How do you respond to these questions:
Tell me about your work?
What do you?
Tell me about your business?
Specially if you are in business for yourself.
So here are three things to try when shifting from SELLING to SERVING:
Go to your sales call with an open mind. Don’t sell a product before you meet your prospect. Listen, find a “SOLUTION” for them (even if it is a program/package that you offer) but present it not as YOUR package but as THEIR solution.
Be comfortable in being authentic. If there is NOTHING that you offer that can assist your prospect then say so. Trust me, having a prospect walk out of a call feeling like they were served vs. sold will be the best word of mouth referral you can ask for.
Be strategic in your sales process. If you find that by using this method, most of your prospect calls turn into friendly chats where you are adding value and serving but not closing any sales… well then it’s time to analyse who these prospects are and where they are coming from. You might have to do some work clarifying your IDEAL client and reaching out to them specifically.
If you need help wtih CLARIFYING your ideal client. Then let’s chat, I will make myself available to you for FREE for 30 minutes to SERVE not to sell ;-).
Have a great weekend!