I’ve called myself many things: Teacher, Coach, Director. Yet it hasn’t been since I was in high school selling the newspaper over the phone that I called myself a salesperson.
And let me take a guess here. Identifying as a salesperson isn’t part of your repertoire either, is it?
Let me tell you: Not identifying that way is failing you and failing your coaching business. Here’s how.
You Are a Salesperson
You are a sales person. It’s true.
Every time you have a prospective client on a discovery call, you’re making a sales pitch. Every time you send an email or write a blog post with an offer, you’re making a sales pitch. Every time you create an opt-in page, you’re making a sales pitch.
And you’re probably pretty good at it, too, or you wouldn’t be where you are today, right?
Now you can probably claim a lot of other titles as well – coach, consultant, deliverer of dreams…
Yet being a salesperson is integral to all the other stuff.
So why do we continue to think we’re so bad at sales?
Sales Feels Gross
I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You don’t want to force anyone into a decision. You secretly think your rates are too high.
I’m going to be honest with you. This is one of those things that will take practice to improve. But fortunately, you don’t have to be on the phone with a prospective client to get that practice time in.
Instead, use the technique self-help gurus have been advocating for years: Look in the mirror or drive down the road and talk to yourself. Practice. This helps you get into the flow. It helps you gain confidence. It also ensures that you know what it is you’re delivering.
So, practice saying your rates out loud. Practice the segue from discovery to pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call.
Wrap Your Mind Around Your Mindset
What if you weren’t selling anything, but instead were just talking with a friend about the incredible new service that was going to change her life? You’re helping a friend to improve herself by sharing your experience with this new service.
That’s exactly how you should think about selling your coaching programs. You’re not trying to get your prospective client to spend money. Instead, you’re offering a solution to his problems. You’re genuinely helping him to overcome some obstacle in his life or business.
When you can turn your thinking around from “sales” to “helping,” you’ll find it’s much easier to get down to the numbers.
Expect a Follow Up
Remember, most clients won’t say yes with the first call, and maybe not even with the second. In fact, it often takes 18 calls before you land upon a buyer. That said, good coaches know that many sales can be closed if you simply take the time to follow up. So, send a quick email and invite your prospect to:
· Schedule a follow-up call to answer her questions
· Read some of your testimonials
· Review your coaching program outline or sales page
· Or even join a different program of yours that might be a better fit
After all is said and done, don’t let that old “I’m not good at sales” thinking get in the way of making a real difference in people’s lives, and in growing your business and your profits. With these simple tips, you can quickly turn your sales hiccups into a system for landing new clients consistently. Finally, when you’re ready to take your business to the next level, schedule a discovery call of your own with Membership Fix.