I read somewhere this saying of Rockstar Salespeople: “People love to Buy; we hate to be Sold.” Nine simple words and so much depth to them. Who doesn’t like shopping or purchasing services that fulfill our needs and wants? Everyone. But at the same time who likes to be told what they should buy or what apparently, they need? No one.
So, if you’re struggling with finding clients in your business, pause for a moment and look inwards:
- What’s your mindset about and approach to sales?
- Are you trying to convince your potential ideal clients that what you have is the best, and they should buy it regardless of their situation?
- Are you genuinely listening to the person, or are you just focused on getting through yet another conversation asap?
Dig deep and be honest with yourself as this is the only way you’ll become aware of areas you could potentially improve. And if you realize that indeed, you could use some improvement, then read on.
Below, I’d like to offer you 5 tips on how to think like your client and increase your sales.
1. Embrace the Abundance Mindset
You Begin by Always Expecting Good Things to Happen.
Tom Hopkins
Why? Because scarcity creates scarcity and abundance creates abundance. Whether it’s with the content you put out there on social media, or in prospecting for new clients, have an abundance mindset. In other words, don’t fear to share valuable insights into your content that can help your ideal clients whether they buy from you or not. What you say or post reflects who you are and creates your brand. To buy from you, people need to know you, like you and trust you. They will if you’re genuinely offering value to them in every step of their customer journey with you.
Moreover, there are enough potential clients in your market for everyone who is in it. You have something unique to offer that no one else does because it’s coming from you. Consequently then, if you consistently provide great value, you’ll find people that connect with it and will want to buy from you if given a chance.
2. Ask Lots of Great Questions
If You Are Not Moving Closer To What You Want In Sales (Or In Life), You Probably Aren’t Doing Enough Asking.
Jack Canfield
To know what your clients are thinking, understand their pains so you can provide solutions. Gaining such an understanding requires asking a lot of good questions. Great business leaders ask great questions. And as a leader of your business, you need to grow and hone that skill as well. Your business doesn’t exist in a vacuum but is here to serve others.
Therefore, analyze the latest sales conversations you had by answering the following questions for yourself:
- How did they go?
- What questions did you ask?
- Who talked more?
- Did your questions allow you to get to know the potential client, the situation they are in, and their pain points or goals?
3. Talk Less and Listen More.
Seek First to Understand, Then to Be Understood.
Stephen Covey
Those who understand their clients’ needs and wants best and can translate their offering as solutions to these are winning. Such an understanding comes from deep empathetic listening. Unfortunately, very often, people half-listen focused in their minds only on what to say next. Being present in the moment in your conversation with a potential client rather than thinking about how to respond to them is key to truly understanding them. And don’t worry, “what to say next” will come very naturally to you. Moreover, it will also be better once you have deeply understood your client.
4. Provide a Solution Speaking Their Language
Approach Each Customer with The Idea of Helping Him Or Her To Solve A Problem or Achieve A Goal, Not of Selling a Product or Service.
Brian Tracy
The way your potential client describes their challenge is different than yours. It’s because you are an expert in your field and are so close to everything, you think everyone knows as much. There is nothing further from the truth, and as experts, we tend to forget that.
As you’re listening deeply to what your clients say, put yourself in their shoes. Imagine you are them experiencing their pains, dreaming of their goals. What solutions do you need at this moment? Can your current offering be one of those solutions or do you need to adjust it?
Once you know what to offer, use their language to present your solution. Always break it down to terms they understand and associate with. Throw away “expert” mumbo jumbo that can confuse and repel them. Such an approach shows that you care, that you empathize with them, and create offerings tailored to help them, not someone else.
5. Build Genuine Relationships.
To Build A Long-Term, Successful Enterprise, When You Don’t Close A Sale, Open A Relationship.
Patricia Fripp
Not every conversation with a potential client will end in a sale. Even the best of the best don’t have a 100% sales record in any given year. That doesn’t mean that your relationship with a person you talked to ends here. Just like with your current clients, spend time building relations ship with your potential ideal client that is a ‘NO’ for now. Find a way to nurture them and provide value. By staying in touch, this way, you can keep asking more questions and deepening your understanding of what they need.
Keep in mind that the most successful businesses are built on strong and genuine relationships. Yes, this takes time, and yes, it requires effort. However, I think that relationship building is one of the most rewarding parts of growing a business, right beside helping a client.
Just One More Thought
In case you see value in the above tips but are not sure how to put all this to work, I prepared a Sales Strategy Outline for you to help you use it in real situations. It’s not s sales script because I don’t want you to sound like a robot when you’re talking to your ideal clients :). Instead, it’s a great tool that will help you flow the sales conversation naturally, ask questions, listen to understand, and ultimately gain permission to offer your solution.
If this sounds like something you need now, click here to download it.
