk with them? Do you want to know more? Is the conversation "flowing"? Enjoy the connection!
Step 9 Enjoy the New Relationship for What It Is Right Now. Be sure to be clear about what you do and why you love it. Invite your new acquaintances to "try you on"...through a sample or complimentary session. Nurture this new connection. Be there when they're ready to learn more.
Step 10
Be Ready for Them When They're Ready for You. When the time is right for them, be easy to find. Congratulate your new Client on the choice they've made to better their life. Build on this wonderful, new relationship. Strengthen it with intimacy, caring, and skill.
So this,my friends, is "Selling from your Heart". How much fun is this! You have opportunity after opportunity to connect with people, form new relationships, share your talents and skills and products, and help people to get what they need...exactly what you signed on for.
And don't forget to keep the conversation going for a long, long time. Ask your new Clients to give you feedback on how the process or service or product feels to them. When they're delighted by the results, ask them to spread the good word through a Testimonial or other venue. If they forget, ask them again. Create a graceful ending when it is time for them to leave you. Keep in touch.
Are you ready to make "Selling from your Heart" a goal in the new year? I hope so. Your reward will be a Client Base that is suited to exactly who you are who will help you to market your products and services for a long, long time to come.
Happy selling!
Copyright 2006, Flo Schell, EdM All rights reserved.
What do you want in your life? What do you want to have for yourself? And in what situation do you want to live? Describe the scenario. Imagine it. Give yourself the needed time to answer these questions and take t...
Selling is not trying to convince someone to buy. It’s asking appropriate questions so the buyer concludes for himself that he needs what you are offering.
Some things cannot be measured, and the heart is one of them. I think of three former NFL football stars. Mike Singletary, according to the experts, was too short and his 40-yard speed was not that great. However, t...
Flo Schell
(Visit Flo's Website)
Flo Schell, EdM, Former VP of Franchise
Sales, Sylvan Learning Systems, Inc. is
Founder of Franchise Coaching Systems
and can be found at www.FloSchell.c
om. She holds distinction as a
Certified Coach from the Thomas Leonard
School of Coaching. Flo is adept at the
nuts and bolts of selling and at helping
sales professionals to deal with the ups
and downs of their work. She is author of
the new business book, Stop Selling Start
Clicking, available at
www.StopSellingStartClicking.com. Sign
on to her website for free Tele-Gatherings
on topics related to selling and
franchising.
Flo Schell Video - This is a live chat with Flo Schell, Author of the highly acclaimed new business book, Stop Selling: Start Clicking! Flo knows how hard it can be for small business owners to sell themselves and their services. Bringing 20 years of sales experience and featured in Success Magazine, Certified Coach Flo Schell, bases her process on the human connection that she calls the magic click. Listen in as Flo describes why we must master the art of selling...and exactly how to create the magic click.
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Some things cannot be measured, and the heart is one of them. I think of three former NFL football stars. Mike Singletary, according to the experts, was too short and his 40-yard speed was not that great. However, t...
