Do you ever worry that you sound too pushy or salesy when trying to convert a potential client into a paying client?
Don’t be afraid to admit it …
It’s one of the biggest fears that many small business owners share so if this is you, you’re certainly not alone.
The fear of sounding salesy and pushy is very real. However, there are many ways that you can gain new clients and customers without being pushy.
Nobody wants to buy from an annoying salesperson, so you want to make sure you are approaching your potential clients with a connection. You want them to connect to you, your services, or your products.
The following are 5 top ways to get more customers without being pushy.
1. Focus on solving your potential customer’s problems rather than on you and your product/service.
Unless you are the owner, nobody cares about your company. Perhaps not nobody, but pretty close to it. This may sound harsh, but it is true. At least when it comes to your customers. If they are coming to your business it is generally because of what it can offer them.
People care about finding answers to their problems. They will find a company that shows they can do this. Unfortunately, most small business owners make this mistake over and over again. They are so excited about the potential new customer that they jump right in with the sales pitch.
Instead, take time to find out what pain points and problems your potential customer is facing. This approach may take a bit more time than simply making a sales pitch, but you will be able to explain your product or service in a way that shows it solves that person’s problem.
They will be much more likely to purchase from you if they know what they are spending their money on will really help them.
2. Tell a story.
Everyone likes a good story. You can truly make an impact with your potential customer by telling your story. You are most likely in the business you are because you once had a need, desire, or interest in the services and products you are now selling. (You may even still have those needs, desires and interests…if not, you may want to rekindle that flame.)
Telling a story also allows your potential client to make a connection with you or your service. They will get to know more about you and see how your service or product can really help them solve their problem.
3. Connect with your audience and show that you genuinely care about them and in helping them.
People buy from people they can trust. Building a connection with your potential customer will help them trust you more and believe that you genuinely care about helping them.
There are many ways to connect with your potential customer – you can share your story, ask them questions, and allow them to feel as though they are the only one in the world at the moment they are speaking or working with you.
Finding out what will help them the best will show that you care about them and are not going to simply offer your newest, shiniest product or service.
4. Where possible, let your potential customers talk more than you do.
You can cut back on a lot of the pushiness by letting your potential customer do the talking. You will find that this approach is much easier for both you and your prospect.
As they talk, ask them questions. You will find out more information about them so you can honestly offer them the best solution You will have more wins for you.
You do want to be careful about the questions you ask, though. Make sure you are asking open ended questions so they can give you a complete response rather than a quick and simple yes or no.
Getting your prospect to talk more will also let you know if you and your product/service are the best option for them. If not, tell them. They’ll appreciate your honesty and possibly become a potential reference for their friends who do fit your service.
5. Give great service, focus on building relationships with your customers (yes, even after the sale) and then to recommend you to their friends.
Always provide what you promised and a little more. That little bit more can be a huge difference between a good service and a great service. The little more can simply be showing that you want to build a relationship with them.
Having a client who feels they can trust you to solve their problems will help you serve them better and get even more customers. After you have solved the problem for your customer, ask them to recommend you and write a testimonial. Then, continue the relationship. You can help them find the next product for their next problem or keep updated on their success after they have used your product.
Building a genuine connection with your client will help prevent you coming across as pushy. You want them to have a connection with you or your product/service. Using the five methods above will give you ultimate selling power without being salesy.
Have you ever wondered how it is that some people manage to get soooo much done in so little time? Or how some businesses seem to be able to follow up with their customers or leads so easily (and wonder how you could do the same?)
A lot of that comes down to having good systems in place and automating many of these processes.
This week I was fortunate enough to be able to interview Jason Buckner who specialises in sales automation. Click the “Play” arrow below to listen to this interview with Jason.
He shares some very helpful tips, including the biggest mistakes he sees business owners making when automating these processes.
Click Here for more details about Jason’s Automate Weekend.
The coupon code you need to enter to receive the discount is:
Type that into the “Coupon” field and click the “Apply” button. You’ll then see the amount due will change to the reduced amount. 🙂
And remember: “If it has to be done once, do it. If it has to be done twice, make a system of it. If it has to be done thrice, automate it.” ~ Jason Buckner, Sales Automation Specialist.
Sometimes it can get lonely when you’re in business, especially if you work from home, by yourself. That’s why it’s essential to have a team of supportive people around you. Ideally, these people should include a mix of staff or team members, co-workers and colleagues, other business owners and mentors.
It’s good for all business owners to have a combination of each of the following in their support network.
Family And Friends:
It’s really important that those closest to you are supportive of what you do. Often, these are the people who give you a reason for doing what you do. They may also be the ones who can help you through the tough times. The times when you wonder if it’s all worthwhile. (And there WILL be times like this.)
Unfortunately, not every business owner has the full support of their loved ones. Often, it’s because your family or friends love and care about you so much that they’re trying to protect you from what MAY go wrong.
Wherever possible, try to find at least two people close to you whom you can depend on to cheer you on when you need it.
And if you don’t have the support of those closest to you it’s even more important that you find others to help form your cheer squad (and give you a kick up the behind when you need it!)
Mentors can come in many forms but to me, mentors are usually those people who have already succeeded in an area that you want to succeed in. More importantly, they’re happy help you achieve your goals in that area too.
Relationships with mentors are often more of a professional nature but they may be friends too. They can be an informal relationship or a more formal mentoring arrangement such as through a coach or coaching program.
A mentor should be able to guide you in the right direction, but also cheer you on when things go well and offer honest feedback when you need it.
Other Business Owners:
It’s also important that your support network include others who are on the same journey as you. In this instance, we’re looking at your business support network. So therefore it’s important to have other business owners you can discuss business issues with. (Keeping confidential information off-limits, of course).
Similarly, if you’re trying to lose weight you will often find it helps to be part of a community of others trying to lose weight so you can help each other. Or if you’re a new parent you may want to mingle with other parents.
An excellent way to connect with other business owners is via online forums and groups. There are many online groups and discussion forums – including Facebook groups. These are an ideal way to connect with other like-minded business owners.
A couple of things to keep in mind though … be very careful about what you post online. Sometimes it’s best to keep things general or save the more detailed nitty-gritty for more personal conversations with those you know you can trust.
Think about it. Do you really want your clients to stumble across your online posts complaining about certain customers? Or about the staffing or financial problems you’re having?
There are also many groups where members have the opportunity to mingle face-to-face.Look for some local business groups and Chambers of Commerce in your local area. These can be excellent for networking in general, finding new customers and getting leads and referrals.
But, perhaps more importantly, once you get to know some of the other members you may find one or two (or more if you’re really lucky) whom you ‘click’ with and a friendship develops. These people may well form part of the inner circle of your support network too.
Business and industry seminars can also be a brilliant way of forming a strong support network. You may discover some of the speakers at the seminars are ideal mentors for you. Often other attendees on a similar journey as you. Meaning that you can be a great support for each other too.
When you attend seminars, don’t be shy. Make the effort to say hello to a few people and start a conversation. I’ve met several colleagues and friends that way. Some connections lasted for just a short-time, where we worked on a particular project then drifted apart. But others have gone on to become close friends and we regularly have brainstorming sessions and the likes. Best of all, we know we can rely on each other for honest feedback.
Even if you don’t connect with anyone in particular at seminars and business events, often just the vibe you get from being there is enough to help keep you motivated and on track.
I consider myself to be extremely lucky. My greatest supporter is my son. He was 5 when I began this business and has always given unwavering support and encouragement. He’s also not too shy to give me a kick in the butt when I’ve needed it too!
I have also been blessed to have found some amazing mentors, colleagues and business friends along the way.
I’m sure you’ve got plenty to do each day but I strongly urge you to take just 5 minutes now to write a list of those people in your support network.
Who can you rely on when things aren’t going to plan and you need some advice?
Next, who can give you honest feedback when you need it?
Who will listen to you vent for just a few minutes, if necessary, before helping you find an appropriate solution to your problem?
Is there someone who you can help keep you accountable, to help you follow through and take the actions you plan to?
Who will join you in a happy dance or open a bottle of bubbles to help celebrate when you achieve success … even the little successes in your journey?
And just as importantly, who can you offer the same sort of support to?
No matter how committed you are to building a successful business, there’s no doubt that having a solid support network around you will improve your chances of success.